The Why And The Buy: Recent Episodes
Christie Walters and Jeff Bajorek
Join Christie Walters and Jeff Bajorek as they review books, interview thought leaders, and discuss topics critical to success in business and in life. Certified by Sales Guru, Jeffrey Gitomer, Christie and Jeff have both dedicated their careers to helping others uncover their passion, unblock their path, and achieving greatness in sales and in life.
Well the day has come. This is the final The Why and The Buy podcast, after 5 years, 432 episodes and over 200,000 downloads. Jeff and Christie have a last co-hosting conversation about starting out, what they learned, what they might have changed, what incredible guests they've had, knowledge they've gained, value they've shared, and connections they've made along the way.
To all the listeners of the show - a heartfelt thank you!
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"If the truth won't sell it, don't sell it." This is the favorite quote of today's guest. This is also the second to last episode of podcast, and the final interview. So Jeff reached out to his brother from another sales mother Todd Caponi to have that honor. Todd has written the book on transparency in sales. In fact he's written two. So it's no surprise that the conversation leans into integrity in selling.
Why is it so important? It feels good to honest and trustworthy, it helps the sales profession, and more importantly, it sells better.
Todd urges people to be honest with prospects about what you can't do, but then be a resource to help them. You will be rewarded time and time again.
As a salesperson, your most valuable commodity is your time. Todd reiterates that chasing after prospects that aren't a good fit is wasting your time, and to know quickly if you aren't a fit and put your energy toward more ideal clients. Todd also talks about his prediction of the 'great resignation,' and discusses six things that drive people to do what they do, want to keep doing it, and want to tell others about it. It's a final interview filled with insight, fun, and feeling.
Find out more about Todd Caponi
Get copies of the Transparency Sale and The Transparent Sales Leader
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As the victory lap starts to enter the final turn, Jeff and Christie welcome the foremost authority on outbound prospecting – outbound sales coach and trainer, Jason Bay. Today Jason focuses on opening up opportunities and increasing your odds of getting what you want, AND actually enjoying yourself along the way. How about decreasing the effort by reframing how you think of prospecting, and by making different decisions throughout the process?
Jason also discusses the best areas to focus your time, how to place your own time constraints, not thinking of how much you can do, but the least you can do to get a meeting, and how habits and decisions are more important than outcomes. And because this is Jason Bay, there is a lot more practical, and brilliantly straightforward tips to give you the advantage in your prospecting.
Check out Jason's Blissful Prospecting and Outbound Squad
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One of Jeff’s longtime best friends steps into the final few rounds of the victory lap! Mike Weinberg, best-selling sales author, trainer, consultant, and speaker is here. The group starts out talking about golf, but then use it as a metaphor for sales, and not being so tied to the securing the outcome that it gets in the way of good thinking and process. They really take a hard look at the discovery process and how to arrive at those moments where you can move someone to a different perspective, and how to unlock the deal. It’s not an interrogation, or a cursory checklist. Mike discusses his approach of softening the questions in order to build better trust and likeability.
The second half of the show turns to sales and Covid. Mike calls this time of selling through the pandemic, “the revealer.” It has honed the salespeople that are serious, committed, resourceful, and are willing to adapt and learn. It has also shone a light on those that are not. Mike describes this as not just a divide, but a chasm. They also touch on the importance of blocking out all the noise that’s going on in the world around us and be the ones that focus on our jobs – and get it done.
Find out more about Mike Weinberg
Click here to register for Jeff and Christie's special livestream sendoff celebration on Wednesday, Dec. 22nd.
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The Why and They Buy's victory lap marches on with arguably one of the biggest names in sales, Jeffrey Gitomer. Speaker, trainer, best selling author, including over five million copies of 'The Little Red Book of Selling,' and the man who was the catalyst for this podcast, joins the show.
Jeffrey Gitomer doesn’t like shortcuts. In fact he says to “take the long cut.” This is where you will discover the value. That is the consistent theme of today’s show. Bringing the value is about more than money. If you’re a salesperson going to hear someone speak, or taking a course, then you better walk away with valuable information. When you sell to a client, you are there to provide value. Not by just knowing about their business, but by having insight, and genuinely interacting and providing solutions for them. He also expresses the value of investing in ourselves.
This past year Jeffrey has been focusing on consultative selling. Memorized sales pitches with slide presentations drive him crazy. He emphasizes the important quality of being able to go off script and speak from the heart. And of course Jeffrey practices what he preaches, so he brings valuable tips and insights on improving your own consultative selling approach, and much more.
Find out more about Jeffrey Gitomer.
Click here to register for Jeff and Christie's special livestream sendoff celebration on Wednesday, Dec. 22nd.
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Another big name and great friend of the show comes in for his leg of the victory lap - Larry Levine. No one knows about selling from the heart, better than him. He literally wrote the book on it. Larry talks about leading with authenticity, empathy and connection, and boils it down to the simple term: healthy conversations. To look at it from the viewpoint of the best conversations you have in your personal life, and bringing those elements to your sales conversations. He explains that salespeople are great with product knowledge and company knowledge, but often lack business knowledge and how to speak to decision makers effectively. This episode is filled with wisdom and thought-provoking moments, all delivered with Larry’s signature wit and humor.
Find out more about Larry Levine
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So at this point in the show's victory lap, every guest is someone that you have to sit up and listen to. Today's guest is one of those people. Anthony Iannarino is a wise and calm harbor in the turbulent sea of sales. Anthony leads off the show with some tough statistics from the world of sales. People’s feelings about salespeople and salespeople’s feelings about sales. But don't fear, he brings sage advice to weather the storm.
Listen to his incredible story of traveling to the Himalayas and how a Tibetan man taught him an invaluable lesson on situational knowledge and informational disparity. He talks about having the mindset of intellectual humility, and always knowing that there is more to know, or you will find yourself in a position that you don’t want to be in sitting across from a client. He also gives some incredibly insightful advice on how to set yourself apart with prospective client and a few nuggets from his upcoming book, ‘Elite Sales Strategies’.
Find out more about Anthony Iannarino
Pre-order ‘Elite Sales Strategies’
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The victory lap continues with Mark Hunter, The Sales Hunter! On today's show the group kicks it off with a conversation about prospects vs. leads, and how understanding the intricacies and real definitions of these terms is so important Secondly how the amount of each of these will affect your bandwidth, and what type of leads or prospects do you really need to get to your sales goal. Mark suggests working backwards, determining the end result first, and then strategizing how to get there.
Jeff starts a discussion on sandbagging which opens up some great insights from Mark on complacency and momentum in your work. Christie cites studies that she’s seen about the drop off in performance among sales veterans after several years. Mark, again has knowledge to drop on the responsibilities of sales leadership and what drives people beyond the numbers.
And this is Mark Hunter, so you know there’s a whole lot more, including his prediction of the great sales reset, and what supply chain issues and current over-purchasing will mean come 2022. All brought to you with his legendary energy, humor and positivity.
Find out more about Mark Hunter
Get Mark's most recent book 'A Mind For Sales'
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If you listened to the special show on Monday, you know that The Why and The Buy podcast will be ending at the close of 2021, after five amazing years. Liz Wendling, author, sales consultant and coach, joins Jeff and Christie to kick off the two month “Victory Lap” of shows. And the subject is incredibly timely. The group discusses the importance of putting your time and energy into things that will give you the best returns. Or as Liz puts it, what do we need to put down in our business, so we can pick up something that serves us?
You only have a certain amount of time and resources, so you can’t just spin your wheels. Do you have things you are churning away at that leave you feeling dragged down? There are things to discover that will light you up and pull you toward a better place. It may mean dropping things you feel are important or an obligation, it may take true revaluation, it may mean starting something new that doesn’t work out, or it may even mean taking a break from it all. But no matter what, you will come out more enriched and enlightened from the new choices you make.
Find out more about Liz Wendling
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Today Jeff and Christie are breaking some BIG news. So no spoilers here... Listen and find out!
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Today's episode is a very personal and engaging one, with none other than Christie's younger sister Jessica Herrmann, Owner/Realtor of Great Georgia Realty.
Jessica details her start in the realty business as an agent, transition to a broker, and onto being the owner/broker of Great Georgia Realty. Beginning in the boom of the mid-2000’s she took off quickly, but soon had to traverse the housing crisis a few years later. She also explains how real estate sales, networking, and outreach have changed with social media and video now taking the driver’s seat.
At the heart of this conversation is her story of independence and her entrepreneurial spirit that brought risk and fear, but also incredible success. She talks about balancing her career with the very thing that drives her, which is her family, and how coaching is such an important asset for her professional path.
Find out more about Jessica and Great Georgia Realty
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Today Jeff brings a different twist to the show. A twist of orange - Orange Theory Fitness that is. If you follow Jeff on social media, you may know that he is a member of Orange Theory, and he knows how important it is that his physical and mental health are aligned. Today he welcomes his two favorite coaches to the show, Missy Khasawneh and Erin Klei.
Missy and Erin talk about their beginnings with Orange Theory, and their transition into becoming coaches, along with the huge shifts they made in their lives to do so. They share stories about how they bring all of themselves to work each day, how they keep themselves and others inspired in difficult times, and how the skill of reading the room is key to their success. Ultimately, all of this correlates to the world of sales and business. Knowing your client, how they think, what’s important to them and how they communicate.
Beyond that, the physical fitness component is so important to keep both our bodies and minds performing at their best, and knowing how to push past your limits. The result can lead to the confidence and security to reach new levels professionally. Also hear how they pivoted and pushed through the worst times of Covid and came out even stronger.
Find out more about Orange Theory Fitness
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Today is a really special episode with two extraordinary women, Alexine Mudawar and Gabrielle Blackwell, creators of the Women In Sales Club room on Clubhouse.
They discuss with Jeff how it started and how it’s grown exponentially over the past year. It has become a place that women, AND men, can come together to share in depth conversations, allowing people to feel heard, respected, motivated, encouraged and gain knowledge and tools to be better personally and professionally. The beauty is in the method. It’s not a lecture or presentation; it’s a conversation. People telling their stories, successes, failures, and lessons learned. And through that interaction comes the magic. It stays fresh, as the topics come from the members, and it is a top priority of Alexine and Gabrielle to ensure it is an inclusive space for everyone involved. Jeff also talks about some revelations that he’s had when he has listened and participated in the discussion.
The Women In Sales Club is much more than a Clubhouse room – it’s a movement.
Find out more about Alexine and Gabrielle
Join them at the AA-ISP Chicago Chapter: 3rd Annual Women in Sales Meeting
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You know about discovery right? You just ask a bunch of questions that you already know most of the answers to, and bam! Discovery. Well maybe not.
Today's guest admits that discovery was something that he never liked, really understood the reasoning of, and frankly didn't really do. But he also wasn't getting good results. Charles Muhlbauer, Lead Enablement Manager at CB Insights, decided to try something new. Be himself. Ask more personal, disarming questions. Get the prospect to a place where they feel safe and able to actually talk freely about the needs they have and the hesitations they feel. And with this, Charles' sales took off. Listen to some incredibly important and beneficial advice along with some of Charles' uncomfortable sales experiences that forced him to pivot and sharpen his skills.
Learn more about Charles Muhlbauer
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Jeff has found some very good groups on Clubhouse, but one standout has been from today's guests - The Emotional In$elligence room with Terry Arbaugh and Blake Hudson. To set the stage for the discussion, keep in mind that salespeople are human. Yes it's true. And under every professional veneer lies a more complex person, with histories and experiences that shape their personalities and performance.
Terry and Blake discuss the necessity for leaders to understand this and to know that there is a "narrative in the numbers." To effectively lead, you need to get personal. Many people new to sales are afraid to share fears or insecurities. The ability to understand those that we work with, allows trust to be built on both sides. And with that trust brings greater ability for leaders to lead effectively and salespeople to perform to the best of their ability.
Get Clubhouse to hear more from Terry and Blake!
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So that's the question. Who is your biggest competitor? You may have some possibilities pop into your head. But... you may not be right. Today's guest is here to tell you. Lee B. Salz is a leading sales management strategist and founder of Sales Architects and The Revenue Accelerator. He explains to Jeff and Christie that sales has never been tougher. And to come out the other side, you have to identify your competitors and then set yourself apart.
Hear Lee talk about his "sales crime theory," how to get people to actually want to talk to you, how missing the basics will cripple your game, and much more. His new book 'Selling Different' will help you to outsmart and outmaneuver your competition. He uses techniques he's implemented with sales teams over his career that actually work!
Learn more about Lee Salz
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Our world has seen some sweeping changes. The sales world, the business world, our personal worlds. In a shifting landscape, people are more ready and willing to change companies or careers. In this age of connectivity, many are feeling more disconnected than ever, while many are feeling pressures of home and work colliding.
So Jeff and Christie knew the best person to talk to, in order to bring some sense, some calm and some focus to these rumbling anxieties. Tim Clarke, Senior Director of Product Marketing at Salesforce and President/CEO and Co-Founder of Uncrushed is here to talk about the state of our mental health. How are you taking care of yourself, of your family, of your career? He talks about how performance and mental health are linked, getting to a place of fulfillment and optimism, the importance of self-awareness, and being able to cope with the inevitable difficulties without falling into negative behaviors.
This is an important episode, at a perfect time, and is a great one to share with those you care about.
Learn more about Tim Clarke and Uncrushed
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What's the difference between hearing your first grader play the violin and your high school senior play the violin? One you want to listen to and one you don't, and practice! Our guest today is Jordana Zeldin, founder and sales coach at Spriing Training. In sales there is a lot of talk about what to do, and vague, big-picture advice with little to no follow up on how to do it.
Jordana pushes past the occasional role playing, and talks about effective ways to develop skills so we are ready for game time. She explains that there are proven repeatable behaviors to improve your discovery process, build trust, ask the right questions that then lead you to problem solving and closing, and SO much more. Her 'practice labs' allow participants to experiment, to fail, and to push themselves to the edge of their abilities.
Find out more about Jordana, Spriing Training & The Practice Lab
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Amy Franko joins the show today. She is a CEO, top keynote speaker, sales consultant and best-selling author of an amazing book called 'The Modern Seller.' This may set off thoughts of new data tools and technology to map out every facet of your sales process. But not so fast. Jeff and Amy have a discussion that dives deeper into the proper balance of leveraging the right tech while keeping the human connection that cannot be replaced.
'The Modern Seller' is more relevant and relatable today than it was when it first hit the shelves almost three years ago. It helps to make sense and navigate the changes that have come to the sales world in the last two years. Amy explains the importance of choosing tools with purpose. The ability to identify ones that actually cost you time vs. the ones that boost quality, create efficiency, retain flexibility, and in the end, make YOU and your skills better.
Find out more about Amy Franko
Get 'The Modern Seller'
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Well here we are. The countdown brings us to the very first episode of the podcast ever recorded. This is a very special show to Jeff and Christie and holds so much incredible information that they were just waiting to get out there when they debuted.
In this episode, we dissect the importance of data in business, baseball, and even daily life.
- How are you measuring success? What story does your data tell you? When is there too much data?
- Why is it important to challenge your long held beliefs or preconceived notions?
- How do you evaluate your daily/weekly/monthly activities to ensure you are focused on the right things?
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The countdown continues! We are now onto the second episode ever of The Why and The Buy podcast. A gem that shines even brighter now than it did five years ago. Producer Nian Fiedler joins Christie for a brief introduction to this thought provoking and inspiring listen.
sacred cow –one that is often unreasonably immune from criticism or opposition
- How are you challenging your preconceived notions about your business?
- How is your competitive landscape changing? What about your customer’s competitive landscape?
- How are you challenging yourself? Does your current role suit you best or are you doing it because that’s what you have always done?
- How are you evaluating your performance? How are you challenging your ideas about how you should spend your time?
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Confucius said, "Study the past if you would to define the future." Jeff and Christie agree. You have hopefully been listening to the earliest episodes of the show that we have been running, and will continue to run this month. There is so much to realize, reflect upon and learn from by revisiting what they were talking about more than five years ago.
Jeff and Christie discuss the broad picture and intricacies of preparation, how to bring space and ease to your sales conversations, building focus, how to slow down, and how to recover when necessary. This Monthly Musing gives just a taste of topics you will hear in the main episodes this month, where you will discover what sales disciplines have become even more vital today and some things that have gone out the window.
Be sure to catch Episode 2, Killing Your Sacred Cows, on Wednesday August 18th
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Today we continue our run of the very first episodes of The Why and The Buy podcast. Today is episode number 4. Jeff and producer Nian Fiedler give a brief intro of this incredibly informative discussion on how to best prepare for your sales calls. Enjoy!
Some of the questions we tackle in this episode:
- How well do you know your audience?
- Why would your product/service matter to them?
- Can you talk their language?
- What are you hoping to accomplish in this meeting?
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Today we step into the waaaaay back machine and kick off a month revisiting the first four episodes that Jeff and Christie ever recorded. Nian Fiedler joins Jeff for a brief introduction to episode 3 focusing on personal preparation.
In this episode, we discuss the importance of personal preparation. What do you every day to ensure success?
“It is not often that a man can make opportunities for himself. But he can put himself in such shape that when or if the opportunities come he is ready” – Theodore Roosevelt
- How do you start your day?
- Are you focusing your energy on habits that set you up for success?
- What are your goals for this week and how will you accomplish them?
- Do your short term goals and habits tie back to your long term plan? If not, why?
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Numbers or people? What should the focus be in sales, and are they mutually exclusive? Today Jeff and Christie welcome the very long-time friend of the show, DeJuan Brown to answer these questions. DeJuan, Director, Solutions Specialist - SLG at Microsoft discusses the importance of redemptive leadership, a process that emphasis taking care of your people, and in turn driving revenue.
Most salespeople have been in positions where hard-line quotas and threats of being replaced were their "motivation." But redemptive leadership works as an investment in people and understanding what drives individuals. And guess what? Salespeople that feel supported and secure perform better! They also talk about how this change can happen in different sales organizations, the top down vs. bottom up approach, and DeJuan gives tips on how to wisely and proactively bring that change.
Find out more about DeJuan here
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So what is your TQ? No, not your IQ, or your EQ, but your TQ. That is what today's guest is here to discuss. Justin Michael, co-founder of HYPCCCYCL, author, and a member of the TQ syndicate at salesborgs.ai joins Jeff and Christie for an eye-opening conversation about Technology Quotient, and the ever increasing need for automation in your sales strategy.
Justin explains how the biggest players on LinkedIn who claim to be old school, are some of the most savvy TQ operators in the game. He details how systems, sequencing and automation are critical in reducing time spent on manual, time-sucking, administrative tasks. It may seem overwhelming to many people to inject automation into their selling, but he lays out how just adding it slowly into your workflow will reap substantial rewards. He also reiterates that you need to have the foundation of good selling before beginning these processes and gives great advice on books and resources to get started. Don't miss this conversation, or you risk getting overrun by the bear.
