How to Succeed Podcast

Hosted by [Host Name] · Sandler

5.0from 3 ratings

81Podcast AuthorityScore out of 100 · How it is scored

699
Episodes: 2
Transcribed: 3
Ratings: Monthly
Cadence: 2016
First episode: 3M
YouTube views

About How to Succeed Podcast

The How to Succeed Podcast teaches the success principles and interpersonal communication skills needed to get to the top and stay there. We are dedicated to empowering life-long learners and ambitious entrepreneurs with options for growth they didn't know they had. Through our reinforcement training, we provide advanced communication techniques needed to excel, provide accountability in implementing behavior, and help nurture the attitudes necessary to reach the highest levels of success. Visit www.sandler.com for more information.

Publisher: Sandler
Category: business · business
Language: en
Explicit: No
First episode: 17 Mar 2016
Latest episode: 5 Oct 2026

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Latest episodes

2 of 699 episodes have a transcript.

5 Oct 2026
How To Succeed at Leading Teams
In this installment of the How to Succeed Podcast, we're excited to be joined by Karen Gibson, a retired U.S. Army Lieutenant General and former U.S. Senate Sergeant at Arms, as we learn how effective leadership begins with accepting circumstances that cannot be changed while adapting strategies to accomplish the mission. She contrasts fear-based, toxic leadership with an approach grounded in respect, trust, clear communication, and autonomy: leaders should explain what must be done and why, define ethical and operational boundaries, and allow team members to determine how to achieve the objective. Gibson emphasizes distinguishing decisions leaders must retain from those they expect others to make, thereby avoiding micromanagement and encouraging initiative. She recommends regular (AAR) after-action reviews focused on learning rather than blame, structured performance counseling, and informal conversations with employees to understand the organization's realities. Above all, leaders should remain humble, approachable, authentic, and committed to continuous learning, recognizing that people respond more strongly to leaders who care about the team and mission than to those motivated primarily by status or personal advancement. Chapter 1: The Success Triangle and Karen Gibson's Leadership Background 00:00:02 – 00:01:29 (https://my.sonix.ai/recordings/QWXLJkwv?t=89.0) The podcast introduces its focus on the attitudes, behaviors, and techniques behind success. Jason welcomes Lieutenant General Karen Gibson, highlighting her military and Senate leadership experience, including her work rebuilding a demoralized security team after January 6th. Chapter 2: Developing Resilience Through Montana Grit 00:01:29 – 00:04:58 (https://my.sonix.ai/recordings/QWXLJkwv?t=298.0) Gibson explains how growing up in Montana taught her to keep moving forward despite difficult conditions. She describes learning to distinguish between circumstances that cannot be changed and the actions required to accomplish the mission, a mindset she carried into military and organizational leadership. Chapter 3: Leading Teams with the People You Have 00:04:58 – 00:06:13 (https://my.sonix.ai/recordings/QWXLJkwv?t=373.0) Effective leaders cannot always choose their team members, partners, or available resources. Gibson emphasizes adapting assignments to people's different strengths so that everyone can contribute to a shared objective. Chapter 4: Replacing Fear-Based Leadership with Respect 00:06:13 – 00:10:13 (https://my.sonix.ai/recordings/QWXLJkwv?t=613.0) Gibson contrasts the toxic, fear-driven leadership culture she initially encountered in the Army with the calm accountability modeled by her battalion executive officer. Her experience taught her that people perform more effectively when they respect and admire their leader rather than act only to avoid punishment. Chapter 5: Clarifying Purpose and Empowering Initiative 00:10:13 – 00:15:30 (https://my.sonix.ai/recordings/QWXLJkwv?t=930.0) Gibson advocates explaining what needs to be accomplished and why, while giving people latitude to determine how to achieve it. Leaders should define which decisions they will retain, which they expect others to make, and which matters require escalation so they do not become bottlenecks or suppress initiative. Chapter 6: After-Action Reviews and Performance Counseling 00:16:08 – 00:21:26 (https://my.sonix.ai/recordings/QWXLJkwv?t=1286.0) Gibson describes after-action reviews as unemotional assessments of what went well, what could improve, and how the team should respond going forward. She also recommends regular performance counseling to create structured opportunities for feedback, mentoring, recognition, and shared improvement. Chapter 7: Humility, Accessibility, and Learning from the Team 00:21:26 – 00:27:00 (https://my.sonix.ai/recordings/QWXLJkwv?t=1620.0) Strong leaders remain approachable, acknowledge that others may have greater expertise, and actively learn from the people they lead. Gibson illustrates this through informal conversations with personnel, explaining that leaders who care about the mission and team are