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by Sandler
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.
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- 6 days ago35 min
How To Succeed as a Second-Generation Business Owner
Join us, as Jim Stevens welcomes Sarah Henry, second-generation owner of Gaspar's Construction and Remodeling in Seattle, shares how she transitioned from human resources and bookkeeping into leading the family business, growing it from fewer than 10 employees to 55 and more than $20 million in revenue. She discusses overcoming imposter syndrome through small wins, journaling, coaching, and taking action before feeling fully ready; evolving from hands-on problem-solving to strategic leadership and delegation; and building a strong culture through clear values, courageous communication, consistent meeting rhythms, ongoing training, and recognition. Sarah emphasizes hiring and firing for cultural fit, delivering bad news promptly, celebrating successes, and using a mission-driven vision to uplift 20,000 lives by 2035. Her advice includes seeking a business coach during transitions, owning one's leadership influence, embracing difficult conversations, and intentionally creating a company where employees, trade partners, and homeowners feel valued. Chapter 1: The Success Triangle and Sarah Henry's Entrepreneurial Journey 00:00:02 – 00:02:37 The podcast introduces its focus on the attitudes, behaviors, and techniques behind sustained success. Jim Stevens welcomes Sarah Henry, a second-generation owner who transitioned her family's remodeling company and grew it significantly after completing the buyout of her parents in 2008. Chapter 2: Entering the Family Remodeling Business 00:02:39 – 00:04:36 Sarah explains that her path into remodeling was not predetermined, but her business administration studies and early exposure to entrepreneurship drew her toward small business. After ten years in corporate human resources, she joined the family company in 2002 and gradually began envisioning it as her long-term career. Chapter 3: Overcoming Imposter Syndrome Through Transferable Strengths 00:04:36 – 00:08:59 Although Sarah lacked extensive field experience and entered a traditionally male-dominated industry, she used her human resources background as a strength in managing people, culture, and customer relationships. She describes overcoming imposter syndrome through preparation, action, and a "fake it till you make it" mindset, eventually gaining confidence when she established the company in a new building after her parents retired. Chapter 4: Building Confidence Through Small Wins and Reflection 00:08:59 – 00:10:40 Sarah recommends deliberately recognizing both small and major accomplishments because people tend to focus more heavily on failures than successes. Journaling, gratitude, and tracking attitudes and behaviors help her and her team maintain perspective and reinforce progress during demanding periods. Chapter 5: Scaling Leadership Through Delegation and Strategic Thinking 00:10:40 – 00:16:15 As the company grew to more than $20 million in revenue, Sarah had to shift from personal execution and force of will toward patience, strategy, and influence through others. She promoted a number-two leader, restructured executive reporting, and began preparing to move fully into the president's role, recognizing that effective delegation requires clearer planning and communication. Chapter 6: Culture, Meeting Cadence, and Continuous Development 00:16:15 – 00:22:35 Sarah identifies culture, collaboration, trust, and empathy as central to the company's success, supported by regular weekly, quarterly, and annual meetings. Long-term participation in Sandler training gives employees a consistent environment for role-play, problem-solving, and peer learning, helping the team work on the business rather than focusing o
- Oct 5, 202631 min
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 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 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 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 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 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 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 <a href= "https://my.sonix.ai/recordings/QWXLJkwv
- Sep 7, 202629 min
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 – 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 – 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 – 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 – 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 – 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