Learn more about Justin Michael's new book 'Tech Powered Sales'
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Today we reach back to an episode from a favorite guest of the show, Pia Silva. Nian and Christie give a short intro about what stood out for them in this lively and inspiring conversation.
Pia Silva is back on the pod! Author, speaker, consultant, coach and all-around badass. Pia tells us about her newest program that guides clients to becoming a celebrity in their chosen space. She explains the difference between content and long term marketing. PLUS! how being patient and persistent is the only path to seeing your hard work pay off. Listen in and find out Pia's dirty little secret to your sustaining success.
Find out more about Pia Silva here or on Instagram
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Everywhere you turn you hear people talking about "Getting back to normal." But today, Jeff and Christie pose the question - is that what you really want? There are so many curve balls that have been thrown over the last year and a half that have caused us to shift, reflect, struggle, reimagine, or break out into new territory. So when "normal" comes knocking, will you welcome it with open arms, or will you wave politely and redefine what your future will be?
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Nian Fiedler, the show's producer, joins Christie to do a quick introduction to another gem from the past. See how this episode takes on a whole new meaning when looking back through the lens of Covid.
Surrender. It's a word that might evoke thoughts of defeat, or giving up. But today's guest will explain how surrendering yourself is freeing, and can inspire you to push yourself to new levels of performance.
Dan Waldschmidt is someone very familiar with pushing himself. Ultra-marathoner, business strategist and owner of Edgy Conversations joins Jeff and Christie to discuss the philosophy of the book, The Surrender Experiment. Instead of fighting life, you can release control and surrender to whatever life brings your way, which decreases fear and anxiety over the things you can't change.
But Dan reminds us that you have to push yourself to do all that you can, in order to let go and accept the results that follow. Don't miss this fascinating conversation that can change every facet of your life.
PLUS! Hear Dan's memorable metaphor for why he's quitting social media
Find out more about Dan and Edgy here
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The Why and The Buy is a Pod About It Production.
Today's guest has sold just about everything under the sun, and enjoyed a long career in one of the most challenging areas - ad sales. So who better to listen to when it comes to getting experienced, credible, in-depth advise? Tom Bloomer, Founder and CEO of Bloomer Associates, co host of the Ok Boomer, Teach Me Sales podcast, and author of the new book 'Teach Me Sales,' joins the show.
Tom delves into his background and lessons that he learned about overcoming objections, bringing value and using solid sales foundations in new ways. Then they discuss Tom's new book, which is a 21 day road map of daily habits that allows you to chart your own path, set and achieve goals, and build confidence in your sales skills. The unique format of the book encourages you to slow down and work through each step. Christie even pries out the three habits that Tom feels are the most fundamental for success.
Find out more about Tom and Bloomer Associates here
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"We're BACK!" This is the message today from Jeff and very special guest, Donald C. Kelly, recorded from the floor of OutBound 2021. Donald C. Kelly, aka The Sales Evangelist started from humble beginnings in Jamaica selling mangoes and cookies, to being a highly successful sales professional, sales trainer and founder of The Sales Evangelist, a resource to help small businesses build outstanding sales teams.
Jeff and Donald talk about the past year and half and the fluctuations that people had to endure to get through it. Some sunk and some rose to new heights. Donald speaks about discovering the tools we already have, but utilizing them in different ways in order to adapt in a changing landscape. He also provides some personal insight into his own difficult times and how it spurred him onto bigger things. If you have struggled, he provides insight on how to get started down a path to success. Because we're back - It's time to ask yourself, how are you going to be great?
Find out more about Donald and The Sales Evangelist
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Nian Fiedler, the producer of The Why and The Buy podcast, joins Jeff again today with one of his favorite past episodes. Jeff and Nian do a short introduction to this show that aired almost a year ago, to talk about what made this episode stand out for them, and Jeff shares some insights from his trip out to Kansas State University.
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Some salespeople are born with it. Some jump into the sales pool, and it's sink or swim. But there's something new emerging at universities across the country. College courses in sales training.
Today, Jeff and Christie welcome Dawn Deeter, professor and creator of the National Strategic Selling Institute at Kansas State University. Dawn's program delves into how communication has evolved in sales, the importance of the prospect list, role play, how to bounce back from rejection, and coaching for effort to get results.
This not only creates a talented pool of candidates for companies, but these graduates are proven to integrate far more quickly and begin bringing in revenue much faster once they join a sales team.
Learn more about Dawn here
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Today, Nian Fiedler, the producer of The Why and The Buy podcast, has picked a favorite past episode to revisit. Jeff and Nian do a short introduction to this show that aired about a year ago, to talk about what made this episode stand out for them.
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There are so many new tools and methods to prospect and make connections. But today's guest knows that none of those matter without the foundations of old school sales.
Jay Jensen, CEO of Sales Inc. joins Jeff today. He is irreverent, authentic, and a straight shooter with a dry wit that is often missing in the world of sales leaders. Jay spent years in the auto industry honing his sales craft, and he discusses the importance of process, relationship building, investing your time, and not being afraid of the ask.
Find out more about Jay Jensen here
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How long has it been since you've taken a good hard look at some of the processes and strategies that you have had set in cruise control? Weeks? Months? Years?
Jeff and Christie are here today to get you to take a fresh look and see what may need to be added, changed, taken away or revamped entirely. Whether it's a sales process, your personal finances, a fitness routine, or marketing strategy - reflecting and retooling at regular intervals is necessary. Jeff also shares his latest thoughts about revisiting his social media strategy.
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Today's show is a little different, and much needed. Salespeople and business owners can run themselves into the ground and forget to take a breath. Enter Jeff and Christie's guest, Justine Sones. Justine is a stress management and self-care coach for those in these fields. Her focus today is on boundaries, in order to get away from constant people pleasing and getting overwhelmed.
One main misconception is that it means you are putting up a brick wall. But Justine explains how appropriate boundaries are about give and take and letting in what is good and beneficial to you. It begins with truly knowing yourself and your feelings, and how to balance those with external expectations. Listen to her tips on how to start in on the process and move toward a personal and professional life with more time and more purpose, while being more true to yourself.
Find out more about Justine here
And more about her excellent weekly email list The Friday Feels
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We're still selling to people! This is something today's guest feels very strongly about, and a mindset that brings him continued results. Nick Capozzi, Founder of SalesPitching and VP of Sales at Smile Virtual, spent twenty years in the cruise industry where he practiced the craft of relationship building every day.
He describes some of his LinkedIn and email experiences with Jeff and Christie, and how so many people reach out, but make no effort to create a personal connection. Nick says to just take sixty seconds and look at their profile. Where do they live? What courses have they recently taken? Where did they just vacation? The list goes on. And any commonality you can find can be a jumping off point to a conversation vs. a pitch. And in the end, people like people, that like them. And they buy from them.
Plus! Hear about Smile Virtual and their incredible rate of closed sales.
Find out more about Nick here
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Have you ever seen a really bad stand-up comic? You know the ones - bad timing, aimless stories, not connecting with the audience, using the same old material that didn't work before... Does that sound like some salespeople out there? Today's guest sees the connection. Jon Selig, speaker, coach, stand-up comic, and creator of Comedy Writing for Sales Teams, talks with Jeff and Christie about how comedy infused into your sales approach is a winning combination.
Jon realized that salespeople and comedians are always prospecting! He explains how jokes can be disarming and help clients to feel like you relate to them and understand their struggles. Then you are able to use that connection to better solve the clients issues. And don't worry, even if you don't think you're funny, Jon gives tips and advice on how you can hone your humor and put together a playbook of solid material.
Learn more about Jon Selig and Comedy Writing for Sales Teams
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What's more important top speed or velocity? According to our guest today, Ron Karr, when you're racing for the sale, it's all about velocity baby.
For 36+ years, Ron Karr has excelled at sales and leadership positions, for which he is recognized as the leading "Sales Success Expert" and has appeared as a guest on national TV including FOX , Bloomberg, C-Suite Newtork and others. He is an in-Demand Global Keynote Speaker, and Highly Acclaimed Author of Lead, Sell, or Get Out of the Way.
Today he's here to share his Velocity Mindset which provides sales teams with modern approaches on how to capitalize on more opportunities and walk away with more deals in less time.
Today's episode digs into the nuts and bolts of sales. Why people buy. What part of the buyer's journey you ACTUALLY should get involved with. Why focusing on outcome is the only way to increase your income.
Get Ron's new book - 'The Velocity Mindset' here!
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It's a very special show today as Jeff welcomes one of the top, and most respected business leaders in Detroit, Manuel Amezcua. As Firm President and CEO of MassMutual Great Lakes, he brings a refreshing perspective on mindset, leadership, his role in business and our interactions with those around us.
Manuel talks about how his childhood made him obsessive about helping others to have financial security and stability. And to succeed in that, you can't get lost in the data and the details. Your leading purpose must be to bring value; then everything else will fall into place. He also reminds us to be mindful of the personal and professional support we have gotten along the way, and returning that to others is essential.
PLUS! How a bathtub can tell you a lot about your life.
Learn more about Manuel Amezcua here.
And listen to his new podcast Vision, Hustle, Grit + Gratitude
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After more than a year of living with Covid, where you may have looked inward and stayed closer to home, it may be the perfect time to think about reaching out and giving back. On today's Monthly Musing, Jeff and Christie talk about different ways, both big and small, to do good and to help others.
Christie explains how doing something that is not for yourself, and just for the joy and support of others, brings incredible perspective. And Jeff talks about how reflecting on how he got to where he is today from the help and guidance of those more experienced than himself, gives him an obligation to help people that are just starting out in their careers. Whether it be mentoring or giving your money or time, it is always worth it to give back.
Plus! Hear about Jeff's upcoming benefit golf charity and see if you would like to get involved! Check it out here.
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Today's guest may be a psychic or have some sort of sixth sense, because she began researching for her book about uncertainty years before Covid. Meridith Elliott Powell, sales strategist, leadership expert, Certified Speaking Professional, and award-winning author, joins Jeff and Christie for a a discussion that will blow you away with its seemingly contradictory take on prospering during times of change and unsteadiness.
Meridith knows that a lot of people are working harder than ever right now, but that too many have no plan! And the work for works sake is wearing us down. She reveals inspiration, strategies, and formulas from her new book ‘Thrive!’ that will help you to create a vision to not just handle change, but welcome it and leverage it as a growth opportunity. They discuss how to foresee and control change, and the importance of leaders to prepare and train their teams for it. Because shocks will hit the system again, and the question is - are you going to be a wallower or a survivor?
Find out more about Meridith here.
Pre-Order her new book: THRIVE! STRATEGIES TO TURN UNCERTAINTY INTO COMPETITIVE ADVANTAGE
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Today's guest, David Priemer, Founder and Chief Sales Scientist of Cerebral Selling, arrived at a sales career in very unique way. He was an award-winning research scientist that ended up falling in love with sales. As a scientist David's focus was finding solutions and solving problems. This mindset helped form his approach to selling.
David starts the conversation with Jeff and Christie at its most basic - how do you describe what it is you do when someone asks? He explains the nuance and weight that answer can hold depending on who is asking. From here David reminds us to humanize our message, discover what the audience values, zero in on solving problems, and to not be afraid of being provocative in order to draw people. An effective way to do this is to 'Fall in love with the problem." Listen as he gives examples of simple questions to ask to create meaningful engagement with clients that will make you stand out.
Find out more about David Priemer and Cerebral Selling here
Get David's book 'Sell The Way You Buy'
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Buckle up! Larry Long Jr., speaker, trainer, mentor, and motivator is unleashing his trademark energy and excitement on today's show. It might be all you need to know about what kind of person he is, that when Jeff asks about what brought him success, he responds with his two biggest failures.
Herein lies the importance of Larry's message. We all fail, but only those with the right mindset will turn that into something greater. Jeff and Christie talk with Larry about how coaching is much more than just gathering information, how negatively we speak to ourselves, how that effects our performance and some practical ways to move beyond it. Larry also lets us in on some compelling new offerings he has in store.
Learn more about Larry here!
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Very few of us could have foreseen the seismic changes that have occurred over the last year. A lot of salespeople exhausted their pipeline instead of finding new ways to fill it. Even more suffered a crumbling of their professional discipline and are now finding themselves in a make or break moment. Today, Jeff and Christie have invited global sales leader, keynote speaker, trainer and best-selling author Victor Antonio to talk about how those struggling can bounce back.
They discuss the changes in both corporate structure and culture, the decline of the meaningless meeting, views on business travel, LinkedIn tips, the art of Zoom and the link between money and kindness.
Find out more about Victor here
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Welcome to the first episode of The Why and The Buy's Monthly Musing. This is a shift away from the solo Monthly Musings, to a new bonus episode with both Jeff and Christie discussing topics that are fresh on their minds. Today, it's all about new beginnings.
We are seeing vaccinations skyrocket, travel open up, and new, but altered, opportunities on the horizon. Did you make the necessary changes in mindset and strategy this past year? Jeff and Christie talk about those that will survive, those that will thrive and those that will be left behind. They also discuss the greatest lessons they've learned and the greatest possibilities that await them in the coming months.
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Is your outreach cookie-cutter, out dated, missing the target, or crossing the line of annoying? Most of you have probably been guilty of at least one of these. Enter good friend of the show, Jason Bay, outbound sales coach, trainer and Chief Prospecting Officer at Blissful Prospecting.
As usual Jason does not come empty handed when he talks with Jeff and Christie. He shares valuable cold outreach strategies and exercises you can do to get results. How to fill in the gaps, personalize the right way, find out what prospects want and don't want before contact and leveraging your best clients. All with the goal of finding the outreach sweet spot and increasing your percentage of returns.
Find out more about Jason here!
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This special episode of Whatcha Readin' #11 takes a decidedly different direction. 'Cause well, "You have brains in your head, you have feet in your shoes, you can steer yourself any direction you choose." Simple? Yes. Profound in its simplicity? Definitely.
Camille Clemons joins Jeff and Christie to talk about a book that brings inspiration to young people, and clarity and focus to adults. Dr. Seuss' 'Oh The Places You'll Go!' The book plainly lays out the importance of mindset, outlook and decision making which resonates in a whole new way in our world at the moment. The group also connects other authors and speakers that build on a foundation of the principles in this 3 minute read.
Find out more about Camille Clemons here
Get a copy of the 'Oh The Places You'll Go!' here
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Marcus Chan, leading sales trainer, consultant and founder of Venli Consulting, joins Jeff and Christie on today's show. Marcus noticed early in his career, the inverse relationship of money and time. But not wanting to sacrifice too much of either he began sorting out his priorities. He realized he could make changes that would give him the time for what was most important in his life while still being financially successful. Listen as Marcus reveals loads of tips and hacks to start you down a path of building the life you want.
Plus! Weigh in on the heated debate - Is a hot dog a sandwich?
Click to find out more about Marcus Chan and the Six Figure Sales Academy
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Stick with the tried and true or explore different paths that may bring more risk or reward? Today's guest is firmly agrees with the latter. Sales and Marketing Leader Ben Cohen joins Jeff and Christie to share his fascinating and varied career path.
From his beginning at NBC photography department to his transitions to sales and marketing and project management, breaking rules and status quos along the way. They also cover the necessity of making mistakes and the hidden blessing of bad bosses. Listen on for invaluable leadership lessons and inspiration.
Find out more about Ben here
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There are times in our life, that we get a chance to take part in an incredible opportunity. You may even call it a once in a lifetime opportunity. Unfortunately we are often too quick to throw up mental obstacles, excuses, insecurities, and the moment passes us by. Jeff talks today about going for those chances. That if you really want to do something - figure out a way to do it. And usually that once in a lifetime opportunity, is something you find a way to do again.
Plus - Take a deeper dive with Jeff on Deeper Thought
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Will this episode change your life? Listen to the end and it just might. Jeff Noel joins Christie and the other Jeff to talk about his career at Disney before moving onto becoming an author, keynote speaker, podcast host and serial blogger.
Jeff Noel philosophy is to veer off the well-beaten path, and his goal is to inspire you to do the same. Because of this he has a different motivations, deep convictions, dreams that grow with wisdom and experience, and some insight that might run contradictory to what many people accept as true.
Plus! Jeff issues one of his signature 72 hour challenges
Learn more about Jeff Noel here
Listen to the If Disney Ran Your Life podcast here
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Jeff has spent years coaching and training salespeople to move beyond their limits to reach greater success. But it took the promise of a new year of possibilities and a little help from his friends to realize that he wasn't pushing himself to limits he knew he could achieve.
Hear what this has awoken in him, and the two big questions that he asks that may spur you on to more focused reflection and significant action.
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The Why and The Buy is a Pod About It Production.
Today's guest has practiced martial arts around the world, lived in mountain temples, and has been an embedded journalist with the US Marines. This has given Shawn Rhodes, author, keynote speaker, syndicated columnist and Chief Sales Architect at Bulletproof Selling, the experience and mindset to lead teams and organizations to dramatic performance results.
Shawn talks with Jeff and Christie about top performers at the very pinnacle of their game, the importance of ownership in every role, and most importantly, learning from both successes and failures to create replicable, bulletproof systems.
Find out more about Shawn and Bulletproof Selling here
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The Why and The Buy is a Pod About It Production.
Trust. It's something that has been eroding as of late. But Jeff has a bold proposition that he believes will open doors and enrich and strengthen your business relationships - Trust first.
We've all been burned before, but Jeff explains that allowing yourself to extend trust early in a relationship will completely change the dynamics, whether you are in a leadership, management, or team member role.
Plus! Check out Jeff's newly redesigned website at jeffbajorek.com
And Jeff's YouTube channel where he is doing live streaming sales training
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The Why and The Buy is a Pod About It Production.
Let's have a collective cheer for the return of Whatcha Readin'?! where Jeff and Christie welcome special guests to discuss some of the latest intriguing tomes that have really stuck with them. For the 10th edition of this series, Camille Clemons, Director of Business Development at Cohen & Co. joins the show.
Christie kicks off the discussion with a book who's stories captivated her - Think Like a Rocket Scientist by Ozan Varol, with a lesson of how industries that bring in outsiders can disrupt their processes in the best ways, and much more.
Camille gets deep with her choice of Being Mortal by Atul Gawande, which delves into the nature of life and death and our culture's behavior around it.
Jeff finishes out the conversation with two books, The Happiness Advantage by Shawn Achor about positive psychology and happiness fueling success. Also, Play Bigger by Al Ramadan, et al. about owning a category by being different in a substantial way.
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The Why and The Buy is a Pod About It Production.
It seems obvious that extroverts would have the advantage in sales and networking. But today's guest has been tearing down that stereotype since he was a teenager and has succeeded in a big way. Jeff and Christie welcome Matthew Pollard, international consultant, speaker, coach, serial entrepreneur, and author of the new book 'The Introvert’s Edge to Networking.'
