Mike Montague

Mike Montague is a Sandler Certified trainer and the VP of Online Learning & Development for Sandler Training Home Office, where he is passionate about sharing the Sandler success principles and teaching the interpersonal communication skills needed to greatly improve your life and business.

Mike has entertained and educated people as a Sandler trainer, on-air radio personality for his local stations, and other live events. He is also an accomplished writer, contributing to the Sandler book, LinkedIn The Sandler Way, business magazines, and the Sandler Blog.

Contact Mike on LinkedIn or send him an email.

LinkedIn for Networking

By Mike Montague / January 12, 2017

Any professional can benefit from a strong LinkedIn profile and plan, but if you are interested in expanding your network or cultivating prospects, a presence on the busy site is a must. This professional network is just too big to ignore; according to the social media experts at MOZ, LinkedIn offers B2B businesses three times the…

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Bring Up the Problem Before the Prospect Does

By Mike Montague / December 8, 2016

Have you ever lost a sale because of a problem you could have and probably should have dealt with earlier in the sales process? Have you ever lost a customer because you waited too long to tell them about a delay or defect? If you know a problem is going to blow up in your…

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3 Ways to Close the Year Strong with No Stress

By Mike Montague / November 8, 2016

As the Holidays approach and the year ends, businesses are preparing for the final push to ensure that their organizations reach their annual sales goals. It can be a time of considerable stress on sales teams and managers trying to reach the highest possible numbers and reap the benefits for themselves and their business. Not…

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3 Ways to Prevent Stress from Affecting Your Health

By Mike Montague / October 13, 2016

Stress is a critical part of the human experience. It’s your body’s reaction to extreme environmental changes, a heightened sense of danger, or emotional anxiety. Your body has three ways of dealing with stress: fight, flight or freeze. All of these can be good, if you’re in the path of an oncoming car, need a…

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How to Succeed at Using DISC (podcast)

By Mike Montague / July 21, 2016

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 assessments in the world.…

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How to Succeed at Customer Service

By Mike Montague / June 30, 2016

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…

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The Prospecting Three-Point Line

By Mike Montague / June 16, 2016

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…

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How to Succeed at Sales Management

By Mike Montague / March 24, 2016

Watch the Numbers, Don’t Manage From Them 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…

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How to Succeed at Sales: The Solution

By Mike Montague / February 9, 2016

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…

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How to Succeed at Sales: The Problem

By Mike Montague / February 4, 2016

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…

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