- Jul 6, 202638 min
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 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 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 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 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 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 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 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 <st
- Jun 1, 202652 min
How To Succeed at Creating an Encore Experience with Your Team
Gregory Offner is an award-winning keynote speaker and author who focuses on helping organizations improve performance by redesigning the experience of work. Greg was a keynote speaker at the 2026 Sandler Summit, and he introduced the concept of the Encore Experience—a powerful shift in how we think about engagement, culture, and sustainable high performance. In this conversation, we break down: The real driver of most employee performance problems —even when numbers look strong How true ownership (versus compliance) impacts long-term performance. Why incentives and pressure stop working over time Who your internal, and external, audience is; and why it matters. When disengagement starts, and the two questions that can stop it in its tracks. What leaders can do, right now, to create an "Encore Experience" for their audience. If you're a business owner, entrepreneur, or sales leader looking to build a high-performing team that's energized, engaged, and sustainable, this episode will give you a new framework to lead by. To learn more about Greg's work, or to inquire about bringing him in to speak at one of your events: Website: https://www.gregoryoffner.com Instagram: https://instagram.com/gregoryoffnerjr LinkedIn: https://www.linkedin.com/in/gregoryoffnerjr Chapter 1: Opening and Theme: The "Encore Experience" 00:00:02 – 00:02:22 Dave Matson frames the podcast's focus on the Success Triangle—attitude, behavior, and technique—then Jim Marshall introduces guest Greg Offner and the premise: performance problems are often experience problems. Greg is positioned as a keynote expert on engagement, ownership, and results, and Jim asks him to define the "encore experience." Chapter 2: Defining the Encore Experience 00:02:22 – 00:03:42 Greg explains an encore experience as any interaction that leaves people eager to repeat it, like shouting "one more song" at a concert. He argues workplaces should intentionally create encore experiences daily for customers, colleagues, communities, and oneself. Chapter 3: Engagement Crisis and Opportunity 00:03:42 – 00:05:12 Greg cites long-standing data showing roughly 70% of workers are disengaged, with a subset actively disengaged. He positions encore experiences as both a remedy for struggling cultures and a multiplier for organizations already doing well. Chapter 4: Creation, Agency, and Meaning at Work 00:05:12 – 00:07:41 Using a story about his daughter and sidewalk chalk, Greg illustrates the innate human joy of being the cause. He argues work should be reframed from obligation to opportunity—especially in sales, where relationships and experiences can be intentionally designed for "encore" reactions. Chapter 5: Turning Events into Culture 00:07:41 – 00:10:56 Greg outlines a simple, repeatable playbook: meet the audience whe
- May 4, 202633 min
How to Succeed at Mission-Driven Selling
This episode of the How to Succeed Podcast features long-time Sandler Trainer, Sean Coyle interviewing retired U.S. Air Force Lt. Col. Joseph "Doc" Morgan about aligning Sandler's attitudes, behaviors, and techniques with the military's ends, ways, and means. Morgan emphasizes prioritizing will over skill, arguing that attitude and disciplined behaviors enable techniques to be learned through deliberate practice, "reps and sets", and realistic simulations. Joe shares a recruiting command case where a clear, emotionally resonant mission and targeted "bird-dog" prospecting transformed his Air Force Recruiting Squadron from near-bottom to top-ranked nationally. The discussion stresses planning, readiness, and having resources prepped ("go bag" mindset), plus the importance of emotional commitment to goals, accountability partners, and consistent execution. Morgan closes with the "challenge coin" and a "wolf-pack" ethos to illustrate trust, shared standards, and long-term professional bonds that drive performance. Chapter 1: Framing Success: Sandler's Triangle and Military Parallels 00:00:02 – 00:04:20 Sandler's Executive Chairman, David Mattson sets the stage with Sandler's success triangle—attitudes, behaviors, and