Matthew describes the introvert's innate abilities in planning and creating systems that give them the upper hand. Hear him tell a story that illustrates the systems laid out in his book transcend just the sales world, and Jeff and Christie pry some more secrets from his book along the way.
Connect with Matthew on LinkedIn
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The Why and The Buy is a Pod About It Production.
Are you a control freak? Or are you someone that's looking for a better way to schedule your workday? Either way, hyperscheduling can help. Jeff muses today about an idea put forth by a good friend of the show, Anthony Iannarino.
Jeff has found it brings him clarity on setting expectations and limits and brings new found order and spacial awareness of his time. Listen and find out how it works.
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The Why and The Buy is a Pod About It Production.
Today's guest is a great storyteller who also has a great life story. Jeff and Christie welcome Dave Hannan, ex-NHL star and current sales star. Dave talks about his transition from hockey, where he achieved two Stanley Cup titles and an Olympic silver medal, to his post-hockey life in sales.
He reveals the lessons that he learned in the sports world that he was able to parlay into a successful career in selling. The importance of tailored communication, of listening and working together, and the ability to continue training your mind during the down times to stay on top of your game. They also discuss the challenges of hiring, training and adapting during Covid.
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The Why and The Buy is a Pod About It Production.
Today is a very special Monday Musing. Jeff has asked some of his top sales friends to share some of their recent musings with The Why and The Buy audience.
Today's guest host is the one and only wizard of prospecting, Jason Bay and today he's talking about mental blockers. The things we know we should do to get the results we want, but often don't end up doing. Jason frames this in terms of "The five desires" of prospective clients.
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The Why and The Buy is a Pod About It Production.
Darryl Praill, sales master, keynote speaker, podcaster, CRO of VanillaSoft and great friend of the show is here to talk about technology. Well... sometimes when Jeff, Christie and Darryl get talking, the subject can take a different path. So instead, Darryl drops of wealth of knowledge about shifting from marketing to his new role as CRO.
Many think of this position as one that analyzes and minimizes risk, and is a process innovator. While that may be true, Darryl says it really boils down to being a professional counselor. He explains that it really is about working well with people of all generations, creating an atmosphere that breeds success, shooting straight with your team, and encouraging them to do the same. He stresses accountability and showing the team you have their back and its importance in building trust and communication.
Learn more about Darryl here
Learn more about VanillaSoft here
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The Why and The Buy is a Pod About It Production.
You've heard about having big goals. What about becoming the greatest sales person on earth? Well today's guest, Brandon Bornancin has that goal and many more.
Brandon is the CEO and Founder of Seamless.AI, and the author of the new book 'Whatever It Takes: Master the Habits to Transform Your Business, Relationships, and Life' which gives you a glimpse into his journey from 0 to 100 million in recurring revenue. He shares some incredible insights from the book with Jeff and Christie. Starting with his no excuses approach, he explains about overcoming limiting beliefs, reframing your thought process, using your difficult experiences as mentors, the importance of ownership and some strategies on boosting your numbers.
Find more about Brandon and Seamless.AI
Find Brandon's new book here
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The Why and The Buy is a Pod About It Production.
Be warned - Jeff is ticked off. But in true The Why And The Buy fashion, he is using it as a lesson for your sales strategy. While working on some more technical aspects of his website, Jeff encountered some very frustrating moments with the online chat feature of his web hosting company.
He realized that the troubles that he had, are some of the same ones that you need to look out for when you are thinking about scaling or moving to automation in your sales process.
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The Why and The Buy is a Pod About It Production.
Sharing is caring...and also wildly informative! This week we're podcast sharing with Paul Watts, host of The Sales Reinvented podcast. Hear an amazing interview with LinkedIn and social sales expert Bill McCormick.
What is the difference between prospecting and lead generation? How are they similar? How do your strategies need to vary with either approach? In this episode of Sales Reinvented, Bill McCormick shares some strategies to help salespeople nail lead generation and prospecting.
Subscribe to The Sales Reinvented podcast here or wherever you get podcasts.
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The Why and The Buy is a Pod About It Production.
There has been a tremendous amount of change over the last year. Change in pretty much every aspect of our lives. Today Jeff tells a story about his son, and how he has recently taken a leap forward in adapting to remote learning and remote social interaction with friends. He realized that he knows some people in his professional circle that have adapted really well, and others who have struggled a bit.
So the question is, are you adapting to new ways of selling or are you waiting and hoping things get back to "normal" as soon as possible?
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The Why and The Buy is a Pod About It Production.
Well 2020 may not have seemed like a gift, but Jeff and Christie are here to wrap it up and slap a bow on it. They discuss the lessons they've learned, and how the tumultuous nature of the past year has prompted people to ask important questions like: How is your energy being spent and is it worth it? Is doing more actually hindering your progress? Are you able to push past failures and missteps? Hopefully 2020 has brought you some clarity.
They also talk about the show, now entering its fifth season, and what it continues to mean to them and their valued audience. Plus they give some sneak peaks at what's to come in 2021 and how you can help shape it!
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The Why and The Buy is a Pod About It Production.
Kick off your first workday here with some wisdom from Jeff Bajorek on this Monday Musing. Jeff shares the technique Power 30, that he used with his kids on winter break to get a mess of house cleaned up quickly and efficiently, and how it can translate to your work, business or dreaded projects.
Using the focused energy of a Power 30,60 or 90 can benefit you far beyond what you might imagine. Jeff used this recently to complete work on an upcoming webinar with Larry Levine about business and personal development in 2021. You can join them on Thursday January 7th by saving a seat here.
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The Why and The Buy is a Pod About It Production.
"What am I paying these salespeople to do??" You may have heard this from a president or CEO of a company you've worked for. It comes down to a lack of understanding and connection between the company leaders and their teams. Today's guest, Mary Grothe, helps to bridge that gap every day as founder and CEO of Sales BQ.
Sales BQ helps show CEO's how to build out sales teams, hire the right people, train effectively, increase revenue and retention, and how to get in the right mindset to scale up quickly and successfully. It enables leaders to understand the role of sellers and to create an atmosphere with bold but realistic expectations.
Learn more about Mary and Sales BQ here
And listen to Mary's Quota Crusher podcast here
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The Why and The Buy is a Pod About It Production.
The energy and enthusiasm from today's guest is undeniable. Samantha McKenna, sales leader, speaker and founder of #samsales Consulting, joins Jeff and Christie for a candid discussion about "Radical candor." And the focus is really on the role of leaders and their relationships with those they lead in today's sales world.
In essence, radical candor is about honest, sometimes uncomfortable feedback. Samantha explains that for it to be productive, you must first build trust, show vulnerability, be able to set expectations and articulate them clearly. She also talks about the best times, and best ways to deliver feedback and guidance to move team members forward to success.
Find out more about Samantha here
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The Why and The Buy is a Pod About It Production.
Before you can get into the tactics of getting a meeting, subject lines in your emails, content of your voicemails, you have to have a meeting mindset.
Getting the meeting is a part of the sales process that, quite frankly, I ignored very early in my career because I was someone who sold a known product. I got kind of lulled into this idea that you just knock on the door, you show up, you ask to be seen you share a few words and then you move on. Soon I found out what you probably already know: it doesn't always work like that.
In this episode we'll discuss the fundamental changes to your mindset that will lead to exponentially more meetings.
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The Why and The Buy is a Pod About It Production.
Most salespeople don't have a complete process. Maybe they do, but don't actually follow all of it. In either case, the result is hit or miss, or erratic. Today's guest believes in the power of the process, and how following a successful one can bring you consistent results.
Phil Gerbyshak is a speaker, corporate sales trainer, Chief Revenue Officer and Founding Partner of Process and Results, and one hell of a likable guy. Jeff and Christie speak in depth with Phil on the importance of repeatable results and how to stay true to your process, even through parts of it that may not be comfortable for you.
Learn more about Phil here
And more about Process and Results here
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The Why and The Buy is a Pod About It Production.
To succeed and be happy, you have to do more, more, MORE!! How often do we tell ourselves this? Well, today's guest says that is wrong, wrong, wrong. Liz Wendling, author, sales consultant and coach extraordinaire joins Jeff and Christie to share her energy, passion and wisdom.
Liz's message is simple; drop your doubts, insecurities, excuses and expectations. Discover what excites you and use your skills to leverage it into something greater that you can also profit from. Because the question is not "What more can I do?" It's "Who do I want to be?"
Find out more about Liz Wendling here
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The Why and The Buy is a Pod About It Production.
This exhausting year is coming to a close and a lot of people are seeing some light at the end of the tunnel come spring. There may not be a lot of activity now, so it's very tempting to let off the gas, sit back and just lay low for a while. But that is going to get you left behind.
Today Jeff talks about the importance of finding the opportunities that you can leverage now. Even if it's just getting the ball a little bit further down the road. Because when the time comes and prospective clients are ready to move, you'll be ready.
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The Why and The Buy is a Pod About It Production
Hashtags, merge tags, trending topics, pressure for daily content and replying to every comment. It can all get a little forced and stale. The same can be said in the real world of sales and marketing when people stick to their scripts. Many view account based marketing negatively because too much has become cookie-cutter and templated.
But Jeff and Christie's guest today, Kristina Jaramillo, President of Personal ABM and partner at Stop The Sales Drop, doesn't stand for it. She talks about the importance of creating genuine personal connections and speaking to business people as actual human beings with unique perspectives. She is passionate about creating content and messaging for specific sales conversations, focusing on marketing, brand and ultimately - revenue.
Find out more about Kristina here
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The Why and The Buy is a Pod About It Production.
This past year has been tumultuous and left many of us not knowing what tomorrow may bring. With so much uncertainty, how do you know what to expect when trying to make plans for 2021? Luckily Christie is here to provide some wisdom and calm in all the chaos. A starting point is to look not at what we know, but laying out and accepting the unknowns.
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The Why and The Buy is a Pod About It Production
Sales Enablement has been gaining attention over the last several years. The basic idea is that if you provide reps with the right tools and resources they need to convert leads, they'll close more deals and drive revenue for your business. But for today's guest that's just the beginning. Amy Hrehovcik has over a decade of experience in B2B enterprise sales and Sales Enablement experience.
Today she and Jeff explore her philosophy of not providing a repackaged training program, but to challenging salespeople to think differently, measure differently, be highly adaptable and break free from old frameworks. In Amy's view, sales has become too much science and too little art, and only the companies and individuals with creativity and flexibility are going to be able to succeed in driving growth and revenue during and after Covid. As she says: "Great disruption equals great opportunity."
Learn more about Amy Hrehovcik here!
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The Why and The Buy is a Pod About It Production.
2020 has been a really rough year, full of change, disruption, loss and doubt. But Jeff believes it's time to turn your perspective around. He cracks open a beer and has a heartfelt talk about reflection, introspection and actually finding things to be grateful about.
Whether it's time or connection with your children or spouse, lessons you've gained both personally and professionally, figuring out who you want (and maybe don't) in your life, and in the end... better knowing your why.
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The Why and The Buy is a Pod About It Production
LinkedIn can be a powerful tool for salespeople, marketers, and business people, but almost none of them know the best way to leverage it.But there is one person knows more about it than anyone else, and she joins the show today. Brynne Tillman, known as the LinkedIn Whisperer, is the CEO of Social Sales Link and author of The LinkedIn Sales Playbook.
Brynne takes a deep dive into the the social media platform with Jeff and Christie, so you may want to take some notes. She discusses what changes to make right now to see results, what type of messaging to use, and how to get members to connect and engage. The bottom line is that it's not about posting a resume, it's about building a dynamic network.
Learn more about Brynne Tillman here (yes LinkedIn)
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The Why and The Buy is a Pod About It Production.
Today's Monday Musing is an excerpt from Jeff Bajorek's free e-book When It Goes Sideways. Download your copy today!
In times of crisis, it’s understandable to think about the things you cannot do, but I think that’s the wrong lens through which to look at things. Worrying about things you cannot control is an unproductive mindset.
Instead of sitting in anger, disappointment, frustration, or fear at the thought of what you cannot do, why not stop and think about whether or not those things are important?
{100-150 word show description and guest description with links (if applicable)}
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The Why and The Buy is a Pod About It Production
A seasoned entrepreneur specializing in female owned businesses, a culinary/lifestyle guru, and an award-winning brand boss walk into a bar...
No, this is not the setup to a bad joke. These are the extraordinary women from an extraordinary new company called Spiritless. Lexie Lancaster, Abbey Ferguson, and Lauren Chitwood join Jeff and Christie to talk about their company and it's boundary-busting distilled non-alcoholic spirit for bourbon cocktails - Kentucky 74.
While talking about the product itself could fill an episode, the best part is hearing the story behind its beginnings. The journey that it takes to bring a unique product to market that is literally running up against the tradition and heritage of a legendary American liquor. Each of the guests discuss how Kentucky 74 came to be, and the challenges, time, and effort involved in the process. They also get real about what it takes to be successful partners, and how they plan on expanding the brand to markets where traditional alcohol makers are not allowed to tread.
The company name may be Spiritless, but after listening to this episode, you will see that the founders of this company are brimming with spirit, ingenuity, and determination.
Learn more about Spiritless here!
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The Why and The Buy is a Pod About It Production.
The definition of listening is: Make an effort to hear something, or take notice of and act on what someone says. Unfortunately not all of us always make an effort or actively take notice while listening to others. In fact, sometimes we tune out or dismiss those who don't agree with us.
Jeff brings his thoughts on this subject on today's Monday Musing. The importance of having conversations and listening to those we don't see eye to eye with. By truly hearing what they say, it makes us better, more rounded, and more understanding people in all aspects of our life. And it's something we could all do better at right now.
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The Why and The Buy is a Pod About It Production.
Jeff and Christie welcome a long-time listener and first time guest Julia Meadows, Nonprofit Technology Advisor at Kindful. Kindful helps nonprofits better achieve their mission. Many times people that join nonprofits are not focused on data, planning, or strategic business operations.
Kindful steps in when they may be running into hurdles in their path. They help by showing the importance of consistent engagement with donors, understanding why donors give, finding ways to mutually benefit eachother, and crafting strategy no matter the size or experience the organization.
Learn more about Kindful on their website!
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The Why and The Buy is a Pod About It Production.
Christie is taking a cue from her grandson this week and finding space in her life for "play." Laughter, smiling, enjoying life, if we deny these human impulses it comes at a great cost to our physical, mental and wallet health. Listen to today's musing for the connection between play time and sales time.
For more info on Jeff's brand new podcast, Deeper Thought, click here.
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The Why and The Buy is a Pod About It Production.
Today's guest has a way of "seeing people." Seeing their core talents, their potential and their ability. Jeff and Christie welcome Christine Rogers, President and COO of Aspireship to the show. Aspireship is where sales training and preparedness meets recruiting. They serve a range of people from young inexperienced sales hopefuls, to seasoned sales professionals looking to sharpen their skills.
It's a tough course that not all candidates may be up to. But if they are, Christine's organization helps them to discover how they fit or may not fit into certain roles, and ultimately arriving at the correct mindset to be a happy and fulfilled top performer. Aspireship then helps to connect them with clients looking for talent.
Learn more about Christine Rogers and Aspireship here
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The Why and The Buy is a Pod About It Production.
Take a deep breath...
In today's Monday Musing, Jeff welcomes Doug Branson, the producer of this podcast and of the new Deeper Thought podcast, a private podcast part of the Deeper Thought network.
Deeper Thought is a podcast that mixes amazing sales strategies and advice from leading experts (many of which you've heard on this show) with in-depth interviews and sound design that enhances the entire experience. Jeff and Doug discuss why they started this project, why it might make sense for you to be involved and when Doug's voice sounds like Alvin and the Chipmunks.
For more info on the Deeper Thought podcast click here.
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The Why and The Buy is a Pod About It Production.
Happy salespeople who are recognized for their efforts and working in a tight knit group, produce better results and want to stay where they are and keep doing it. That's the summarized message of today's guest Todd Caponi, speaker, sales leader, methodology master and author of 'The Transparency Sale.'
Jeff and Christie speak with Todd about building intrinsic motivation with sales reps and how doing so means they are better rewarded financially, have a passion for what they do and create happier clients in the process. And Todd has a road map to do that. His "6 F's of driving sales engagement." Because in the end, people don't leave their position because of money, they leave because they are not getting a balance of the 6 F's that Todd will reveal on this episode.
Learn more about Todd Caponi here
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The Why and The Buy is a Pod About It Production.
Getting quality referrals is all about creating opportunities. Jeff and Christie welcome someone that knows about this better than almost anyone. Mike Hurley is the Co-Founder and CEO of the referral marketing company, WarmUp Inc.
There can be a lot of fear around asking for a referral. WarmUp not only specializes in creating a road map that makes the ask easier, faster and more effective for salespeople, but also makes it quick and easy for the client you are contacting. Mike also reminds us that the best way to grow business is to have happy customers that become a channel for quality referrals.
Learn more about Mike Hurley and WarmUp Inc here
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The Why and The Buy is a Pod About It Production.
In our polarized political climate and our communication through social media, there is a lost art of listening and understanding. Too often when presented with a viewpoint different from our own, our defenses go up and often we dismiss it without ever even considering it.
Jeff talks today about the dangers of this in both our personal and professional life. The more you listen, the more you learn and the more you grow. Being able to break free from the defensiveness, build empathy and appreciation, enrich relationships, nurture our kids and open doors in our careers.
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The Why and The Buy is a Pod About It Production.
The follow up contact with a potential client remains one of the trickiest and least talked about by sales professionals. Jeff invites Jeff Shore to the program today. Jeff is a speaker, sales trainer and author of the brilliant book, 'Follow Up and Close The Sale'.
Jeff Shore's long history in real estate gives him a unique perspective on follow ups. One that might feel very different or even contradictory from what you've heard in the past. He gives strategic advise on techniques, leveraging buyers emotional frame, switching your mindset from feeling intrusive to getting buyers excited, and how to wake up old leads.
Find out more about Jeff Shore here
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The Why and The Buy is a Pod About It Production.
"When you're in the middle of a story, it isn't a story at all, but only a confusion..." This quote from Margaret Atwood is the starting point from where Christie launches this weeks Monday Musing.
Christie talks about the stories we tell ourselves, but put in a new context of the storm going on around us. Have our stories been based on fear or fantasy? And what questions do we need to ask ourselves to get "unstuck from our story" and guide them toward reality and objectivity.
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The Why and The Buy is a Pod About It Production.
A lot has changed over the last six months, and one of those things, is you. How you do your job, your every day personal life, your routine - is different. Today's episode is a thoughtful conversation between Jeff and Christie on how to stop focusing on "When this will end," and start doing what you need to do in a new way. Tear your quarterly expectations to the studs and rebuild. Begin to realize your limitations, know when and how to pivot, and create a new structure and schedule that allows you to avoids procrastination and gain control.
