37 Things I am Grateful For…
As I turn 37 today, I feel truly blessed to be alive and be me.
Entries by Mike Montague
How to Use the DISC Profile for Professional Development
Markku Kauppinen, President and CEO of Extended DISC North America, recently appeared on the How to Succeed Podcast to talk about DISC. If you are not familiar with the DISC Behavioral Model, it first appeared in psychology and communication theory in 1929 and has evolved to become one of the most popular personality and hiring […]
LinkedIn the Sandler Way – Liberty, MO – Aug 4th
Join me Aug 4th at Bank Midwest at 8 AM. You don’t have to be a tech wizard to grow your business through social selling. You can use your own network of business contacts, to take a proactive, client-centered view of prospecting on social media. This webinar cuts through all the noise, tech-speak, and misconceptions about LinkedIn and social selling.
How to Succeed at Customer Service
Customer service is an interesting aspect of any business. Whether you call it inside sales or customer care, your frontline employee may have the most difficult job in the company. Do you find that your most difficult customers and situations are handled by your least trained and lowest paid employees first? Have you ever cringed […]
Social Selling is the 3-Point Line of Prospecting
The three-point line is an arch drawn on a basketball court about 20 to 24 feet away from the basket, depending on which league you are playing in. A field goal made from inside the arch is worth two points, but one made from beyond the line is worth three. The three-point line was first […]
How to Succeed at Social Selling Podcast
You don’t have to be a tech wizard to grow your business through social selling. You can use your network of business contacts, to take a proactive, client-centered view of prospecting on social media. This special bonus podcast cuts through all the noise, tech-speak, and misconceptions about LinkedIn and social selling.
LinkedIn the Sandler Way Webinar – May 17th
his free webinar on May 17th at 2 pm EST – 11 am PST cuts through all the noise, tech-speak, and misconceptions about LinkedIn and social selling. Join Sandler Training CEO, Dave Mattson and Mike Montague, Director of Content Marketing for this special online training session.
How to Succeed at Sales Management (Blog)
Many sales managers attempt to manage their team simply by looking at the team’s numbers. The manager constantly looks at how many opportunities are in the pipeline. They track the number of appointments, proposals and, of course, the number of sales made for the month. Then, the manager will attempt to hold their team accountable for maintaining some pre-determined level of results.
Springtime in Kansas City
The spring is a great time to explore Kansas City. The fountains, statues and parks that make KC special are at their most beautiful this time of year. Here are few great parks, which you might want to explore during you time in the city.
How to Succeed at Sales: The Solution
How Can You Succeed in Sales?
Now that we have a thorough understanding of the problem from last week’s post, let’s look at the solution. We call it the Sandler Selling System. It involves strategically developing your sales process to build trust, set up a mutually beneficial arrangement, qualify prospects as ideal clients, and demonstrate a unique value.
Imagine if you talked only to the absolutely correct people. Imagine having the best sales conversations possible with qualified prospects who wanted to talk to you. Imagine being invited, instead of begging for appointments. Imagine no longer wasting time or money on people who will not buy. We have a saying at Sandler, “Selling things people want to buy to people who have money and decision-making authority is not cheating!” It is the way sales should be…
Do you think it would be possible to actually sell more and sell more easily? Could you actually spend less time, money and energy on business development and enjoy more revenue and profit? When you stop trying to sell to everyone, you can actually invest time and effort to build real ideal client relationships with qualified prospects. You can work smarter instead of harder.
How to Succeed at Sales: The Problem
As a buyer, what comes to mind when you think of the word, “Salesperson”?
Usually what comes to mind are things like… used cars, polyester suits, briefcases, and flip charts or PowerPoint presentations. Many people dislike dealing with salespeople, and some even shudder at the thought of being one. In our experience, more than half of the salespeople out there don’t like selling and work hard to avoid looking like a ”typical” salesperson. Few, if any, children grow up dreaming of being salespeople, yet it is the most common profession in the world. Why is that?
LinkedIn The Sandler Way Interview on KCMO Talk Radio 710
Greg Knapp from KCMO Talk Radio 710 AM interviews Mike Montague about the Sandler Training book, LinkedIn The Sander Way!
New Sandler Blog: How to Succeed at Goal Setting
We know from some extensive research on goal setting that most people make a New Year’s wish instead of a resolution. Most of them don’t even write it down, and then most of them give up by the middle of January or so. However, there are a few successful goal setters—around 1%—who resolve to do something different, and then actually do!
How much are you worth?
Around the New Year, I find it easy to be reminded of your imperfections, flaws, and room for improvement. However, I thought I would take a couple of minutes and remind you how awesome you already are.
Scheduling YOU First @Central Exchange
I was honored to be asked to speak again this year at Central Exchange. Last year, we covered Goal Setting parts one and two. This year, we switched over to time management and prioritization with “Scheduling YOU First!”
Four Social Selling Best Practices for 2016
If your goal is to find more prospects, get more and better referrals, and make more commission dollars in 2016 than you did in 2015, consider upping your social selling game. Here are four quick tips that will help you avoid some common mistakes many salespeople make online.
Global Entrepreneurship Week @ JCCC Nov 17th
I am honored to be speaking at Global Entrepreneurship Week event for Johnson County Community College tomorrow at 11am in the Hudson Auditorium. I will be talking about breaking through your comfort zones, and how to address the risk, fear and uncertainty that comes with entrepreneurship.
3 Ways to Double Your Business – Thinking Bigger Business
Most entrepreneurs and small-business owners are constantly looking for ways to grow their business. They usually only look in one of two places, sales or marketing. However, there is a third option, and it might be what you are looking for in order to double your business next year.
Holiday Happenings in Kansas City
Kansas City has some wonderful holiday traditions. As a visitor to our fine city, you are invited to participate in any of these public events.
Five ways to make more sales with referrals
Your goal should be to turn that tepid referral into a meaningful introduction. It may take a little more work on the front end but it will reap significant rewards on the back end.
Sales & Marketing Executives of Topeka – 11/10
I am honored to be the keynote speaker for the monthly dinner tonight for the Sales and Marketing Executives of Topeka. What a great group with over 50 people actively participating in these dinners!
I will once again be presenting LinkedIn The Sandler Way and helping salespeople take advantage of the world’s largest professional network.
9 Commandments of Social Selling
That’s what they meant by tablets, right? Having the right attitude and approach to social selling can make all the difference in your results. Focus on the 9 Commandments of Social Selling to keep your head right and your network happy!
Avoid These Worst Practices On LinkedIn
I have been sharing a lot of best practices on LinkedIn this year, so I thought it was time to share some worst practices.
Here are my top 5 things to avoid when social selling through LinkedIn.
Stress-Free LinkedIn Referrals
Asking for a referral can sometimes make you and the prospect feel uncomfortable. Use LinkedIn and these simple steps to warm up your cold calls without making you or your connections sweat.
30-Second Commercial Clinic @ Johnson County Community College
Mike Montague presents a 30-Second Commercial Clinic @ Johnson County Community College!