David Mattson, President and CEO of the Sandler Organization and author of The Road to Excellence: 6 Leadership Strategies to Build a Bulletproof Business
Interview Insights
Top 3 Takeaways from this Interview
Read the Show Notes from this Episode
- 2:14 How his grandfather inspired Dave to have a strong work ethic.
- 3:55 “I came from a family of non-sales people.”
- 5:26 The importance of putting your own personality into sales.
- 5:39 How Dave started working with David Sandler.
- 7:09 Characteristics of entrepreneurs who need outside help
- 8:04 Why it’s essential for a team of sales people to use the same sales language.
- 9:54 How to recognize when you have a blind spot and what to do about it.
- 10:30 “Being an entrepreneur, it’s a lonely business.”
- 11:10 “People will work harder for themselves than they will for you.”
- 12:06 “In order to link the corporate goal to the personal goal, you should sit down and have a conversation that would look something like this.”
- 14:09 “Do you know the top 2 or 3 goals for the people who work for you? If not, you have a blind spot.”
- 15:21 “If you’re working on the business it’s really tough to work on the business.”
- 15:45 How having best practices allows your employees to mimic success.
- 17:06 “If someone’s stepping into that role, i want them to produce at the same level as the person who’s leaving that role.”
- 17:17 The 6 “P’s” in the excellence process.
- 18:19 “Where I want to then affect where the company will be.”
- 22:12 How to set up your company’s practices so that if the leader or a pivotal employee leaves, the company isn’t paralyzed.
- 24:31 The Lightning Round
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Expert Bio
David Mattson is the CEO and President of Sandler Training, an international training and consulting organization headquartered in North America. Since 1986, he has been a trainer and business consultant for management, sales, interpersonal communication, corporate team building, and strategic planning throughout the United States and Europe. A Wall Street Journal bestselling author, his new book is The Road To Excellence: 6 Leadership Strategies To Build a Bulletproof Business.
Contact Info and Social Media for David Mattson
- Primary Website
- Travels from: Owning Mills, MD (Baltimore area)
- Phone: 410-653-1993
- Connect on LinkedIn | Twitter | Facebook | Instagram
Resources Mentioned by David Mattson:
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Books Authored by David Mattson