Plus! The Why And The Buy coffee mugs?!?!?
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The Why and The Buy is a Pod About It Production.
Right now, you can use all the advice and strategy that you can get in order to keep your pipeline full and get more referrals. Today, Jeff has four simple, but challenging questions to do just that. Listen and find out!
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The Why and The Buy is a Pod About It Production.
There is something special and irreplaceable about human connection. This is all the more apparent when we are living in a time when connecting is made more difficult. Today's guest is focused on bridging that gap, and humanizing those that we work with in sales. Anita Nielsen is an author, sales trainer, consultant and President/Owner at LDK Advisory Services.
She sits down with Jeff and Christie to work through adapting during Covid, using our new remote tools to improve relationships, developing new ideas to relate on a human level, and how to be 'purveyors of hope' by bringing aspiration, safety, and simplicity to our clients.
Plus! Stay tuned for a round of show and tell!!
Find out more about Anita here
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The Why and The Buy is a Pod About It Production.
Jeff has a lot of connections in all levels of the sales world. And the word on the street, is that sales are starting to move again. There are more people seeing projects that have dragged on, start to close. And while things will still take longer than before, there is a change happening and more light at the end of the tunnel. If you stay focused, maintain the proper mindset, and stay the course, it will ensure that you come out of this thriving.
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The Why and The Buy is a Pod About It Production.
Jeff has often said that "Tech doesn't sell, it scales." And today's guest expands on that by bringing incredible insight into the world of data and analytics. Jenny Bristow, moved from Amazon to co-founder and CEO of Anvil Analytics + Insights.
Jenny talks to Jeff and Christie about how data and digital marketing moves business from the surface level to deeper understanding of their products and customers. Also how using data can help companies to avoid costly mistakes, and gain revenue if they are willing to play the long game. It also is a great lesson for salespeople to keep it simple, thing strategically, and solve problems.
Find out more about Jenny and Anvil Analytics + Insights here
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The Why and The Buy is a Pod About It Production.
When schools were closed last spring, and spring turned to summer, and parents started working from home - chaos reigned. Routines and boundaries were broken down, along with a lot of our productivity.
Now that school is back in session and kids are remote learning in a structured setting, it feels like big positive shift. Order has been restored. The question is, can this be a new start for us professionally? Jeff declares that it's time to implement new routines and strategies to finish off this year successfully!
PLUS!! Hear about Jeff's exciting announcement of his new, premium, private podcast - The Deeper Thought Podcast, coming soon!
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The Why and The Buy is a Pod About It Production.
Today Jeff and Christie welcome the always entertaining and straight-talking Scott Leese to the show. One of the hardest working people in sales; Scott is a start up leader, sales consultant, speaker and CEO of Scott Leese Consulting.
Scott tells his story of growing tired of making millions for other people and he was able to use those same skills to make money for himself, while enjoying it much more. He also lays out what makes a successful VP of sales, and how injecting a start up mentality into large companies can be a huge benefit.
Find out more about Scott Leese Consulting here
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The Why and The Buy is a Pod About It Production.
It's become obvious that sales cycles are taking longer these days. You aren't closing deals on your normal timeline and this can throw your whole game off kilter.
On this episode, Jeff talks about not getting hung up on timing. Keep your pipeline full and move as efficiently as possible through your process. Above all, avoid panic. This will only cause unforced errors and my prompt you to devalue your solution by offering incentives or discounts too soon.
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The Why and The Buy is a Pod About It Production.
What is your definition of success? Do you look at others to gauge your own success? It isn't an easy answer, because it's different for everyone.
Jeff and Christie have a refreshing conversation on finding what success looks like for you. There's a lot of different aspects that create a full picture of success. Health, family, finances, career, growth, travel, the list goes on. It all boils down to a simple question. What do you want? From there you can define success, and move forward to achieve it.
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The Why and The Buy is a Pod About It Production.
Right now you may be feeling Covid fatigue, stress and strain. The ambitious list of projects you have had sitting on your desk isn't getting checked off.
Jeff is here today to give you some practical advice on how to move past this block. How to give yourself some grace, focus, go step by step, avoid getting scattered and finding a win. You will go from dreading those projects, to being excited to tackle the next task!
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The Why and The Buy is a Pod About It Production.
The question that Jeff and Christie ask every week is, "What is your why?" Over the years, they have heard an extensive range of answers, every one of them unique and inspiring in their own way.
Today is a very special episode. Listen to guests from this past year tell you their "why." And hopefully, you will find common ground and purpose with many of the incredible sales professionals that have visited the show.
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The Why and The Buy is a Pod About It Production.
"More opportunities have been lost from people saying or thinking, 'I've tried that before. I've done that before. I've seen that before.'"
That's from our guest today Art Sobczak who is fighting what he calls the "Measles Shot" view on training. Art gives us different and more effective ways to think about getting better at outbound selling, cold calling, rejection, human connection, voicemails and so much more.
Art has helped hundreds of thousands of sales pros say the right things to get through, get in, and sells by authoring, designing and delivering content-rich inside sales and cold calling (without the cold) training programs and resources that get results.
This episode originally aired on June 10th, 2020
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The Why and The Buy is a Pod About It Production.
You are probably seeing a lot more volatility in your sales numbers these days. Trying to read into them too much, is the mistake. Today Jeff plainly says, "Forecasts are out the window."
It's a fools game to think you can predict any customers actions right now. And also foolish to hold yourself accountable for results you can't control. So don't get bogged down wasting time, energy and resources trying to understand client decisions or on things you can't anticipate. Work harder on the things you can control.
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The Why and The Buy is a Pod About It Production.
We are joined today by our good friend Mark Hunter, best selling author, speaker and sales consultant. He brings a no-nonsense approach to selling. Reaffirming his belief that sales, in the end, is about people.
Sales doesn't have to be hard. Everyone is able to sell something. But it takes the right mindset to open up new opportunities. And Mark reminds us of the importance of listening, and that you have to keep your focus on outcomes, in order to get past the inevitable rejection that is inherent in the sale profession.
This episode originally aired February 5th, 2020
Find out more about Mark here
Check out our new Best Sellers Podcast Pack, a collection of some of our best guests and best sales advice.
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The Why and The Buy is a Pod About It Production.
How do you make a sale to a customer you don't even have yet? Prospecting... and that can strike fear and apprehension into the most seasoned salesperson.
Jason Bay of Blissful Prospecting joins the show today with tips on how to make prospecting easier, more successful and maybe even enjoyable. PLUS! The importance of personalization, empathy, and opening lines to use and avoid.
This episode originally aired on January 22nd, 2020
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The Why and The Buy is a Pod About It Production.
How much is too much? That is the core question that Jeff poses today, as he himself prepares to go on a much needed vacation. There's been a lot of advice these past few months, and sometimes its hard to decide what guidance is best.
Jeff urges us to stop and take some time for ourselves. To reflect on if it's worth pushing further and further if it comes at cost of your well-being and the love of what you do. Some might worry that taking a break would mean missing the boat. But maybe pausing for a breath, regrouping, and reevaluating, means you are giving the boat the maintenance it needs for a better journey ahead.
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The Why and The Buy is a Pod About It Production.
The concept of "Yes and" is a cornerstone of improv comedy. Now you may wonder what that has to do with you. Well, our guest today Gina Trimarco is here to tell you. Gina is a sales trainer, a consultant with Pivot10 Results, founder of Carolina Improv Company and host of the wonderful Women Your Mother Warned You About podcast.
She talks with us today about how the principle of "Yes and" can be used to re-energize a stale or broken sales strategy. It's about opening yourself up to possibilities before saying no, being able to read others and to respond quickly. And sometimes, when situations are the most difficult, using "Yes and" will help you perform at your best.
This episode originally aired on April 1st, 2020
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The Why and The Buy is a Pod About It Production.
We are all familiar with guardrails on roadways that keep us on the road when we traverse potentially dangerous areas. But what about guardrails in our professional life and our organizations?
Today Christie talks about knowing our values, ethics and beliefs to guide the way. To know that we are there to be the best service provider to our clients. And to understand that lowering your price can be detrimental to both your organization and your client.
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The Why and The Buy is a Pod About It Production.
There are so many new tools and methods to prospect and make connections. But today's guest knows that none of those matter without the foundations of old school sales.
Jay Jensen, CEO of Sales Inc. joins Jeff today. He is irreverent, authentic, and a straight shooter with a dry wit that is often missing in the world of sales leaders. Jay spent years in the auto industry honing his sales craft, and he discusses the importance of process, relationship building, investing your time, and not being afraid of the ask.
Find out more about Jay Jensen here
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The Why and The Buy is a Pod About It Production.
Just when you thought the path was straightening out, the bumps and curves come again. Jeff shares a poignant moment he had this past week, and how it jumped out as a metaphor for the ever changing and raging coronavirus and it's effects on our lives.
Listen to his advice on remembering where you started and where you want to end, beating frustration by using acceptance to shrink our ego, and remembering to focus on our process and not the result.
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The Why and The Buy is a Pod About It Production.
Just pick up the phone! It's that easy right? Not really. But today's guest is here to break down your call reluctance. Connie Kadansky is a sales trainer, coach and authority on sales communication.
She talks with Jeff and Christie about how call reluctance is an emotional reaction to a perceived threat - also known as fear. Many sales people hold onto those fears after they receive rejection in certain situations. But she explains that this is an exercise that begins with emotional intelligence. And the key is creating a mindset that let's you approach a prospect confidently, knowing the problem you are solving and the value you are bringing.
Learn more about Connie here
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The Why and The Buy is a Pod About It Production.
It's not easy to avoid the headlines these days. And with it, can come stress, anxiety and loss of drive.
Today, Christie tells us about a story she saw on social media from a man who has lived through a lifetime of turbulent times. He urges us to take time away from the daily news, and to begin making our own personal headlines. To love more, be a better partner or parent, to be there for those around us.
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The Why and The Buy is a Pod About It Production.
Some salespeople are born with it. Some jump into the sales pool, and it's sink or swim. But there's something new emerging at universities across the country. College courses in sales training.
Today, Jeff and Christie welcome Dawn Deeter, professor and creator of the National Strategic Selling Institute at Kansas State University. Dawn's program delves into how communication has evolved in sales, the importance of the prospect list, role play, how to bounce back from rejection, and coaching for effort to get results.
This not only creates a talented pool of candidates for companies, but these graduates are proven to integrate far more quickly and begin bringing in revenue much faster once they join a sales team.
Learn more about Dawn here
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The Why and The Buy is a Pod About It Production.
There is so much going on in our world. Sometimes when we don't feel heard, the reaction is to just speak louder.
Today, Jeff reminds us that the only way to understand and to be understood, is to listen. Listening brings connection, knowledge, real relationships and yes, even better sales.
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Why do so many salespeople hesitate or tip-toe around the ask? For today's guest, "ask" is more than just a word. It's a framework that he builds his sales philosophy and training on.
Tony Morris, author, speaker and sales trainer, joins Jeff and Christie today to discuss what is holding some salespeople back from their full potential. Too many people are hiding behind emails and social media, when those should just be used as tools to generate a real human conversation.
He also explains that you have to be in the right mindset, with an approach of helping your customer to solve problems and meet goals. Only by looking through the lens of your prospect, and not your own, will you be able to have real understanding and know how to get them to yes.
Plus! Hear Tony give his simple, but incredibly impactful acronym to A.S.K.
Find out more about Tony here and here
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Losing out on a sale, getting laid off, receiving bad news...
Disappointment and unexpected events are a part of all of our lives. Today, Christie has a strategy that you can use as motivation to help yourself transition from loss to gain, from disappointment to acceptance. You can decrease your recovery time and increase your well-being by keeping it B.R.I.E.F.
This episode originally aired on March 18th 2018
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We've heard a lot about empathy lately in regards to our sales approach. But today's guest says that there are different kinds of empathy, and not all of them are good.
Bernadette McClelland is an influential sales coach and keynote speaker. She explains that "good empathy" is one that encapsulates logic, outcomes and compassion. Being overly empathetic with no forward path, can lead you right out of a sale.
She also talks with Jeff and Christie about how to differentiate yourself, show value, use the resources that you have around you, and be the stable, competent salesperson that clients will be drawn to as the Covid-19 fog clears.
Plus! Jeff recommends asking a gutsy question to your happiest customers, that will help you win new prospects.
Find out more about Bernadette here
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The Why and The Buy is a Pod About It Production.
Now that things are beginning to shift to different type of normal, it's time for you to get back to selling by making yourself someone who's worth talking to, and that you have something worth talking about.
Today Jeff stresses the importance of veteran salespeople to be more flexible and alter their strategy, and for newer ones to start to build a reputation through conversations, listening and problem solving.
Jeff declares that it's time to sell! So focus in on your process, intention and messaging.
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The Why and The Buy is a Pod About It Production.
Surrender. It's a word that might evoke thoughts of defeat, or giving up. But today's guest will explain how surrendering yourself is freeing, and can inspire you to push yourself to new levels of performance.
Dan Waldschmidt is someone very familiar with pushing himself. Ultra-marathoner, business strategist and owner of Edgy Conversations joins Jeff and Christie to discuss the philosophy of the book, The Surrender Experiment. Instead of fighting life, you can release control and surrender to whatever life brings your way, which decreases fear and anxiety over the things you can't change.
But Dan reminds us that you have to push yourself to do all that you can, in order to let go and accept the results that follow. Don't miss this fascinating conversation that can change every facet of your life.
PLUS! Hear Dan's memorable metaphor for why he's quitting social media
Find out more about Dan and Edgy here
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The Why and The Buy is a Pod About It Production.
There is a fine line between holding yourself accountable and being neurotic. What would my boss say if they saw me right now? Does it look like I'm working? Never mind the fact that sales selling is a results oriented game. It really shouldn't matter what you're doing at any given moment. Does the revenue add up at the end of the month? Is there a way to change the game up so that we're more focused on doing the things that actually lead to signed contracts and less focused on the perception of our work ethic?
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"More opportunities have been lost from people saying or thinking, 'I've tried that before. I've done that before. I've seen that before.'"
That's from our guest today Art Sobczak who is fighting what he calls the "Measles Shot" view on training. Art gives us different and more effective ways to think about getting better at outbound selling, cold calling, rejection, human connection, voicemails and so much more.
Art has helped hundreds of thousands of sales pros say the right things to get through, get in, and sells by authoring, designing and delivering content-rich inside sales and cold calling (without the cold) training programs and resources that get results.
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The Why and The Buy is a Pod About It Production.
This week Christie is thinking about sacred cows. During a clean out exercise of her office closet she found notes from the very first The Why and the Buy podcast episodes way back in 2017. In our second ever podcast, we talked about sacred cows, inspired by reading Tim Ferris' book The 4-Hour Workweek. Sacred cows are long held beliefs that are no longer relevant and no longer helpful given current conditions. Nearly three years later, those discussions are more relevant than ever as long held beliefs about our nation, policing and racial justice slam into the cold hard realities of the present.
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The Why and The Buy is a Pod About It Production.
Most salespeople and businesses focus on profitability by selling their time and not their expertise. Today's guest is turning that notion on its head, and stresses the positives of moving away from billable hours.
Liston Witherill is a sales trainer, consultant and host of the Modern Sales podcast. He has a captivating conversation with Jeff and Christie about focusing on the things you do that bring the best results in the least time. Having a set price allows you to work with people that value you, and improves overall transparency.
PLUS! Liston discusses the importance of having a specific positioning statement.
Listen to Liston here
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The Why and The Buy is a Pod About It Production.
If you were starting your business or sales career right now, what would you do differently? With so many changes happening now, Jeff explains that this is an opportune time to answer that question.
It's a time to reevaluate and reflect. It's a time to be focused and intentional. It's a time to connect your actions with your "why" and make a fresh start.
Join our new listener group for discussions about episodes and other helpful resources for your business! --- Liz Linn designs and brands our show. If you're looking for design or branding help you need to use someone you can trust will do a great job. Visit LLBD.co to learn how Liz Linn can help your company. --- Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you. --- The Why and The Buy is a Pod About It Production.
So often in sales, people are looking for the next angle of gimmick to try to up their numbers. Today's guest knows that while new strategies will come and go, a relationship with a trusted accountability partner is the best path to success.
Jeff and Christie welcome Dale Dupree. This former rock star and leader of The Sales Rebellion, gives a wonderful look into his relationship with his barber/accountability partner. It's allowed him to see the importance of having fun in your career, creating real relationships, being willing to fail, and how to achieve situational awareness in all you do. So if you feel lost, lonely or broken in your current sales role, Dale and The Sales Rebellion welcome you with open arms.
Find out more about The Sales Rebellion here
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The Why and The Buy is a Pod About It Production.
When's the last time you evaluated your personal and professional partnerships? Christie reflects on the amazing partnership that she has on this podcast and the partnerships that she has built all along her career that have led her to success.
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The Why and The Buy is a Pod About It Production.
So much of what we have heard these last few months has been, how to sell right now, how to position yourself to come back stronger, how to be put aside fear in the face of an uncertain marketplace. But some days, you wake up and you just feel down and defeated and in a bad head-space. And that's ok.
This is a no-guest show, so that Jeff and Christie can have a one-on-one discussion about the importance of voicing your feelings when you are stuck or overwhelmed. That it's alright to tell a client that you may not have all the answers right now. That leaders need to show vulnerability and be honest so that their teams can be more open and successful. And most of all being present each day, and use that to take steps forward, no matter how small.
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The Why and The Buy is a Pod About It Production.
We have been bombarded with positive messages of growth, pivoting, and emerging stronger than before for the last few months. But sometimes expectations skew what is really going on in front of us.
Today Jeff reminds us that everyone is going through their own struggles and everything isn't fine. It's important to be honest about that and give yourself some grace and some space. We can only move forward stronger if we are real with ourselves and know that we are not alone.
Join our new listener group for discussions about episodes and other helpful resources for your business! --- Liz Linn designs and brands our show. If you're looking for design or branding help you need to use someone you can trust will do a great job. Visit LLBD.co to learn how Liz Linn can help your company. --- Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you. --- The Why and The Buy is a Pod About It Production.
"If you can't differentiate yourself, you can't sell."
Today's guest is focused on helping her clients differentiate so that their prospects and clients decide on them. Kenyetta Gordon is a speaker and brand leadership and communications consultant.
Kenyetta emphasizes human connection over social media followers, advocates the idea of being your own "walking billboard," defining your brand before it's defined by others, and genuinely knowing yourself, and your product to reach your true customers.
Plus! Kenyetta shares with Jeff and Christie about her larger goal of creating legacy.
Find out more about Kenyetta Gordon here
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Creating relationships is a vital part of making a sale. But are you paying attention to the details of your relationships? Christie will show you how relationship mapping can help to make those associations work for you.