techniques—before host Sean introduces Lt. Col. (Ret.) Joseph "Doc" Morgan. They tee up a discussion connecting Sandler's framework with the military's ends, ways, and means, hinting at friendly debate and practical crossover. Chapter 2: Will vs. Skill: Hiring, Leading, and Learning 00:04:20 – 00:07:43 Joe equates attitudes/behaviors to will and techniques to skill, emphasizing that will is far harder to teach than skill. He shares leadership lessons from deployments and the private sector: consistent reps, realistic practice, and feedback-driven improvement are the true foundations of adaptability. Chapter 3: Ends, Ways, Means: A Strategic Lens 00:07:43 – 00:11:34 They map Sandler to strategy: ends as objectives, ways as methods, and means as resources—including people. Joe stresses feasibility and alignment, mentoring others to balance ambition with effort, and spotting risk when high goals aren't matched by planned behaviors and resources. Chapter 4: Mission Clarity Drives Performance 00:11:34 – 00:16:57 Joe recounts transforming a low-ranked Air Force recruiting squadron by setting a compelling end state: "be bird dogs," not farmers, and source the talent the nation needed. With a clear, higher-purpose mission and tailored incentives, the squadron rose to top rankings nationally. Chapter 5: Ideal Profiles and Emotional Buy-In 00:16:57 – 00:20:29 Sean links mission clarity to sales by defining ideal client profiles and focusing effort where success likelihood is higher. Joe explains adapting targets by territory demographics, aligning incentives, and reinforcing that emotional connection to purpose sustains consistent, high-value prospecting. Chapter 6: Reps and Sets: Practice Like It's Real 00:20:29 – 00:23:59 Drawing on weapons school and special operations, Joe explains that realism and repetition build reflexes and excellence. The same principle applies to sales and life: role-plays, simulations, and deliberate practice—done often and with rigor—raise performance under pressure. Chapter 7: Preparedness: Plan, Stage Resources, Execute 00:23:59 – 00:28:27 They distill readiness into practical habits: plan tomorrow today, stage a "go bag," and know top targets and call objectives. Joe reinforces that plans are thinking tools to prepare for devia
- Apr 6, 202634 min
How To Succeed at Enhancing Sales Strategies with Advanced AI Tools
Podcast Summary Unlock the secrets of AI and redefine your business strategy with insights from Seth Marrs, Sandler's Chief Strategy Officer. We promise you'll gain a clear understanding of how to wield AI's transformative power effectively without succumbing to the hype. Together, we'll navigate the tumultuous terrain of AI adoption, cutting through vendor-driven noise to focus on enhancing business efficiency. Learn how precision-targeted AI processes and smart technology investments can elevate your sales strategies while safeguarding data accuracy. Step into the future of sales training as technology and data investment revolutionize traditional methods. We explore how companies that embrace advanced data structures and generative AI are setting a new standard in sales enablement and leadership. From boosting conversation intelligence to redefining KPIs, discover how these advancements allow sales leaders to coach with precision and free teams from the shackles of outdated forecasting. This episode promises a remarkable journey into the next era of sales excellence, where strategic foresight and data-driven decision-making take center stage. Chapter 1: Introduction and Guest Setup 00:00:02 – 00:01:16 Dave Mattson introduces the How to Succeed podcast and frames the focus on attitudes, behaviors, and techniques. He welcomes guest Seth Marrs, Sandler's Chief Strategy Officer, and teases a discussion on where "the puck is going" in tech and AI for sales and leadership. Chapter 2: The Innovative Revenue Leader Podcast Overview 00:01:16 – 00:02:11 Seth explains his podcast format: deep-dives on a single topic across multiple episodes, featuring varied expert perspectives and a research-driven synthesis. The goal is to provide practical tools and insights leaders can apply to grow revenue. Chapter 3: Actionable Depth vs. High-Level Concepts 00:02:11 – 00:02:59 Dave highlights the gap between conceptual podcasts and actionable takeaways. Seth confirms they publish companion reports, citing one on five AI-driven capacity levers to ensure listeners leave with concrete steps. Chapter 4: The AI Hype Cycle and Vendor-Driven Chaos 00:02:59 – 00:04:56 They discuss the rapid acceleration of technology and AI since 2020 and a vendor-fueled market pushing "AI" everywhere. Executive