readily distinguished from those primarily seeking personal recognition. Chapter 8: Leadership as Lifelong Development 00:27:00 – 00:28:46 (https://my.sonix.ai/recordings/QWXLJkwv?t=1726.0) Gibson describes leadership as a lifelong practice that requires continuous learning, reflection, mentoring, observation, and training. She encourages leaders to focus on becoming the best version of themselves rather than imitating someone else. Chapter 9: Balancing Guidance with Autonomy 00:28:46 – 00:31:20 (https://my.sonix.ai/recordings/QWXLJkwv?t=1880.0) Gibson's central recommendation is to examine how tightly leaders control their teams and whether their guidance leaves room for individual agency. Using the analogy of reins on a horse, she explains that effective leaders provide direction without micromanaging, allowing people to take ownership while remaining aligned with the mission.
7 Sept 2026
How to Succeed at Leading Through Change
Some leaders inherit success. Others have to reinvent it. Today's guest has done both. As CEO of City Home, formerly City Furniture, Andrew Koenig is leading one of the biggest transformations in the company's history while also leading business executives across Florida in the fight against cancer. Today we're talking about what it really takes to lead people through change. But why change the name of a company approaching $1 billion in annual revenue? What does it take to bring employees, customers, and partners along when the business is already thriving? And how do you know when it's time to redefine not only your brand, but your vision for the future? We discuss the strategy behind the transformation from City Furniture to City Home, reflecting the company's evolution from a furniture retailer to a complete home destination. And, As Chairman of the Florida Chapter of CEOs Against Cancer, Andrew also shares why the fight against cancer has become one of his greatest leadership priorities. Key takeaway: How do you inspire people to embrace change—not because they have to, but because they believe in where you're going? Chapter 1: Introducing the Success Triangle 00:00:02 (https://my.sonix.ai/recordings/vLEMA8J2?t=2.0) – 00:00:40 Dave Mattson introduces the How to Succeed podcast, which explores how accomplished individuals reach and maintain peak performance. The discussion centers on the success triangle of attitudes, behaviors, and techniques. Chapter 2: City Furniture's Transformation into City Home 00:00:40 (https://my.sonix.ai/recordings/vLEMA8J2?t=40.0) – 00:02:02 Jim Marshall introduces Andrew Koenig, CEO of City Home, and frames the episode around brand reinvention, leadership, and community impact. City Furniture's decision to become City Home represents a broader effort to transform the customer experience and expand beyond traditional furniture retail. Chapter 3: Why the Company Changed Its Name 00:02:02 (https://my.sonix.ai/recordings/vLEMA8J2?t=122.0) – 00:04:01 Koenig explains that the rebrand reflects a long-term vision of becoming a comprehensive provider for customers furnishing and improving their homes. City Home aims to offer more categories, services, speed, affordability, and convenience while addressing the frustrations of coordinating multiple home-related vendors. Chapter 4: The Company's History and Earlier Reinvention 00:04:01 (https://my.sonix.ai/recordings/vLEMA8J2?t=241.0) – 00:06:56 Koenig recounts how his father and uncle started with waterbed shops in 1971 before transitioning to City Furniture in the early 1990s as the waterbed market declined. He joined the business in 2005 and describes how the company's current leadership team, systems, and operational discipline made the latest transformation more manageable than the first. Chapter 5: What the City Home Brand Represents 00:06:56 (https://my.sonix.ai/recordings/vLEMA8J2?t=416.0) – 00:10:16 City Home's positioning is summarized by its tagline, "your first stop for all things home." The company is expanding into categories such as appliances, home entertainment, security, flooring, kitchens, closets, and other home solutions, with a curated selection and a single point of contact designed to simplify the customer journey. Chapter 6: Leading a Customer-Centered Rebrand 00:10:16 (https://my.sonix.ai/recordings/vLEMA8J2?t=616.0) – 00:13:36 Koenig says the main challenge was not internal fear, but the time required for customers to recognize and understand the new brand. The company is emphasizing trust, word-of-mouth referrals, customer satisfaction, and a commitment to correcting mistakes as it works toward becoming the "Chick-fil-A of home furnishings." Chapter 7: Building Alignment Among Employees and Vendors 00:13:36 (https://my.sonix.ai/recordings/vLEMA8J2?t=816.0) – 00:15:23 City Home helped employees understand the new strategy by exposing them to competitors and broader home-industry categories. Although some furniture vendors initially had concerns about losing showroom space, confidence in the leadership team and the expanded stores helped build support for the transformation. Chapter 8: From Business Leadership to Cancer Advocacy 00:15:23 (https://my.sonix.ai/recordings/vLEMA8J2?t=923.0) – 00:20:03 Koenig