By examining who you are interacting with the most, what their process is and truly understanding their organization, it will allow you to see if you are actually talking to the right people and what angles you might be missing.
Join our new listener group for discussions about episodes and other helpful resources for your business! --- Liz Linn designs and brands our show. If you're looking for design or branding help you need to use someone you can trust will do a great job. Visit LLBD.co to learn how Liz Linn can help your company. --- Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you. --- The Why and The Buy is a Pod About It Production.
What do you need to do to reach the next level in your sales career? Today, Jeff and Christie are joined by Deb Calvert, top sales trainer, founder of The Sales Experts Channel and President of People First Productivity Solutions to discuss scaling up.
Deb explains that in order to scale up you need to have strong fundamentals, create genuine relationships, believe in what you sell, and how focusing your effort correctly will unleash your full potential.
Plus! Deb tells us why it is important to do away with old labels and how her term, "sellership" came about and why.
Find out more about The Sales Experts Channel here
and more about People First Productivity Solutions here
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We can all agree that the world and our lives have changed in significant ways in the last couple months, and moving forward. Many of us are feeling frustration and disappointment, but Jeff and his wife are here to discuss a term that encapsulates everything in a way you may not of thought of before - grief.
Listen as they discuss the loss of normalcy, of expectations, of stability, of some of life's important milestones, and how to better come to terms with it.
Join our new listener group for discussions about episodes and other helpful resources for your business! --- Liz Linn designs and brands our show. If you're looking for design or branding help you need to use someone you can trust will do a great job. Visit LLBD.co to learn how Liz Linn can help your company. --- Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you. --- The Why and The Buy is a Pod About It Production.
Are you getting the things that matter done? Are you actually working on the things you want? Do you even know what you want? Jeff and Christie's guest today will help you to answer these questions and bring meaningful focus to your work and life.
Les Hewitt is a best selling author and business coach. He explains how daily to-do lists can be holding you back from your bigger goals, how to bust your old patterns and identify ones that work, and how the power of focus allows you to discover what you really want - and achieve it.
Find out more about Les Hewitt here
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The Why and The Buy is a Pod About It Production.
What is your "Why?" It's a question we ask each of our guests at the end of an episode but it’s also a question we ask ourselves and each other. In this episode we’ll discuss the "Why" behind The Why And The Buy podcast.
They discuss the humble beginnings of the show and how it has grown to be so much more than just a sales and business podcast.
Join our new listener group for discussions about episodes and other helpful resources for your business!
Liz Linn designs and brands our show. If you're looking for design or branding help you need to use someone you can trust will do a great job. Visit LLBD.co to learn how Liz Linn can help your company.
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The Why and The Buy is a Pod About It Production.
Today's guest has one overarching message. Business is personal now. Jeff and Christie welcome Larry Levine, sales coach and best-selling author of Selling From The Heart. In a format filled with brash attention grabbing, and keyboard warriors, Larry brings the old-fashioned principles of face-to-face communication to the new world of social media.
He gives real life examples of how to get noticed in a crowded marketplace, how to authentically connect to create a thriving network, and when done right, a successful social media strategy is one that brings your best self forward every time.
Find out more about Larry Levine here.
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"How can I help you?" is a stupid question. Jeff is musing this week with his wife Laurah about the client and prospect interactions they've had in the middle of the Covid-19 pandemic and why asking questions that people don't know the answer to is a bad strategy for relationship building and selling. --- Join our new listener group for discussions about episodes and other helpful resources for your business! --- Liz Linn designs and brands our show. If you're looking for design or branding help you need to use someone you can trust will do a great job. Visit LLBD.co to learn how Liz Linn can help your company. --- Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you. --- The Why and The Buy is a Pod About It Production.
The economy is slowing but there is still work to be done that can win you big deals when the crisis subsides. Author and founder of Top Line Sales, Lisa Magnuson joins Jeff and Christie today and gives targeted details on how to adjust your approach in times of uncertainty.
Lisa's message to salespeople is to lead with a soft touch. Identify what your clients can handle right now, re-frame old lines of questioning, identify your strengths that tie to your clients priorities, and focus and simplify to find something they can say yes to now.
Plus! Jeff explains how to use times of crisis to sharpens your skills and carry that forward to what we need to be doing every day.
Get a free call planning template at Lisa Magnuson’s website
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A cruise ship anchored out at sea, unable to come into port. This may be how we are feeling at this time. Our routines have been thrown off, our connections broken, and we can easily find ourselves drifting from our chosen habits, to ones that are not enriching us. Today Christie reveals her struggle with "the drift" and keeping on track personally and professionally. And how in this serious time, it calls for re-evaluating goals, reflection and intention. Plus! Find out how to join with Christie on her 66 Day Fitness Challenge. --- Join our new listener group for discussions about episodes and other helpful resources for your business! --- Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you. --- The Why and The Buy is a Pod About It Production.
After a bit of a break, it's time again for Whatcha Readin'? Round 9! Jeff, Christie and their favorite guests discuss transformational, thought provoking books about sales and life.
Joining us this week is the always amiable DeJaun Brown, VP of Sales for Fringe. He introduces the book, All You Have To Do Is Ask, by Wayne Baker. It's an indispensable guide to offering up help, and being ready to freely ask for help. And more importantly, how to do each of these things the right way.
Christie circles back to a book that has made a huge impact on her sales strategy, and her life. The One Thing, by Gary Keller and Jay Papasan. It lays out the power of focusing in on specific areas to reach big goals. And how persistence pays off exponentially.
Jeff breaks with tradition, and with a little inspiration from The Copywriter's Handbook, by Robert Bly, shares some of the best branding he's seen from the remarkable Stone Brewing Co. You won't want to miss what's written on these bottles of handcrafted beer!
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If you're asking yourself, "What should I be selling right now?" you're asking yourself the wrong question. The right questions are, "What do my customers need from me right now?" and "How can I help them?" When you reframe that question, it reframes your mindset. When you reframe your mindset, the answer becomes clear. Your customers may need help in a different way. Maybe they need some connection, maybe they need an ear to bend, maybe they need a shoulder to cry on. Maybe they need someone to just speak out loud to and work things out. Are you that person? --- Join our new listener group for discussions about episodes and other helpful resources for your business! --- Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you. --- The Why and The Buy is a Pod About It Production.
The concept of "Yes and" is a cornerstone of improv comedy. Now you may wonder what that has to do with you. Well, our guest today Gina Trimarco is here to tell you. Gina is a sales trainer, a consultant with Pivot10 Results, founder of Carolina Improv Company and host of the wonderful Women Your Mother Warned You About podcast.
She talks with us today about how the principle of "Yes and" can be used to re-energize a stale or broken sales strategy. It's about opening yourself up to possibilities before saying no, being able to read others and to respond quickly. And sometimes, when situations are the most difficult, using "Yes and" will help you perform at your best.
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Join our new listener group for discussions about episodes and other helpful resources for your business!
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What do you do when everything feels like an unknown? With the Coronavirus disrupting nearly every aspect of our personal and professional lives, it's tempting to give in to the anxiety or worse give up altogether. In this episode, Christie discusses a past encounter with the unknown. While attempting to return home from an overseas vacation, a volcano erupted and stranded her in a foreign land with no way out. Find out what she did next and how it can help you frame and fight through the events we're dealing with now. --- Join our new listener group for discussions about episodes and other helpful resources for your business! --- Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you. --- The Why and The Buy is a Pod About It Production.
We are so honored to have one of our very favorite guests, Pia Silva, back on the pod. Author, speaker, consultant, coach and all-around badass. Pia tells us about her newest program that guides clients to becoming a celebrity in their chosen space. She explains the difference between content and long term marketing. PLUS! how being patient and persistent is the only path to seeing your hard work pay off. Listen in and find out Pia's dirty little secret to your sustaining success.
Find out more about Pia Silva here or on Instagram
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Jeff and Christie team up for a special Monday Musing message in these uncertain times. How do we cope with all of these changes to our socioeconomic lives? How do we make sure that we're prepared when all of this eventually does either die down or we reach a new normal, and we figure out how business will move forward?
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What are the benefits you expect from the company you work for? Health insurance, 401k, and Dental, are pretty standard fare. But what about Netflix, Grubhub, or Lyft? We are so happy to have one of our favorite guests today, DeJuan Brown, VP of sales for Fringe. He explains how they are reshaping employee benefits, through personalization.
Find out more about DeJuan and Fringe here.
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Our guest today is part sales guy, part brand influencer, part photographer and 100% golf lover. Patrick Koenig boldly changed his path in life by selling his house, buying an RV and traveling for a year playing and photographing over 400 golf courses along the way. His story is inspiring and boldly asks us how much of our lives are spent consuming and how much of our lives are spent creating things that can bring us satisfaction and success.
See Patrick's stunning photos on Instagram here
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If you listen to The Why and The Buy regularly you know that Christie started a 66 day activity challenge at the beginning of the year. She has now come to the end of that challenge and she'll discuss her progress and how a battle with her willpower has shifted her mindset towards everything, including business.
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The Why and The Buy is a Pod About It Production.
“Referrals are unquestionably the highest leverage, lowest utilized sales channel that there is.”
James Muir literally wrote the book on closing. But today he is here to bring a whole new perspective on referrals including the “root of all referrals.” There is a right way to gather quality referrals and James shares it with us in this episode.
Find out more about all James has to offer here.
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Jeff recently made a trip to Nashville, Tennessee to record audio versions of his ebooks. Even though he had written the words he was reading into a microphone...something felt...different. He had written these words years ago, and since then, his thought process has evolved, expanded...progressed. How quickly is this progress supposed to happen?
You can only get through your sales process as quickly as the buyers will allow you. You can make sure you're doing everything you need to do so that it's moving as fast as it can, but you can't make it move faster. With your thought process with your growth process. It's the same.
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Today's guest is part of the Women in Revenue Initiative. No one closes deals like her. But how does she do it? Debe Rapson uses the power of discovery, asking the right questions, and building meaningful relationships to put her at the top of her game.
Find out more about how Debe is transforming customer experiences here.
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The dirty little secret of small business is that executing on the seeds you planted last quarter takes away time to plant new seeds. How do you keep your pipeline full at all times? How do you balance taking care of current customers and finding new ones?
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In sales, it's common to see people burning the candle at both ends, grinding away to try and meet their goal that month or finally land a certain client. It's also common to see that candle burn out.
Our guest today shows us how letting off the gas a bit, and refocusing your efforts, can avoid burnout and bring balance. Jack Wilson finally stopped pressing harder and started to measure the activity that actually got results. He found that when you clear your plate of the crap, and you do less more consistently, is when you see your results take off.
Find out more about Jack Wilson on LinkedIn.
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Athletes across sports cross train, practice of training or being trained in more than one role or skill, in order to reduce the wear and tear on their bodies. Should you be doing the same for your mind? For your skills training?
What could you be doing now that you don't see the explicit value in today that could benefit you in the long term? Are you learning daily, weekly from the masters of your craft?
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Employer branding can be invaluable to new companies looking to grow. Our guests today, Miki and Nate from Job Portraits, help to ensure that this growth is healthy and productive for both the employer and candidates. They work with companies to discover their vision, mission, story they want to tell, and what path they envision for their growth.
And Job Portraits doesn't just talk the talk. Their company atmosphere is new, innovative and makes a fully remote staff feel like a team that is connected, appreciated and has a sense of belonging. They make it clear that valuing people, is the core of successful growth and will pay off exponentially for any business.
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There comes a point in time where you have to ask for the business or progress the sales process to the next step. Sometimes it gets awkward, especially if it's in a networking environment involving people you establish a personal relationship before the business relationship. Jeff discusses what you should do in a situation where you are balancing fundraising and friend-raising.
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We are joined today by our good friend Mark Hunter, best selling author, speaker and sales consultant. He brings a no-nonsense approach to selling. Reaffirming his belief that sales, in the end, is about people.
Sales doesn't have to be hard. Everyone is able to sell something. But it takes the right mindset to open up new opportunities. And Mark reminds us of the importance of listening, and that you have to keep your focus on outcomes, in order to get past the inevitable rejection that is inherent in the sale profession.
Find out more about Mark here
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Can a coffee mug change the world? Well it helped us discover today's incredible guest, Chris Treter.
Chris is the CEO of Higher Ground Trading Company. He will share his journey in creating a coffee making business that is purpose driven and helps to fight inequality in third world countries.
Are you a coffee lover? Drink coffee that tastes amazing, helps the world and supports your favorite podcast. Higher Grounds coffee is giving you 20% ANY order including subscriptions with the promo code WHYBUYCOFFEE20.
Chris shares his insight on balancing supply and demand, using communication and systems to keep Higher Ground running strong, and how an entrepreneur needs to be nimble and adapt to succeed in new endeavors.
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How do you make a sale to a customer you don't even have yet? Prospecting... and that can strike fear and apprehension into the most seasoned salesperson.
Jason Bay of Blissful Prospecting joins the show today with tips on how to make prospecting easier, more successful and maybe even enjoyable. PLUS! The importance of personalization, empathy, and opening lines to use and avoid.
Are you a coffee lover? Drink coffee that tastes amazing, helps the world and supports your favorite podcast. Higher Grounds coffee is giving you 20% ANY order including subscriptions with the promo code WHYBUYCOFFEE20.
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Today we're thinking about mindset. Are you?
Jeb Blount released a new book this week and it's about leading a purpose driven negotiation. Negotiation isn't something that just "happens" at the end of your sales process, it's result of all of the things that happen in every phase of your sales process. If you're not thinking about the "why" behind the endgame of your sale, you're more than likely going to lose the deal or get taken advantage.
How are you looking at your process, the way you do what you do? Do you understand the data behind where you want to be by the end of the year?
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Are you ready to move from SMB sales into the big leagues? Our guest today is Amy Volas, an enterprise sales expert.
She isn't afraid to ask the tough questions or give the tough answers to her clients. Amy will take us through her vast experience, discuss how she finds the right prospects for her process, and how starting the sales process is a lot like dating.
Find out more about Amy on her LinkedIn page.
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If there's one thing Christie loves to do it's challenge herself. The new year presents a new opportunity to challenge herself in a new way. She'll reveal how she is pushing herself over the next 66 days. How are you pushing yourself? What have you implemented that will in some small way help you achieve your bigger goals for 2020?
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Leah Neaderthal is NOT a salesperson, she's a business owner who had to learn how to get new clients. In that learning process she ditched everything salesy, kept everything that worked and developed a sales methodology that has a 92% win rate and has helped her acquire 3 million dollars in new business. Whoa. Today she's sharing all of her knowledge with mainly female business owners, entrepreneurs and (luckily for you) our podcast.
Find out more about Leah's company at SmartGetsPaid.com
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For some, the new year presents a hall pass of sorts to try some new things and get out of our old routines and into new ones. So what will be your new routine for 2020?
What inefficiencies will you eliminate? What additional structures will you integrate into your professional life?
Listen to hear what different elements Jeff will be introducing into his own daily success routines.
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2020 is upon us and that means another amazing season of sales strategies, business building tools, incredibly insight guests, more why, more buy and more Jeff and Christie.
Listen for what Jeff and Christie are focusing their purpose on in 2020. Tell us what you're trying to achieve in the new year at thewhyandthebuy@gmail.com. And stay tuned for some exciting additions to this podcast as we launch into our fourth season.
We have a new website. Listen to past episodes and get more from Jeff and Christie!
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Are you controlling your money, or is your money controlling you? As you grow in your sales career, your bank account grows with it. And history has shown that spending will match or even outpace that growth. Our guest today has seen himself and others fall victim to not planning ahead.
David Weiss shares his story, and lessons he has learned along the way in his sales career. We talk in depth about how a person’s upbringing can shape their view of sales and their motivations to either embrace or reject a career in the field, and how a Plan B, can set you free.
David is a Sales Executive, leader and strategist. He is also the co-author of the indispensable new book, Your Definitive Sales Career Guide. Find him on LinkedIn here. And online at Avenue Talent Partners.
On today’s podcast…
3:32 - People's view of sales and their complicated relationship with money
7:38 - How you grew up, shapes your view of sales
12:34 - Are you prepared for what's ahead?
16:05 - Success breeds...things
17:27 - Don't wait to have a plan B
19:34 - The new base
24:14 - Not saving brings the squeeze
29:37 - Your success can complicate relationships
35:02 - How people perceive you
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The Why and The Buy is a Pod About It Production.
As we prepare to receive gifts for ourselves or our children this holiday season, a question lingers in the back of our minds...what will we do with the old possessions these new gifts will replace?
It's the same question we can ask of our professional lives. What strategies, resources, projects, clients do we need to move away from to make room from all that we'll bring in in 2020?
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Is “social selling” a legitimate sales tactic or is it sales voodoo? Is it just cold calling and building relationships as we’ve always done in sales, or is it something more? Our guest today helps to dissect the intricacies of social selling and how to leverage it in order to market yourself and your product.
Darryl Praill brings his infectious energy to this episode. He discusses how to lean into the social media landscape by expressing your opinions, defining yourself and leading with quality material. This is not your grandparents sales strategy.
Daryll is Chief Marketing Officer for VanillaSoft, host of the INSIDE Inside Sales Podcast, part of the Sales World Top 50, and one of the most sought after keynote speakers at sales events.
Find him at darrylpraill.com, on LinkedIn here, and on Twitter @ohpinion8ted
On today’s podcast…
5:30 - Four ways people are persuaded by you
8:40 - Balancing your social media time investment
12:33 - Is online contact the new cold calling?
15:40 - The Double Funnel
18:00 - Don't be a sycophant! Have an opinion or let it go
21:50 - Don't be bland! How to define your personality on socials
22:26 - Cold calling fears? Blame your parents
29:20 - Rejection becomes opportunity
35:31 - Invest in quality without losing authenticity
41:35 - Set yourself apart and gain credibility with quality deliver
45:56 - Write your obituary
We have a new website. Listen to past episodes and get more from Jeff and Christie!
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The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!
Sell or Die with Jeffrey Gitomer and Jen Gluckow
Women Your Mother Warned You About
Get Attitude Podcast with Glenn Bill
The Hidden Stories Podcast
Street Smarts with Harvey Mackay
Selling with Soul
Wheelbarrow Profits
What works to build your brand on social media, and what doesn’t? Afraid of taking that first step, or letting your opinion be heard? Our guest today will put those fears to rest and show you how sharing your voice is a powerful tool in reaching greater sales success.
Jake Dunlap’s fascinating career path and forward-thinking strategies, will help move you from dipping your toe in the social media waters, to diving in fearlessly. Free advertising has never been so refreshing.
Jake is the founder and CEO of Skaled Consulting, and is a C-level sales leader and entrepreneur. He is transforming modern sales through personal branding strategies, and rethinking how to engage with buyers.
