In this episode: The episode dives deep into the critical distinction between practice and rehearsal in sales, underscoring the importance of not just honing sales skills but also integrating these skills in real-world scenarios. Matt draws on his high school football experience to illustrate how rehearsal—bringing together all elements of practice in a cohesive, simulated event—can significantly enhance sales performance. The conversation further explores common pitfalls in sales preparation and the transformative power of disciplined rehearsal and mental preparation. About Matt: Matt Nettleton, hailing from Indianapolis, Indiana, is a multifaceted professional with a rich background as a Sales Trainer, Podcast Host, and Keynote Speaker. His career in sales training took off with Sandler Training in 1999, marking a pivotal moment where he doubled his personal sales, leading to his role in coaching over 175 companies since 2003, propelling some from $1 million to over $10 million in annual revenue. As the President at Sandler DBT, Matt brings valuable insights into sales leadership, advocating for the importance of systemic structures and a culture of learning. His expertise isn’t limited to sales; Matt has delved into the study of trauma and the body, co-creating the somatic approach known as Embodied Processing, adding a unique perspective to his professional endeavors. Through engaging podcasts and interviews with industry leaders, he discusses a range of topics, from data privacy to the challenges of digital marketing, demonstrating his versatile skill set and thought leadership.