pressure to "do AI" leads to misaligned investments, often neglecting foundational needs like data hygiene. Chapter 5: Why AI Initiatives Fail and What Works 00:04:56 – 00:06:08 Referencing studies with high AI failure rates, Seth argues success comes from mapping and improving specific processes with AI, not buying tools to fix problems. Proven change still follows process-first, tool-second discipline. Chapter 6: Pressure, Waste, and Upcoming Market Correction 00:06:08 – 00:08:41 Dave notes external pressure to adopt AI creates fear of being left behind. Both anticipate a near-term shift toward smarter, ROI-focused adoption, driven by CFO scrutiny and repeatable success stories clarifying where AI truly adds value. Chapter 7: Overlapping Tools and the "Can It Do It vs. Is It Good?" Test 00:08:41 – 00:10:24 They unpack redundancy in tech stacks (e.g., multiple tools that "write emails"). The real question is output quality and contextual relevance, echoing prior dynamics like using LinkedIn for accuracy and ZoomInfo for phone numbers. Chapter 8: Education Gap and Overpromising Vendors <p class
- Mar 2, 202640 min
How To Succeed On the Road to Entrepreneurship
Podcast Summary This episode of the How To Succeed Podcast features watch entrepreneur Alan Tsao of the Tsao Baltimore Watch Company, tracing his journey from childhood fascination to launching a successful watch brand. After an initial manufacturing failure and losing early partners, Alan persisted, refined designs, leveraged mentorship, and achieved a breakout 2017 Kickstarter that far surpassed its goal via low-cost, gamified marketing. Tsao built trust with global manufacturers through in-person visits, grew through proactive behaviors and strategic partnerships (National Bohemian, McCormick Old Bay Seasoning, the Baltimore Ravens, the Baltimore Orioles, and the University of Maryland Athletic Dept.), and is developing notable projects like a Francis Scott Key Memorial Bridge watch - using actual bridge steel - with profits donated to victims' families after the fatal bridge disaster in March, 2024. Join us, as Alan emphasizes attitude, learning from failure, community-building, and advises aspiring entrepreneurs to take action and, "Just Do It". Chapter 1: Introduction to the How to Succeed Podcast 00:00:02 – 00:00:40 Dave Mattson frames the show's focus on the "success triangle" of attitudes, behaviors, and techniques. He sets expectations for peeling back how top performers think and act. Chapter 2: Meet the Guest and Topic 00:00:40 – 00:01:15 Host Chris McDonell welcomes guest Alan Tsao of Tsao Baltimore Watch Company and outlines the plan to explore Alan's entrepreneurial journey. Alan acknowledges the journey's challenges and rewards. Chapter 3: From Childhood Fascination to Passion Project 00:01:15 – 00:03:35 Alan traces his love of watches to a gift at age ten and explains his obsession with mechanical movements. As his career advanced, he built a 35–40 watch collection before deciding, with a nudge from his wife, to start designing his own watches. Chapter 4: Early Missteps and Losing Initial Partners 00:03:35 – 00:07:03 While working in property management, Alan looped in executives as early partners and sourced a manufacturer via a quick Google search. The first prototypes were low quality, scaring off his partners; he refunded them and bootstrapped forward, seeking advice from other microbrands to refine designs and supply chain. Chapter 5: Attitude—Learning From Failure and Pushing Forward 00:07:03 – 00:11:23 Prompted by Sandler's "attitude" lens, Alan reframes failure as learning rather than stopping. He emphasizes determination, confidence, and never giving up, aligning with the concept of "failing forward" to refine processes. Chapter 6: Breakthrough Kickstarter and Lean Marketing 00:11:23 – 00:14:58 After vastly improved prototypes, Alan launched a 2017 Kickstarter with a $45,000 goal, surpassing it in three hours and finishing at ~$115,000. He attributes traction to a $500–$800 gamified referral campaign that generated ~2,000 emails and ~25% conversion. Chapter 7: Global Sourcing and Trust-Building 00:15:13 – 00:17:57 Between 2017 and 2022, Alan traveled to Hong Kong and Switzerland to meet manufacturers. In-person relationships built trust, improved terms, and elevated product quality, strengthening credibility and operational know-how. Chapter 8: Going Full-Time, Investor Catalyst, and Hypergrowth 00:18:38 – <a href="https://my.sonix.ai/recor
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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.
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