Check out more from Jake Dunlap on his LinkedIn page.
On today’s podcast…
3:27 - Not a good employee? Build on what you like
5:15 - Looking for the next, next move
6:21 - It's not a goal if someone else controls it
10:59 - Don't wait for direction
13:36 - Blogs are dead, do this instead
16:39 - Advertise for free in a big way
19:22 - How to not be boring
21:38 - Track and measure less - build your voice and brand more
30:54 - Be the leader in 2020 by being the hub for content
34:29 - Don't worry about being LAME!
We have a new website. Listen to past episodes and get more from Jeff and Christie!
Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.
The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!
Sell or Die with Jeffrey Gitomer and Jen Gluckow
Women Your Mother Warned You About
Get Attitude Podcast with Glenn Bill
The Hidden Stories Podcast
Street Smarts with Harvey Mackay
Selling with Soul
Wheelbarrow Profits
Recently I thought about my favorite sales movie. Oceans 11. "Wait...that's a sales movie?" I think so! Danny Ocean goes around and sells a lot of people on participating on a dangerous mission that could land them all in jail or dead. Tough sale.
I then had a second thought, there aren't a lot of movies that are directly about our profession. The ones that are most notable, think Glengarry Glen Ross, cast our profession in a negative, pitch heavy light.
But...the pitch is dead! Trying to find the right thing to say at the right time to close the sale and saying that thing to every person you meet is a fools errand. Sales, unlike acting in movies, is not about memorizing lines. Let's talk about what you should be focusing on instead.
We have a new website. Listen to past episodes and get more from Jeff and Christie!
Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.
The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!
Sell or Die with Jeffrey Gitomer and Jen Gluckow
Women Your Mother Warned You About
Get Attitude Podcast with Glenn Bill
The Hidden Stories Podcast
Street Smarts with Harvey Mackay
Selling with Soul
Wheelbarrow Profits
Our guest today gets criticized for being too productive and that's fine for him because it's meant an increase in the number of books he's written, an increase in his wealth and an increase in the amount of people he's helped.
Anthony Iannarino is back on the podcast to talk about his tested strategies to increase the amount of QUALITY work you're able to achieve in a day. What would 90 more minutes of prospecting do for your life? Anthony believes it would change it dramatically and he's here today to help you find that time in your schedule.
Anthony is an international speaker, author, and sales leader. He posts daily sales tips and insights to The Sales Blog. He's the author of the best selling sales books Eat Their Lunch: Winning Customers Away From Your Competition and The Lost Art of Closing.
On today’s podcast…
1:19 - Is Anthony Iannarino...TOO...productive?
6:22 - How to figure out what you want out of life
10:25 - David Allen's Horizons of Focus
15:06- Why Mike Weinberg won't be at Outbound and what it says about prioritization
18:27 - Making space for yourself and creating productivity blocks
23:29 - How Anthony killed procrastination in his life
29:31 - If you did this for 90 minutes a day it would change your life dramatically
33:42 - What scares Anthony Iannarino
38:42 - Avoiding the daily drift
43:18 - Giving yourself permission to get stuff done
46:20 - Information about the greatest sales conference on Earth
We have a new website. Listen to past episodes and get more from Jeff and Christie!
Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.
The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!
Sell or Die with Jeffrey Gitomer and Jen Gluckow
Women Your Mother Warned You About
Get Attitude Podcast with Glenn Bill
The Hidden Stories Podcast
Street Smarts with Harvey Mackay
Selling with Soul
Wheelbarrow Profits
Today we pull back the curtain on our operation and introduce to our version of Oz, our podcast producer Doug Branson. Doug not only edits our show he helps us understand the why of what we do here and helps us to get better each time we do this.
Doug not only produces our podcast but oversees the Sell or Die Network which we're a proud member of. He'll tell us how podcasting went from a hobby born out of a miserable day job to a business called Pod About It that now consults and produces over 200 podcasts.
If you've ever been interested in starting a podcast, listen for the most important questions to ask yourself as you start that journey. Doug shares some truths about podcasting and really challenges people to think about how podcasting can help their business and brand.
On today’s podcast…
2:45 - Doug builds a small podcasting empire after losing his love for his day job.
6:00 - Why should someone start a podcast?
12:02 - The truth about generating ad revenue via podcasting
19:12 - What is it that you want to say to the world?
23:05 - What kind of people are actually listening to podcasts?
26:48 - In order to build a following you have to make an emotional connection and you have to be likeable
32:00 - What's your secret sauce?
We have a new website. Listen to past episodes and get more from Jeff and Christie!
Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.
The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!
Sell or Die with Jeffrey Gitomer and Jen Gluckow
Women Your Mother Warned You About
Get Attitude Podcast with Glenn Bill
The Hidden Stories Podcast
Street Smarts with Harvey Mackay
Selling with Soul
Wheelbarrow Profits
Where do you draw the line between influence and manipulation?
I'm thinking about Dale Carnegie's classic book How to Win Friends and Influence People. It's one of the seminal books on sales, it's great, it's one of those things that you can keep going back to because the wisdom in it is timeless.
But I've also seen people take those principles and abuse them and overuse them. It's one thing to integrate those principles into the way that you just naturally deal with people. It's another thing to purposely take some of those things, some of those concepts, like using someone's name and then be obnoxious about it to the point where you can tell that that you're trying to do something to somebody that's not a normal extension of your personality.
Where do you draw the line between influencing friends and just being someone's friend?
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Sell or Die with Jeffrey Gitomer and Jen Gluckow
Women Your Mother Warned You About
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Nobody makes a dream come true alone. Whether it's advice on your business plan, an amazing employee or financing for new equipment, it takes a village to build a success. Today's guest gives us an inside look at all the many ways family, friends and finance experts build the teamwork that makes dream work.
CEO, President, and Business Coach, RJ Grimshaw is an expert in business leadership. Coached at a young age by his entreprenurial mother and father, RJ learned the ins and outs of business growth and management when he built a million-dollar company at age 22.
After spending twenty years in corporate America, RJ became the President and CEO for UniFi Equipment Finance. Alongside his successful career at UniFi, RJ is also a business coach, a job that allows him to mobilize the principles he used to grow and scale businesses to help out other companies.
On today’s podcast…
5:23 - Daydreaming with clients and then bringing them down to reality
7:40 - The hidden industry of equipment financing
12:23 - R.J.'s entrepreneur parents helped him learn by doing
16:51 - You have to leverage every asset you have to be successful
20:24 - Securing your job no matter the economic outlook
24:47 - Simon Sinek's The Infinite Game
28:55 - Doing what needs to be done
32:00 - R.J.'s why is coaching people to chase
We have a new website. Listen to past episodes and get more from Jeff and Christie!
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Hidden Stories with Jeremy Fulkerson
Wheelbarrow Profits
Women Your Mother Warned You About
The Get Attitude Podcast with Glenn Bill
In preparation for an interview with sales thinker, leader, author Anthony Iannarino I decided to read his amazing sales blog to see what was on his mind. Coincidentally, what was on his mind was...preparation!
I'll admit, I can get lost in the rabbit hole of sales. I can get caught in a stream of productive preparation or what Anthony calls "drifting." Today is a personal reflection on that behavior, what I've done to battle the demons of structure that keep me from actually producing results. And I'll be going through Anthony's latest blog post on preparation, 10 Helpful Prompts To Start Your Sales Week and Gain an Edge.
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It's time for Round 8 of our book club called Whatcha Readin'?. Jeff, Christie and guest hosts get together to deliver fantastic, life-changing, thought provoking book recommendations from renowned and more obscure sales thinkers.
This week we our guest clubber is...
DeJuan Brown! He is a Regional Sales Manager for Bloomberg BNA. Two of his most important life lessons were learned while sliding dirty dinnerware into a plastic tub. He was a 15-year old busboy at a restaurant called "Spinnakers,” where he learned the intrinsic value of selflessness.
Today we're discussing the value of exposing ourselves to different opinions, understanding persuasive writing to understand sales and the difference between metrics and strategy. Come for the book recommendations, stay for the fascinating deep dives into the topics these books tackle.
On today’s podcast...
4:21 - Christie is reading Talking to Strangers by Malcolm Gladwell
12:31 - We all wear our own lenses through which we see the world
18:09 - Dejuan is reading The Copywriter's Handbook: A Step-By-Step Guide To Writing Copy That Sells by Robert Bly
27:00 - Writing the way you want to be perceived.
34:00 - Jeff is reading the Harvard Business review October 2019 edition
35:30 - Are you confusing metrics for strategy?
39:53 - Are we reading enough? Are we reading the right things? Or are we being too hard on ourselves?
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There are times in our lives, times in our personal lives, times in our business lives where we do things with good intentions but sometimes for the wrong reasons. Sometimes we recognize that it's not necessarily a good fit early on, but for whatever reason we continue to push forward and whether or not it ends in a good outcome or a bad outcome or anywhere in between we learn something along the way.
Jeff shares two stories today of listening to gut instinct, losing clients the right way and becoming better for it.
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Knowing what you want your brand, your company to say to the world is one thing. Knowing how to communicate that to the world is another thing. Our guest today helps business owners talk about what they do and how they help people in a way that engages prospects. Emily Griesing is the Co-Owner and Chief Strategy Officer at Bossible, a marketing and business development company that helps people find their inner boss.
When you're the product and the service and the customer service it's difficult to tell people what your special sauce is. It's easy to overwhelm people with statistics and product features and miss the forest through the trees. Are you attracting people or distracting people because you lack public speaking or networking skills?
You know you have the professional intelligence and expertise to help people. Today's show is all about emotional intelligence.
Find out more about Emily and Bossible marketing at itsbossible.com
On today’s podcast…
0:36 - It's like icing in a cake
2:59 - How Emily became an expert messaging translator
6:49 - The key to unlocking someone's professional language
10:26 - Becoming a cheerleader and a voice for your client
13:09 - Everyone has a customer and everyone has a client
21:02 - Getting feedback on your messaging and adjusting it
26:50 - You still have to be rooted in who you are and what your brand means
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Hidden Stories with Jeremy Fulkerson
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Women Your Mother Warned You About
The Get Attitude Podcast with Glenn Bill
Has you entrepreneurial dream turned into a chaotic nightmare of appointments, wasted time, paperwork and stress?
It's not uncommon for first time solopreneurs and small business to quickly become overwhelmed and lose hold of the missions and strategies their companies were founded on. Some are even addicted to the chaos, connecting "busy" with "profitable." Our guest today has lived that life and now she's helping business people untangle the chaos of the startup life.
Nikki Brafman is an entrepreneur, strategist, business coach, speaker and recovering chaos junkie. She's dedicated to giving individuals the tools they need to thrive in life and business.
Today we'll deconstruct the "why" behind the chaos we build into our business plan and return order to our life and bottom line.
On today’s podcast…
1:44 - The power of a designer that can rescue your brand
4:18 - Untangling the chaos of entrepreneurship
7:32 - The questions Nikki asks when an entrepreneur is caught in a chaos cycle
13:42 - Nikki's early work experience created a hero mentality but something key was missing
17:46 - How our "why" gives us clues to how chaotic our dream will be
20:16 - Structuring your work day for maximum efficiency
24:25 - Perception, reality, vulnerability and attraction
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Hidden Stories with Jeremy Fulkerson
Wheelbarrow Profits
Women Your Mother Warned You About
The Get Attitude Podcast with Glenn Bill
Top performers set intentions. It's simple to say, difficult to execute. Growing as a salesperson, business person or entrepreneur means change. Are you changing up your routines? Optimizing your workflows? Re-evaluating your sales processes? In order to change we must set the intention to change. Jeff shares more thoughts on his own growth strategies and what intentions he's setting for the remainder of this year in this Monday Musing.
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We're constantly being told as salespeople that we need to be brand experts, content creators, self-marketing savants. But...what about being a salesperson? For a lot of companies, inbound leads are up but a small percentage of those leads are resulting in sales. Why?
That's the question our guest today is tackling with companies around the world. Luigi Prestinenzi is a Sales Improvement Consultant with Sales IQ Group and Host of the Sales IQ Podcast.
Luigi gets us refueled with fundamental sales principles and strategies that lead us to more personal connections, real business relationships and deals that close. He reveals why he almost quit sales after reaching the highest highs and what that can mean for the future of your career as a sales professional or entrepreneur.
On today’s podcast…
1:00 - We're not live, but we're live
2:14 - Why interactions between people NEED to occur in an offline environment
7:00 - Not forgetting "the buy"
11:40 - Are you a salesperson or a content creator?
15:52 - Leads are up, sales are down. Why?
20:18 - Luigi had the best pipeline in his company...and he almost quit sales
24:12 - The power of a negative attitude
32:00 - Luigi's why is better together
We have a new website. Listen to past episodes and get more from Jeff and Christie!
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Women Your Mother Warned You About
The Get Attitude Podcast with Glenn Bill
In sales, time isn't often on your side. Today's guest, Tibor Shanto, believes it's time to put the focus back on time, our only non-renewable resource.
Tibor is the author of many books among them, Shift!: Harness the Trigger Events That Turn Prospects into Customers, Objection Handling Handbook: A Proactive Prospector's Guide To Overcoming Objections and Execution: Everything Else is Just Talk.
With a focus on metrics and process, he helps clients improve critical aspects of their sales cycle, including aligning to buyer process, remove redundancies to shorten their cycles, increase close ratios, and create double digit growth through the execution of their strategy with through tactical execution.
On this podcast we'll discuss his thoughts on shortening sales cycles, lengthening the amount of time we can spend making sales and being mindful about how we experience the world and treat others.
On today’s podcast…
2:00 - Putting the focus on our only non-renewable sales resource
4:37 - 1,760 hours vs. $1,760 dollars
8:35 - Allocating time vs. managing it
12:46 - Facing the terror of selling
18:02 - Are salespeople looking for guidance....or confidence?
22:42 - Instead of qualifying people we should disqualify people
26:53 - Shortening your sales cycle
30:49 - Mindfulness brings new ideas for new challenges
We have a new website. Listen to past episodes and get more from Jeff and Christie!
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Hidden Stories with Jeremy Fulkerson
Wheelbarrow Profits
Women Your Mother Warned You About
The Get Attitude Podcast with Glenn Bill
Just say, "No,"...if you believe you can.
In order to be successful, you have to do more things that will make you successful. In order to do the things that will make you more successful you have to set boundaries on your time, prioritizing success tasks over your everyday tasks.
Setting boundaries isn't easy. But it's next to impossible if you don't believe in your own success. It's easy to say, "Yes," to activities that won't double your income. How do you find the belief and self-discipline to say, "No?"
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Women Your Mother Warned You About
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Recognize a need, supply a solution. When you boil it all down, that's really what entrepreneurship is all about. Today we're profiling an entrepreneur who is supplying golfers of all income levels with a community where they can play together, play professionally without wiping out the family savings.
Paul Storie is the founder of Open Links Golf Society, an open and inclusive national golf club that's focused on providing golf events to like-minded golfers.
Starting Open Links wasn't easy for Paul. It was a step back financially at first, but ultimately it was an opportunity to fulfill a passion and mission in his life. Paul is open and honest about the struggles of jumping from a secure corporate job into the world of entrepreneurship. He tells us how he fought through those early days when the direct deposits stopped and the revenue-generation hadn't started. If you've ever thought about making "the jump" this is an episode you have to listen to.
On today’s podcast…
1:12 - What on Earth is Paul Storie thinking and what on Earth is he doing?
4:14 - Democratizing the game of golf
10:01 - Great companies solve simple problems
13:20 - What pulled Paul away from the security of the day job?
20:37 - Keeping the fight going when the direct deposits stop
23:04 - Focusing on operation over revenue
We have a new website. Listen to past episodes and get more from Jeff and Christie!
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Hidden Stories with Jeremy Fulkerson
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Women Your Mother Warned You About
The Get Attitude Podcast with Glenn Bill
After a short hiatus, Christie is back for another Motivation Monday. This week, Christie is thinking about assumptions and how many times we can get things wrong in a sales process. You take a cue from a customer, assign meaning to it and assume that means that they are ready for the next step. You are certain the sale is made.
Christie dives into Malcolm Gladwell's new book, Talking to Strangers, for insight aabout how and why human beings get things BIG wrong. Why do we develop certain assumptions, how do those assumptions stand between us and a sale and what the heck can we do about it?
We have a new website. Listen to past episodes and get more from Jeff and Christie!
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Women Your Mother Warned You About
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Liz Heiman's why is rooted in the dreams of entrepreneurs everywhere, dreams of changing the world. But that dream can often turn into a nightmare if they can't sell their idea.
Liz specializes in advising B2B companies increase their revenue through proven, data driven sales strategies. Liz is a catalyst for sales growth.
Don't miss our interview with Liz's sister, Alice Heiman!
Today she will be helping to unpack the mystery of sales and developing a process that begins with understanding who you are and end with understanding what your prospect ACTUALLY wants.
On today’s podcast…
0:46 - Can you hear me now?
2:43 - Sales is like a black box of mystery
7:05 - We have to start with understanding our buyers are people
9:40 - Who you are comes before what you do
12:55- Knowing your customer isn't about knowing your target market
15:54 - Qualifying out rather than qualifying in
21:52 - Startup shiny object syndrome
25:02 - Building a sales roadmap for startups
27:53 - What baffles Liz about startup values
32:42 - Liz's why is a dream
We have a new website. Listen to past episodes and get more from Jeff and Christie!
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Sell or Die
Hidden Stories with Jeremy Fulkerson
Wheelbarrow Profits
Women Your Mother Warned You About
The Get Attitude Podcast with Glenn Bill
Jeff's 40th birthday brings with it a perspective check and a brand new community.
A lot of people see turning 40 as a turning point. Some view it at the end of an era. "I'm over the hill." Jeff is reflecting on all of the expectations he's exceeded to this point but also keeping an eye on all that is left to accomplish.
There is a responsibility to understanding how fortunate you have been at any age. There should be an understanding that any success you have is simply an opportunity to do more. Help more. Live more.
In that vein, Jeff has a very special announcement and opportunity for listeners of this podcast. There's a new sales community based on all of the principles that lay at the foundation of The Why and The Buy and you can apply to be a part of it today.
We have a new website. Listen to past episodes and get more from Jeff and Christie!
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Sales, like most everything, is a process. It's a process that we can think about and strategize around but it's also a process we often complicate. This can be especially dangerous when a non-sales professional is tasked with closing the deal.
Today's guest, Mike Simmons, is an expert in helping people who don't sell...sell. He founded his company, Catalyst Sale, to help founders and CEOs to build sales teams that use technology that works for them. Mike isn't into selling products he's into a sales process that "understands how to connect the right people, at the right time, to help navigate through the noise."
Today we dump the sales puzzle on the table and establish a strategy for putting it back together and keeping it together.