discusses his role as chairman of Florida's CEOs Against Cancer chapter and the personal loss of his mother to cancer. Her legacy inspired City Home's Pink Pumpkins campaign, while the CEO network has expanded its reach, fundraising capacity, and influence in supporting the American Cancer Society. Chapter 9: The Responsibility to Give Back 00:20:03 (https://my.sonix.ai/recordings/vLEMA8J2?t=1203.0) – 00:22:09 Koenig describes giving back as a core City Home value and argues that successful business leaders should contribute time and energy to causes that matter to them. He believes philanthropy strengthens communities, expands professional networks, improves employee engagement, and creates a deeper sense of personal fulfillment. Chapter 10: How Advocacy Has Shaped Koenig's Leadership 00:22:09 (https://my.sonix.ai/recordings/vLEMA8J2?t=1329.0) – 00:24:37 Serving with CEOs Against Cancer has increased Koenig's credibility with employees and helped attract and motivate talented people. His priorities have shifted slightly, with more time devoted to cancer advocacy and community service while maintaining clear business goals and performance metrics. Chapter 11: Continuous Improvement as a Leadership Principle 00:24:37 (https://my.sonix.ai/recordings/vLEMA8J2?t=1477.0) – 00:27:13 Koenig recommends that business leaders study Toyota's production system and apply its continuous-improvement philosophy to their organizations. He credits this approach with helping City Home build strong operations and execute its rebrand effectively, emphasizing that sustainable success depends on collective discipline rather than one individual. Chapter 12: Connecting Better Homes with Healthier Lives 00:27:13 (https://my.sonix.ai/recordings/vLEMA8J2?t=1633.0) – 00:29:32 Koenig reflects on the connection between City Home's mission to improve living spaces and the American Cancer Society's mission to help families spend more healthy time together. He closes by inviting listeners to support cancer advocacy through cancer.org and to explore City Home's services across its Florida showrooms and delivery network.
6 Jul 2026
How To Succeed on the Road to Senior Leadership
In this episode, Mike Crandall sits down with Ryan Jacob, President of GRA Services, about succeeding on the road to senior leadership using Sandler's Success Triangle: Attitude, Behavior, and Technique. Ryan describes developing optimism, curiosity, and emotional discipline; practicing consistent follow-through and data-driven processes; and applying Sandler's techniques like Up-Front Contracts and Reversing—first as a sales student and contributor, then as a Leader. As President, Ryan reframes these tools internally to sell change, align expectations, reduce defensiveness, and build trust, emphasizing that teams feel leadership's emotions and follow consistent actions. He highlights GRA Services' rapid growth supporting utility infrastructure with a pole-setting foam product, and credits the Sandler communities' shared language for accelerating execution and decision-making. Core takeaways from this episode: Maintain an "Abundance Mindset" with emotional discipline. Model consistent behaviors to shape culture. And use clear Up-Front Contracts to eliminate confusion and resentment. Chapter 1: Opening and Podcast Framework 00:00:02 – 00:00:39 (https://my.sonix.ai/recordings/2zMKM7Vv?t=39.0) Dave Matson introduces the "How to Succeed" podcast and its focus on the Success Triangle: attitudes, behaviors, and techniques. He sets the expectation to explore how top performers think and act to reach and maintain success. Chapter 2: Meet the Host and Guest; Topic Setup 00:00:39 – 00:02:06 (https://my.sonix.ai/recordings/2zMKM7Vv?t=126.0) Host Mike Crandall introduces himself and his guest, Ryan Jacob, president of Gray Services. The episode's theme is succeeding on the road to senior leadership through BAT (Behavior, Attitude, Technique), framed by Ryan's long journey from sales student to company president. Chapter 3: Ryan's Early Sales Roots and Mentorship 00:02:06 – 00:02:59 (https://my.sonix.ai/recordings/2zMKM7Vv?t=179.0) Ryan shares his background in professional selling and his connection with Mike through UCO's collegiate sales program. He explains how early mentorship and applying learned concepts at work led to tangible results and an enduring professional relationship. Chapter 4: Attitude Foundations as a Sales Student 00:02:59 – 00:05:27 (https://my.sonix.ai/recordings/2zMKM7Vv?t=327.0) Ryan emphasizes embracing struggle, maintaining optimism, and staying calm and curious. He highlights asking strong questions, using disqualification when appropriate, and building momentum through repeated effort as core attitude differentiators. Chapter 5: Behaviors that Create Opportunity 00:05:27 – 00:07:05 (https://my.sonix.ai/recordings/2zMKM7Vv?t=425.0) Consistency and follow-through become Ryan's standout behaviors, often winning opportunities others missed. He recounts showing up, honoring commitments, and leveraging initiative to access professional circles despite student constraints. Chapter 6: Techniques that Accelerate Early Success 00:07:05 – 00:09:19 (https://my.sonix.ai/recordings/2zMKM7Vv?t=559.0) Key