Accelerate Podcast with Andy Paul
November 14, 2016

How to Make Sales Training Work for You. With Glenn Mattson. #305

My guest on this episode of Accelerate! is Glenn Mattson, President of Mattson Enterprise, Inc., a Sandler Training Consulting and Training firm. Among the topics Glenn and I dig into in this episode are why most sales training is not effective in producing improved performance, how to understand emotional drivers of behavior change, and why sales training that doesn’t focus on personal change is pointless.

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More about Glenn Mattson

What’s your most powerful sales attribute?
My ears and my ability to ask the right questions.

Who is your sales role model?
David Sandler.

What’s one book that every salesperson should read?
Scripts People Live: Transactional Analysis of Life Scripts, by Claude Steiner.

What music is on your playlist right now?
Lynyrd Skynyrd, AC/DC, and Led Zeppelin.

Contact Glenn Mattson

Contact Glenn: glennm@sandler.com

Website: www.mattson.sandler.com

Phone: (631) SANDLER (726-3537)

Sponsors

Free Resources

Free chapter from Amp Up Your Sales: Powerful Strategies That Move Customers to Make Fast, Favorable Decisions. Ranked as one the Top 20 most-highly rated sales books of all time by Amazon.

Free chapters from Zero-Time Selling, 10 Essential Steps to Accelerate Every Company’s Sales.Awarded one of Top 3 Sales & Marketing books of 2011 by Top Sales World.

About Andy

Andy is the host of the top-rated 6-day per week podcast, Accelerate!, the go-to resource for the best sales advice online. He is the author of Amp Up Your Sales: Powerful Strategies That Move Customers To Make Fast, Favorable Decisions. Amp Up Your Sales is on HubSpot's list of the 20 Top Rated Sales Books of All Time. He is also the author of Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales (which won Top Sales World's award as one of the Top 3 Sales & Marketing books of 2011.)

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