On today’s podcast…
1:00 - Delightfully unrefined Dad jokes
4:00 - Talking to clients like you talk to family
7:09 - Adding layers to your conversation don't necessarily move your sale forward
12:12 - The process before the putt: The steps you can't skip in sales
16:33 - The importance of call planning and what you should plan for
19:46 - Don't work like a washing machine
23:30 - Connecting the client to an experience
28:12 - Getting stuck on the next step of the sale
We have a new website. Listen to past episodes and get more from Jeff and Christie!
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The Get Attitude Podcast with Glenn Bill
All the world is a stage and all the sales you make are based on a story. You tell a story every time you speak to a prospect whether you realize it or not.
Our guest today, Mike Adams, joins us to help make sure we understand the story we're telling and the message we're selling. Mike is the author of the fantastic internationally bestselling book, Seven Stories Every Salesperson Must Tell. He'll share the most important stories we have to execute on to communicate how we can help our prospects and customers truly succeed in their business.
Mike's story spans many countries and many industries and the lessons he's learned along the way will help you make your next sale.
On today’s podcast…
1:18 - Mike's journey from story to selling began with a transfer to Norway
6:25 - The reasons stories work has to do with the way our brain works
11:16 - The definition of what a story is and what it isn't
14:27 - The most important story a salesperson can tell
19:33 - Most sales people don't know how their clients really succeed
25:05 - Stories that go wrong vs. stories that go right
We have a new website. Listen to past episodes and get more from Jeff and Christie!
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What are you paying attention to? Jeff is paying attention to his last two musings and doing some deeper reflections on what we can learn about sales from comedians. He's noticed just how well comedians notice things. Many comics have built entire careers noticing the small absurdities of our universe and revealing them to us. It reveals a universal truth that once understood opens up a universe of possibility. Most people aren't paying attention. This simple truth opens up opportunity to inform and help prospects and gain a competitive advantage over your competition.
We have a new website. Listen to past episodes and get more from Jeff and Christie!
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What's more important top speed or velocity? According to our guest today, Ron Karr, when you're racing for the sale, it's all about velocity baby.
For 36+ years, Ron Karr has excelled at sales and leadership positions, for which he is recognized as the leading "Sales Success Expert" and has appeared as a guest on national TV including FOX , Bloomberg, C-Suite Newtork and others. He is an in-Demand Global Keynote Speaker, and Highly Acclaimed Author of Lead, Sell, or Get Out of the Way.
Today he's here to share his Velocity Mindset which provides sales teams with modern approaches on how to capitalize on more opportunities and walk away with more deals in less time.
Today's episode digs into the nuts and bolts of sales. Why people buy. What part of the buyer's journey you ACTUALLY should get involved with. Why focusing on outcome is the only way to increase your income.
On today’s podcast…
1:43 - NSA's legacy as a global force in speaking
3:46 - The velocity mindset
7:24 - When you focus on the outcome you move the sales process forward
12:34 - Presenting in context and in a customer focused mindset
15:33 - "How?" is a mindful conversation
18:30 - Why you're entering the sales process at the worst possible place
21:57 - The best way to influence an upper manager
24:26 - Ron's why is firmly planted in the customer focused mindset
We have a new website. Listen to past episodes and get more from Jeff and Christie!
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Women Your Mother Warned You About
"You are the average of the five people you spend the most time with." --Jim Rohn
Who are you spending the most time with? Are they successful? Are they a positive influence? If you want success but don't surround yourself with it, it's like wanting water in a desert. That's why we're welcoming back Scott Ingram, host of the Sales Success Stories Podcast and founder of the Sales Success Summit.
Sales conferences should be a great place to network and build relationships that can lead to future success. But too often these conferences are simply okay with existing and don't provide enough value to attendees before and after the conference. Those gaps are the driving force behind the Sales Success Summit and a central part of Scott's "why."
Stay tuned for more information about this powerful event and get a glimpse into the five people that make the most impact on Jeff, Christie and Scott.
On today’s podcast…
0:45 - There's more to podcasting than plugging in a microphone
3:20 - Building a network as an outgoing introvert
9:14 - The wind blows harder at the top of the mountain
12:25 - Conference presentations without the ulterior motive
13:20 - What will be different about this year's Sales Success Summit?
18:55 - Scott is obsessed with providing conference value and help people build relationships
23:43 - Who are in our "Five"
31:09 - Go to Top1summit.com to find out more information about the Sales Success Summit.
We have a new website. Listen to past episodes and get more from Jeff and Christie!
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Last week the band Tool released an album for the first time in 13 years. This isn't an album review, but to Jeff, this band represents progress more than most. They began as a metal act in the early nineties and they've changed into something completely different. This band is very, very much the same, but the music has progressed.
It resembles the journey that anyone engaged with their purpose, their why, goes through over time. How are you progressing? Are you willing to do the things that are necessary to get to where you want to go? Even if you don't know where it is that you're going to end up yet. Do you understand what you want? Do you understand why you do the things that you do?
These are the fundamental questions of change we're addressing on this week's Monday Musing.
We have a new website. Listen to past episodes and get more from Jeff and Christie!
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It's a question that Jeff and Christie ask of each and every guest. It's a question that we hope you've explored as a result of this show. It's a question that forms the basis for our podcast.
"What's your why?"
Jeff and Christie are wrapping up their summer vacation and we have one last look back episode. This is a compilation of some of the best "Why's" in our show's history. If you're interested in hearing the full episodes behind the why, links have been included in the shownotes.
On today’s podcast…
1:23 - Steve Nudelberg
3:27 - Mark the Sales Hunter
4:20 - Phill Keene
6:35 - Amahl Williams
12:24 - Alice Heiman
13:28 - Deb Calvert
15:38 - Kelly Roach
16:51 - SPECIAL: Behind the Scenes of the first episode of The Why and The Buy
We have a new website. Listen to past episodes and get more from Jeff and Christie!
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Women Your Mother Warned You About
Sales doesn't have to be a "four letter word." There is a right way to sell that can grow your business AND your reputation.
Today's guest, Liz Wendling, is here to help us check our sales approach to make sure we love what we do and still close the deal. Liz is the author of five books including Sell Without Selling Your Soul and Everyone Sells Something. She combines a rock-solid sales background with a passion for coaching and the result is a powerful, new way to understand how to sell in today’s crowded marketplace. Her innovative approach will support you in opening doors, closing sales and building relationships.
On today’s podcast…
3:34 - Magnetizing your marketing message
6:18 - The negative mindset around positive sales
10:00 - "Salesy" hypocrisy
13:56 - Sales is business growth
17:54 - Technology is killing your business
20:49 - Is too much social selling a bad thing?
25:27 - Sales is the best job in the world
29:38 - Liz's "why"
We have a new website. Listen to past episodes and get more from Jeff and Christie!
Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.
The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!
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Hidden Stories with Jeremy Fulkerson
Wheelbarrow Profits
Women Your Mother Warned You About
Are you buried in your business books? Are you knee deep in the latest entrepreneurial how-to? It might be time to step outside the purely professional and expose your brain to alternative sources of wisdom.
Jeff shares the value and insight he gets from listening to comedians talking to other comedians. Being a comedian isn't a joke to the comic. It is passion, commitment to craft and a unyielding belief. Sound familiar?
Stay tuned for recommendations that will make you laugh, make you think and maybe even make you money.
We have a new website. Listen to past episodes and get more from Jeff and Christie!
Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.
The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!
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Hidden Stories with Jeremy Fulkerson
Wheelbarrow Profits
Women Your Mother Warned You About
As part of our Thought Leader series we're welcoming Anthony Iannarino, a highly respected international speaker, bestselling author, entrepreneur, and sales leader specializing in the complex business-to-business (B2B) sale. He is also a founder and managing partner of two closely-held, family-owned businesses in the staffing industry, leading both entities in strategic planning while growing sales. Anthony is best known for his work at The Sales Blog, which has helped him gain recognition as a top thought leader in sales strategy.
Throughout his career, Anthony has helped people in a wide variety of industries and markets think through and overcome their biggest business challenges.
This episode originally aired on March 14th, 2018
Learn more about how Anthony Iannarino can help your sales.
On today’s podcast...
3:26 - Adapting to the customer to improve sales performance
5:54 - The future for Anthony Iannarino
8:12 - Disciplines are greater than goals
14:26 - The Lost Art of Closing and the non-linear sales process
18:11 - Avoiding buyer confusion and buyer's remorse
20:54 - Level 4 Value and becoming a trusted advisor
27:54 - Viewing "differentiation" through a new lens
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Jeff and Christie discuss the kind of attitude, mindset and will it takes to be a success with the help of wisdom from Jeffrey Gitomer, Seth Godin and even Dr. Suess.
Attitude lays at the foundation of your why and why people buy. But is our attitude etched at birth or can we change a negative attitude to a positive attitude? How big are factors like perspective, what we consume and who we're with?
Originally Aired January 17th, 2017
On today’s podcast…
2:03 - Gold Book, Yellow Book, let's just call the whole thing attitude.
7:12 - The foundation of attitude is applicable across all industry and all lives
12:00 - The toughest sell with the happiest customers at the end
15:35 - The reason pro athletes have psychologists on their staff
20:48 - How much perspective comes into play with attitude
25:37 - Focus on what you can control
28:38 - Jeff and Christie's second favorite books on attitude
33:42 - Why do we do things the way we do them?
Get your tickets to the 2019 Sales Success Summit
It's unlike any sales conference you've ever been to. The dates are circled on our calendars every year. If you want to learn from and talk to top professionals in sales, then you need to check it out.
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Can you teach me how to close? I need to close more sales. I have a closing problem. I feel like I'm getting the ball really close to the finish line, really close to the goal line and I just can't seem to get it all the way over.
I've got news for you. You don't have a closing problem. There are many potential problems in your sales process. There's no such thing as a sale that closes itself, but when you do things the right way, on time, when you make sure that the next step is facilitated before the current step is over, you find that those sales processes tend to close a lot easier.
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Women Your Mother Warned You About
Gwen Jimmere survived domestic abuse, a grueling divorce, and losing her main sources of income all while raising a child. She not only survived, she thrived. She began Naturalicious as a way to generate income for her and her son Caiden and help women like her take care of their hair, save time and save the Earth. Now Caiden is 8 years old and helping Gwen with a business that is one of the fastest growing hair companies in the world.
Her amazing story of resilience is one that everyone needs to hear but especially anyone that is making that critical decision between their side hustle and their main gig.
On today’s podcast…
1:29 - Gwen's journey begins with a Chris Rock movie, a soda can and hair relaxer
5:38 - Gwen goes all in when she didn't have a lot and the stakes were the highest
12:20 - Gwen achieved the trifecta and established a brand: best product, best service, lowest price
15:53 - Investing in your side hustle
21:40 - What's next for Naturalicious?
24:21 - Gwen lands her dream client by selling hair to a bald guy
29:52 - Gwen's why is rooted in helping other survivors of abuse chase their entrepreneurial dreams
We have a new website. Listen to past episodes and get more from Jeff and Christie!
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Wheelbarrow Profits
Women Your Mother Warned You About
Today we are profiling the inspiring story and mission behind the company Perinatal Access, founded by our guest, Greg Linton.
Greg's mission, his purpose, his why is grounded in using technology to solve a problem for expectant mothers with high risk pregnancies. In these situations, time is of the essence and access to a doctor can be critical for the life of the mother and child. But some of these mothers live in places where a drive to the specialist they need can be 3 or even 4 hours away.
Greg's company is working to bridge that gap using state of the art telemedicine technology. On this episode he will share why he's so devoted to this cause, how difficult it was to start and fund this business and how he plans to take the next steps so that he can help more mothers.
Greg will inspire you to view every customer relationship as a problem worth solving, worth providing care for even if you don't wear a stethoscope.
On today’s podcast…
1:20 - Jeff and Greg go way back to the swamps
3:38 - You don't have to be a physician to provide care for your customers
11:06 - Getting your idea off the ground is thrilling, hard, rewarding, exhausting
16:55 - Creating a brand that is powerfully connected to your company and your own personal story
24:50 - Using technology to solve the healthcare access problem
We have a new website. Listen to past episodes and get more from Jeff and Christie!
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Hidden Stories with Jeremy Fulkerson
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Women Your Mother Warned You About
That feeling when your heart is full, your eyes well up a bit and your stomach feels funny, that feeling of gratitude.
It can hit you at any moment. Last week it hit Jeff at a golf outing with his friends in beautiful Bandon Dunes, Oregon. Gratitude is a feeling that is intricately and inexorably linked to our mental, emotional and business health. Having gratitude is important but recognizing moments where you are experiencing gratitude and sharing that with others is essential.
We're grateful that you tune in each week and that you're sharing a few minutes of musing with us on a Monday.
We have a new website. Listen to past episodes and get more from Jeff and Christie!
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Women Your Mother Warned You About
It's time for Round 2 of our new book club called Whatcha Readin'?. Jeff, Christie and guest hosts get together to deliver fantastic, life-changing, thought provoking book recommendations from renowned and more obscure sales thinkers.
This week's clubber is...
DeJuan Brown! He is a Regional Sales Manager for Bloomberg BNA. Two of his most important life lessons were learned while sliding dirty dinnerware into a plastic tub. He was a 15-year old busboy at a restaurant called "Spinnakers,” where he learned the intrinsic value of selflessness.
On today’s podcast...
0:57 - Jeff has a new toy and it's rockin'
2:34 - DeJuan recommends The Eureka Factor: Aha Moments, Creative Insight, and the Brain by John Kounios and Mark Beeman
5:17 - How do we gain MORE insights as we grow older?
8:50 - Separating things from the normal functionality
14:12 - There's so much more to selling than the sales process
17:08 - Jeff has two sales books to share: The Only Sales Guide You'll Ever Need by Anthony Iannarino and #SalesTruth by Mike Weinberg
21:42 - You don't have to work harder in order to get more done. You just have to work harder on the right things.
24:28 - Christie is listening to a free audiobook The Three Day Effect: How Nature Calms Your Brain by Florence Williams
28:08 - The sense of awe and how to extend it
30:59 - Christie and Rory McIlroy The Greatest Salesman in the World by Og Mandino
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Hidden Stories with Jeremy Fulkerson
Wheelbarrow Profits
Women Your Mother Warned You About
Why do we overtalk ourselves out of relationships, networking opportunities and ultimately sales?
It's easy to blame our own selfishness or narcissism, a focus on ourselves, but oftentimes (maybe even a majority of the time) we overtalk because we're too focused on helping our prospect or customer. But the biggest problem with overtalking is not why we do it or how often we do it but that sometimes we don't realize that we're even doing it.
Today, Christie helps you determine if you're an overtalker and puts the focus back where it belongs, listening. Talk yourself into putting today's show into action. Say less, listen more, bank often.
We have a new website. Listen to past episodes and get more from Jeff and Christie!
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He's one of the biggest fans of the podcast and we're one of his biggest fans. Mark the Sales Hunter is back again with more strategies for your next sales call and insight into the buyer/seller relationship that will hit you like a ton of bricks.
Mark Hunter began his career carrying the bag for three Fortune 200 companies in both sales leadership and marketing positions. During those 15 years, he rose through the organizations to command senior positions, leading hundreds of salespeople.
It was the experience of those corporate positions, combined with the shortcomings he saw in salespeople, that led him to become a sales consultant, speaker and coach. Today, he's travelling the world helping salespeople grow and talking about his two books, , High-Profit Selling: Win the Sale Without Compromising on Price, and High-Profit Prospecting.
Mark wants you to change the way you view the customer relationship and become that person's research and development department. Don't sell to them, work for them! We'll also discuss how networking is more about who you introduce not who you meet and what the new workforce that you might be managing or selling to ACTUALLY values.
On today’s podcast…
2:00 - Being a customer's research and development department
5:38 - We can take of prospects AND existing customers
12:30 - Trust before demo
16:00 - The lost art of introducing people
21:42 - Prospecting versus Professional Growth
25:00 - Millennials and Gen-Z workers and prospects are looking for these two things
30:00 - Never end a relationship without asking this question first
34:40: The right, privilege, honor and respect
We have a new website. Listen to past episodes and get more from Jeff and Christie!
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Wheelbarrow Profits
Women Your Mother Warned You About
There are several schools of thought on how to achieve a better work/life balance. Some of those schools ask us to actively slow down, downshift and keep working at a lower level focus while spending time with those we love. These always-on theories of work come with all sorts of unintended consequences.
If you're working with the proper focus, boundaries and purpose do you need to downshift? Or can you achieve what you want to achieve in your work and have the ability to completely stop and spend quality time with family and friends?
Jeff explores these questions in the context of his own life in this edition of Monday Musing.
We have a new website. Listen to past episodes and get more from Jeff and Christie!
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Women Your Mother Warned You About
Andrea Waltz loves to hear people tell her, "No." She believes that getting a no from a prospect or customer can be a first, middle or last step to a sale if you're paying attention.
Andrea teaches business owners, entrepreneurs and salespeople at every level of experience how to reprogram the way they think about failure, rejection, and hearing the word, no to get better results. I believe this is the single biggest factor that keeps most people from achieving the lives and careers of their dreams.
She is the co-author of the best-selling book, Go for No! Yes is the Destination, No is How You Get There.
The philosophy of "Go for No" was developed in the battle scarred trenches of the American shopping mall where both Andrea and her partner Richard Fenton got their start and where "no's" fly like bullets in a war zone.
In that environment and a lot of others in sales, the fear of rejection is real and it can make or break sales careers. Andrea has dedicated her life to helping people not only lose the fear of hearing no, but actually desiring it.
Today she'll share what different kinds of "no's" mean, how to recognize them and convert them into a "yes." Plus she gives a "why" that absolutely stuns Jeff and Christie.
On today’s podcast…
2:23 - Most people in sales like soft landings
4:15 - Andrea's very bizarre job description and how she became an expert in "no"
9:17 - Presenting "The Failure Model" to an audience
15:40 - Understanding the patterns of "no"
18:30 - There's nothing wrong with "a really good no"
22:47 - The factors that determine whether a no is a real no
28:17 - How no's can fill your pipeline
We have a new website. Listen to past episodes and get more from Jeff and Christie!
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The challenges of having
Christie took a role in January managing several global accounts along with a team of people within her organization. I have several accounts that I work with at at varying degrees and I've noticed a couple of trends that have bubbled to the top on those that are successful and those that are still struggling.
So when I think about those accounts that are most successful within our organization, there are some common factors. The first is that we've taken a hard look on whether or not this is actually the right account, meaning that just because you have a lot of business with an account might not mean that you are able to develop a growth strategy within that account. Do you understand what's possible? Are you deep enough in that organization to really evaluate whether or not this account can grow for you or not? And let's face it, if it is not a gross accounts, they may be a phenomenal customer for you, but you wouldn't want to assign a key account team to try and grow that account if it's not possible.