techniques include strong upfront contracts, reversing and negative reversing to deepen discovery, and sorting versus selling. Ryan stresses asking hard questions calmly and iterating relentlessly to internalize and scale effective methods. Chapter 7: Attitude as a Top Individual Contributor 00:09:19 – 00:11:28 (https://my.sonix.ai/recordings/2zMKM7Vv?t=688.0) Curiosity lowers defensiveness and fosters honest conversations, contrasted with pushy selling stereotypes. He underscores the importance of "not needing the sale" to avoid "commission breath," particularly when pipeline is thin. Chapter 8: High-Value Behaviors in Sales Execution 00:11:28 – 00:13:21 (https://my.sonix.ai/recordings/2zMKM7Vv?t=801.0) Ryan details embracing discomfort, intelligent prospecting, and a repeatable system mindset. He uses data-driven reflection to refine processes, evaluate outcomes, and adapt continuously to improve win rates. Chapter 9: Techniques for Complex, Long Cycles 00:13:21 – 00:14:51 (https://my.sonix.ai/recordings/2zMKM7Vv?t=891.0) Professional sorting becomes critical in long enterprise cycles, building relationships far ahead of renewal or change windows. Strategic timing and positioning are essential to influence multi-year opportunities. Chapter 10: Transition to Senior Leadership and Gray Services Overview 00:14:51 – 00:17:18 (https://my.sonix.ai/recordings/2zMKM7Vv?t=1038.0) Ryan describes Gray Services' two-part foam solution for faster utility pole setting, enabling grid expansion amid rising electricity demand. He outlines the company's 1994 origins, rapid scaling, automation plans, and facility expansion. Chapter 11: Leadership Attitude Under Pressure 00:17:18 – 00:18:59 (https://my.sonix.ai/recordings/2zMKM7Vv?t=1139.0) Leadership amplifies BAT principles: actions over words, leading by example, and using action to drive emotion. Responsibility for livelihoods raises the stakes for mindset discipline and consistency. Chapter 12: Selling Change Internally 00:18:59 – 00:21:12 (https://my.sonix.ai/recordings/2zMKM7Vv?t=1272.0) Ryan discusses projecting steady, positive energy as teams feel leadership's emotions. He uses upfront contracts and curiosity to lower defensiveness, invite collaboration, and co-create change with long-tenured staff wary of disruption. Chapter 13: Behavior Consistency Builds Trust 00:21:12 – 00:23:16 (https://my.sonix.ai/recordings/2zMKM7Vv?t=1396.0) Doing what you say you'll do establishes credibility across the organization. Ryan highlights modeling small actions, like picking up trash, to signal standards and align culture amid rapid transformation. Chapter 14: Leadership Techniques for Clarity and Accountability 00:23:16 – 00:25:58 (https://my.sonix.ai/recordings/2zMKM7Vv?t=1558.0) Upfront contracts shift from sales to internal alignment, clarifying goals, timelines, and expectations to reduce confusion and resentment. Structure makes hard conversations fairer and more consistent, while reversing elicits candid input from those closest to the work. Chapter 15: Community, Faith, and the Power of a Shared Language 00:25:58 – 00:31:08 (https://my.sonix.ai/recordings/2zMKM7Vv?t=1868.0) Ryan shares how faith, patience, and unforeseen succession accelerated his leadership path. He leveraged the Sandler community for trusted expertise, enabling faster decisions and execution by "cutting through the fluff" with a common framework. Chapter 16: Final Insights on BAT for Senior Leadership 00:31:08 – 00:37:08 (https://my.sonix.ai/recordings/2zMKM7Vv?t=2228.0) Ryan's closing guidance: cultivate emotional discipline and an abundance mindset (attitude), recognize that culture mirrors leadership habits and consistency (behavior), and use clear upfront contracts to set expectations and reduce confusion (technique). He credits Sandler's systems, community, and common language for sustained growth. Chapter 17: Close and Credits 00:37:08 – end Mike thanks Ryan and wraps the episode, reinforcing the theme of succeeding on the road to senior leadership. The podcast credits acknowledge Sandler Systems, LLC and direct listeners to local trainers or the website for more information.

Inside a recent episode

How to Succeed at a Side Hustle

Published 14 Sept 2020 · Transcript excerpt

[…] Actually, I can now outsource it and scale. Yeah, I think that makes a ton of sense and you're right on about all of the learning that goes on. And I think do you want to do that when your income is on the line or you want to do that while you have your steady job and you can do this on the side and take your learning. And so I, you know, I can see benefits to both sides, but I'm with you. I think there's so much that you can do. Even if you don't make money at it, there's so much benefit from doing a side hustle of just being creative and solving problems and having that growth mindset continuously learning that come from that. […]

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Jennifer Cobb
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YouTube views: 3,019,831; Score snapshot 15 Sept 2025
Apple Podcasts (US): 5.0 / 5; 3 ratings

Podcast Authority Score: 81 / 100

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