We have a new website. Listen to past episodes and get more from Jeff and Christie!
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Why does uncertainty always have to be viewed negatively?
That's what is on the mind of today's fantastic guest, Meridith Elliott Powell, business growth expert and keynote speaker. She says uncertainty is "change on steroids" and it's naturally scary BUT embracing uncertainty can unlock new levels of your business.
Success in your business is all about finding opportunities and opportunities blossom in moments of uncertainty. Today, Meridith will give us simple, common sense, actionable strategies to understand, adapt to and take advantage of uncertainty in any marketplace. It's all about re-framing the way you think about change that is natural in every stage of our new economy.
On today's podcast...
:57 - Jeff has learned a lot about sales from stand-up comedy
3:35 - What's so bad about uncertainty?
7:00 - Finding the hole
10:58 - The five words you need to write down right now to deal with the uncertainty in your business
14:29 - Understanding the "why" of a different economy
18:44 - Becoming "radically focused"
22:38 - Ego is The Enemy by Ryan Holiday
26:43 - Where can people go to find out trends in their industry?
30:45 - Meridith's "Why"
More about Meredith
Voted one of the Top 15 Business Growth Experts to Watch by Currency Fair, business growth expert Meridith Elliott Powell is an award-winning author, keynote speaker and business strategist. With a background in corporate sales and leadership, her career expands over several industries including banking, healthcare, and finance. Meridith worked her way up from an entry-level position to earn her seat at the C-Suite table. Meridith is a Certified Speaking Professional ©, a designation held by less than twelve percent of professional speakers. She is also a member of the prestigious Forbes Coaching Council.
We have a new website. Listen to past episodes and get more from Jeff and Christie!
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Women Your Mother Warned You About
The great Jim Rohn once said, "You are the average of the five people you hang out with most." Who are your five? Who are your people?
Being conscious about the environment you make for yourself extends beyond the feng shui of your desk. The people you surround yourself often affect what you do with your time and what you do with your time often influences how productive, creative and ultimately how successful you are.
Today Jeff discusses his people and how they have helped him become what he is today...and what he isn't.
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Wheelbarrow Profits
Women Your Mother Warned You About
Are you developing a plan to make your next 10 sales? Have you developed a strategy to improve your prospecting? Is there a difference in those two things and if so, which should come first?
The debate is ON today on The Why and The Buy! Christie and Jeff debate the merits, differences, and semantics around developing a sales execution plan.
PLUS! Christie gives some insight, based on her current experience, with planning as part of a team and how to best manage yourself within that plan to avoid falling into an accountability trap.
Every sale is a plan and strategy realized...but which comes first? Get ready for some healthy debate between your two favorite podcast hosts.
On today’s podcast…
0:43 - Just because there is a "no-show" doesn't mean there can be no show.
1:52 - Account strategy vs. account planning
6:40 - Accounts are like ogres and onions
9:45 - Can strategy and planning happen at the same time?
11:30 - Approaching new business opportunities with current customers as NEW business
13:15 - Planning as a part of a team
17:00 - Strategy and planning applied to golf
19:41 - Jeff proposes a third step: execution
23:42 - The danger of taking on too much accountability
We have a new website. Listen to past episodes and get more from Jeff and Christie!
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Hidden Stories with Jeremy Fulkerson
Wheelbarrow Profits
Women Your Mother Warned You About
Summer is here and vacation is on Christie's mind. Are you able to disconnect and unplug from your world even for just a few days? It's very difficult and we're pressured from all angles to always be available to our customers and our prospects. But how is that extended pressure affecting our ability to be present and focused day to day?
Vacation is more than rest. Exploring new places and participating in new activities open up your mind to creative ways to approach problems you have in your every day sales life.
Today, Christie will share 3 benefits to setting your work down, turning your notifications off and getting your vacation on.
We have a new website. Listen to past episodes and get more from Jeff and Christie!
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Wheelbarrow Profits
Women Your Mother Warned You About
The truth hurts but not paying attention to #SalesTruth can hurt your bank account.
Today we're talking to Mike Weinberg author of #SalesTruth: Debunk the Myths. Apply Powerful Principles. Win More New Sales. which is out TODAY.
Mike Weinberg is blunt, raw, honest and isn't afraid to say what needs to be said to help you make your next sale. In this episode we'll discuss what separates the sales-wimpy from the sales-strong, how to build effective and lasting customer relationships using fundamental sales strategies and why Kylie Jenner's instagram has NOTHING to do with your next commission check.
On today’s podcast…
1:50 - Jeff and Christie review Mike's upcoming book #SalesTruth
3:48 - "I think everything gets in the way of executing fundamentals."
8:43 - Jeff and Mike help a salesperson win a deal by pushing back
11:30 - Part of the selling process is keeping your client from getting into trouble in the process
15:10 - A challenge to the wimpy salesperson
19:40 - "We have got to act like professional sellers. We have to own our process. We need to do better discovery. We have to be able to articulate the value of what we bring."
22:30 - The best salespeople do these two things...
25:37 - Mike tells real stories about real salespeople.
28:52 - Kylie Jenner's success doesn't have anything to do with your success
31:18 - Mike uses Michael Wyatt's book to set his calendar and his routine
34:06 - When Jeff Bajorek realized he could be good at selling
37:11 - Mike longs for the selling days of yore
We have a new website. Listen to past episodes and get more from Jeff and Christie!
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Women Your Mother Warned You About
Jeff has the inside story on one of the greatest basketball players to ever play in the NBA who says that playing against him wasn't fair. You weren't playing him one on one...you were playing him three on one. A powerful story of family, purpose, mindset and playing hoops is the subject of this week's amazing Monday Musing.
Plus, Jeff talks to you about why talking things out, even to yourself, is an underutilized but powerful tool.
We have a new website. Listen to past episodes and get more from Jeff and Christie!
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Wheelbarrow Profits
Women Your Mother Warned You About
It's time for Round 6 of our irreverent book club Whatcha Readin'?. Jeff, Christie and guest hosts get together to deliver fantastic, life-changing, thought provoking book recommendations from renowned and more obscure sales thinkers.
This week we have 2 guest clubbers!
Camille Clemens is a Ph.D and Licensed Clinical Psychologist for the US Department of Veteran's Affairs.
James Christman is an account executive for Teradata in San Diego. He is helping companies rise above today's analytics landscape and invest in answers.
On today’s podcast...
1:21 - Our irreverent book club format
3:22 - Oprah SuperSoul Conversations featuring Dr. Brene Brown and the anatomy of trust.
4:56 - The 7 Letters to Building Trust: Braving
13:13 - Your boundaries underscore your commitment to a customer
15:38 - How did I get here? Who am I and maybe more importantly who do I want to be?
19:53 - Why are we salespeople?
22:56 - Why this show remains free
26:53 - Camille recommends the podcast If Disney Ran Your Life with Jeff Hill and Jody Mayberry
27:32 - Is the "why" really in the journey?
30:00 - The biggest mistake you can make is thinking you have it figured out
33:15 - "When did you hear 'no', and if you didn't hear 'no', then how did you know that you couldn't have sold more?"
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Wheelbarrow Profits
Women Your Mother Warned You About
Think about all the sales books you've ever read. It's probably not a stretch to assume that 90 to 100 percent of them dealt in some way with getting to the word "yes" with your prospect.
Recently, Jeff and Christie interviewed Andrea Waltz co-author of a book called "Go for No." She focuses her attention on helping sales people find a different perspective on the word no.
That has Christie thinking about that simple two-letter word. What does it mean when you get a "no?" Can it be a positive, necessary experience on the road to "yes?" The opportunity of "no" is only a phone call away this week on Monday Musing.
We have a new website. Listen to past episodes and get more from Jeff and Christie!
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Women Your Mother Warned You About
Liz Wendling is back and she has a message. Watch your mouth! We're not talking the seven words you can't say on TV, Liz wants you to get out of the patterns of the typical boring, generic, predictable, overused language, words and phrases.
It's time to stop blaming the client, start making the changes in our technique that will lead to real relationships and drop more "F-Bombs"...follow-ups that is.
Liz is the author of five books including Sell Without Selling Your Soul and Everyone Sells Something. She combines a rock-solid sales background with a passion for coaching and the result is a powerful, new way to understand how to sell in today’s crowded marketplace. Her innovative approach will support you in opening doors, closing sales and building relationships.
Liz is a much sought after business consultant, sales expert and emotional intelligence coach. She is straightforward, practical, and sassy and helps professionals innovate, modernize and master their sales approach, language, and process. Because what worked reasonably well a decade ago is now miserably outdated and inadequate.
On today’s podcast…
1:28 - Watch your mouth!
6:27 - If you do the predictable thing, so will your prospect
10:18 - How to replace the word "love" in your conversations
16:27 - The "F-word" follow-up
20:21 - Is it the client's fault?
24:35 - How many sales are left on the table because you are taking ineffective action?
29:00 - Liz's why is all about stepping on the gas
We have a new website. Listen to past episodes and get more from Jeff and Christie!
Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.
The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!
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Hidden Stories with Jeremy Fulkerson
Wheelbarrow Profits
Women Your Mother Warned You About
Boundaries. Ever heard of them? How strong are yours? When is enough enough? When is it enough from a customer? When do you decide that the customer isn't right? That you need to stand up for yourself? What is the boundary that you set for yourself? When is enough...enough? This message isn't only for the entrepreneur or the business owner this is for the sales manager and the territory manager and the person deciding how many cold calls to make in a day. Let's talk about boundaries and how they can help you make more income.
Email Jeff at jb@jeffbajorek.com for a free copy of his new white paper, You Don't Have a Closing Problem. Jeff identifies 16 problems that keep us from the close and how to solve them.
We have a new website. Listen to past episodes and get more from Jeff and Christie!
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The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!
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Women Your Mother Warned You About
Phill Keene of the #RealSalesTalk Podcast makes a return trip to The Why and The Buy to discuss solutions to problems that salespeople face every day with prospects including cold calling, objections follow up, relationship building and more.
Over the past ten months Phill has built a sales machine and led his team to huge growth at Renaissance Electronic Services. We dig deep to find out what steps Phill took to create the turnaround and how anyone can apply it to create their own success.
PLUS, Phill loves helping people solve big problems, but what happens when a prospect who loves the solution comes back with "I don't have time for that"?
On today’s podcast…
2:05 - What's led to Phill's sales team growth over the past ten months?
5:57 - Every single call, every single conversation is structured fundamentally the same
8:50 - The historical epidemic of account executives
16:00 - Understanding the basic necessity of life and sales
20:00 - The dummy curve
25:00 - Overcoming the "I don't have time for that" objection
28:00 - One of Phill's favorite quotes in sales helps him overcomes objections
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For the next few weeks Christie is experimenting with Atomic Habits based on the book by James Clear.
Atomic habits are incredibly small but have a massive impact when repeated hundreds and hundreds of times. So the concept here is not to conquer the world in your habit, but to find that little something that is so easy to accomplish that your mind can't talk you out of it.
Christie discusses the first atomic habit she has chosen to develop and the challenges she is already facing. Will you join Christie on her journey?
PLUS! The 3 R's of creating habits and how cues play a large part in establishing and keeping atomic habits.
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Everyone loves a comeback story. But behind the comeback is a grueling journey that is full of just as many (if not more) failures as successes. Sounds a lot like like sales, huh?
Our guest today is Olympic athlete Katherine Adamek. In 2010 Katherine won a silver and bronze medal in speed skating at the Vancouver Olympic Games. But instead of celebrating and preparing for the next Olympic games she had to have three hip surgeries and years of rehab. In this episode we discuss how she trained for gold, prepared her comeback and maintained the resilience to maintain a life of success after her Olympic dreams came and went.
Today, Katherine is using her decades of experience as a world class coach and athlete to teach the mental, physical, and nutritional skills necessary to improve performance.
Katherine believes that simple skills like communication and body language are essential to getting the most out of coaching. Better coaching leads to faster improvement. Faster improvement leads to a new level of performance.
On today’s podcast…
3:30 - From Olympic success to what's next...at 21 years old
7:00 - Life has become my new sport
11:31 - One of Katherine's greatest motivating factors during her comeback
14:41 - Pulling yourself out of the slump
18:07 - A focus on results will create frustration, a focus on process will create results
21:15 - What we can and cannot influence
25:00 - Once you can recognize that you've fallen into a default thought pattern that's not serving you right now, you can step out of it.
29:40 - Atomic Habits by James Clear
32:17 - We've trained our brains to be stressed
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This week is all about habits, the good ones, the not so good ones, and the ones we'd love to create. Christie has just finished reading a book called Atomic Habits by James Clear. The basic premise is that the biggest change can come from the smallest habit repeated hundreds and hundreds of time. You ultimately reach a level of proficiency and eventually mastery by simply doing certain things consistently every single day.
How good are you at forming habits? What are some ways that we can all commit to habits that will make us great and stick with them?
Let's get out the microscopes and break it down to the atomic level on this week's Monday Musing
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It's another episode of Whatcha Readin'? Jeff, Christie and DeJuan Brown, Sr. Director, Enterprise Sales for Seismic Software talk about what books they are reading right now: A Company of One, A Course Called Scotland, Radical Candor, Gap Selling, I Said This, You Heard That, and then the big finale, A More Beautiful Question.
On today’s podcast…
5:55 - Visit jeffbajorek.com/chosenvision for more information on Jeff's upcoming charity event.
7:21 - Jeff's book recommendation is A Company of One by Paul Jarvis. Jeff discusses his struggles with how much to grow his business and what that growth is actually doing. When do you stop and say no in order keep your work/life balance? It makes you think about and declare what's really important.
10:35 - Being an avid golfer, Jeff's 2nd recommendation is A Course Called Scotland by Tom Coyne. Tom is searching for the secret of the game, playing 107 links courses in 56 days in Scotland, the oldest land of golf. He draws parallels between the game of golf and the game of life that we're all playing.
16:18 - Christie re-endorses a couple books from a few episodes ago - Radical Candor by Kim Scott and Gap Selling by Keenan.
18:24 - The book she is diving into deeper is called, I Said This, You Heard That, by Kathleen Edelman and is actually a workbook. This is about how people need to focus in on the words that they say and how our words impact others.
23:12 - DeJuan talks about personality testing/Enneagrams that he's been focused on lately and how it's helped him to understand the negative aspects of the way he communicates with people and the negative ways in which he hears certain things.
28:13 - Being curious about curiosity, DeJuan recommends A More Beautiful Question by Warren Berger. Why is it that after you're 4-5 years old you go from asking 390 questions/day to hardly any and how does that lack of questioning impact your personal life and your business life? Why vs. why not?
35:56 - Asking a question goes from an exercise in curiosity to an exercise in bravery and courage. How can we change that?
38:05 - People don't have a safe place to feel ignorant.
42:38 - The beautiful questions are Why? Why Not? What If? and How?
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How's your home warranty? No, not the thing that you buy in case all of your appliances fall apart after buying a home. How is your warranty at home? How well do you keep the promises that you make after you come home from work? Are they aligned with the promises that you make AT work?
Today, Jeff muses on the conflicts that success creates and the sacrifices and trade offs we all make in the name of balance.
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It's a special "On the Road" edition of the podcast this week. Live from the 2019 Outbound Conference in Atlanta, Georgia, Jeff And Christie sit down with Larry Levine and Darrell Amy of the Selling from the Heart Podcast. These 4 sales and personal development powerhouses discuss what they've learned at OutBound, the importance of selling basics, selling practice habits and what they will take home with them and implement from what turned out to be an idea-filled gathering in Atlanta.
Jeff and Christie were also on the Selling from the Heart Podcast, you can listen to that episode here.
On today’s podcast…
04:04 - What happens when you execute the fundamentals well?
05:58 - Larry talks to pro baseball players about practice.
08:56 - Social Selling is the reinforcement of connection
11:19 - Who are the best people to practice with?
13:30 - We all have the same problems.
15:49 - Sales is a beating.
19:27 - Jeff talks about his "mastermind group."
22:00 - The differences in sharing with your coach vs. with your manager
24:39 - The importance of finding a really good coach and investing in yourself.
28:42 - What are Larry and Darrell going to implement as a result of the OutBound Conference
29:32 - Check out Jeff's fundraising campaign. Go to www.jeffbajorek.com/chosenvision
31:49 - Larry's first take-away to implement.
34:22 - Write down 10 things that you do that bring value for people.
36:25 - What's your value statement?
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Jeff brings a message from the Outbound Sales Conference in Atlanta that a lot of people need right now: You know what to do.
You've got everything you need in order to succeed right in front of you. You don't need another book, another tool. You don't need another app. You don't need a bigger tech stack. You need to sit. You need to stop. You need to think about your value proposition. You need to think about what your goal is and what you need to accomplish, and then you need to set aside the time to do the important things that will get you where you need to go.
More takeaways from Outbound inside and a preview of Wednesday's amazing interview with Selling From the Heart.
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We're taking a look (listen?) back at one of our favorite guests SDR wizard, expert, superstar Morgan J. Ingram. In this episode, we discussed the role of SDR, the advantages to starting your career there and the pitfalls that people who become SDRs and the people who manage SDRs make.
Fast forward to today and Morgan is the Director of Execution and Evolution at JBarrows Sales Training, focusing on delivering to sales development teams to enhance their skill sets and performance. He is also a motivational speaker who has been nominated for TEDxSBY and TEDxUGA.
Morgan's mission now is to liberate others from their negative thoughts to turn them into positive thoughts by using motivation and social media. Through his speeches Morgan teaches students and his audience how to remove negative thoughts from their head and to cleanse their environment to unlock their potential to strive for excellence as a scholar.
This is a Why and The Buy classic episode. Occasionally we reach back into the archives and pull out something you may not have had the chance to hear. If you have, listen again, repetition is the mother of mastery.
{Original Airdate: April 19th 2017}
On today’s podcast…
4:27 - What's the hardest part of being an SDR?
8:30 - What can I do at 5:00am and 8:00pm?
11:09 - Morgan lives his advice and documents his journey
14:29 - The four levels of motivation
18:42 - What does an SDR superstar read?
23:16 - You go through things, you learn from it and you have to execute.
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When confidence and curiosity come together in perfect harmony it can often lead to a sale. But when one or both is out of balance it can be very dangerous not only to your sale but your reputation.
Powerful curiosity and powerful questions can be important in a discussion with a customer. But there is a point where you have to say, okay, I think we have a, we have enough information to move forward with the next phase of recommendations. If you're not careful, confidence can come across in a way that really undermines your value to the customer because they're afraid that you would pull the trigger on a recommendation before you really had all the facts.
Listen and find out more about how to keep these two powerful tools in check so that you can keep cashing checks.
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On today's episode, Keenan in back in the house, and we're talking about his book, Gap Selling, which focuses on the middle ground between Point A and Point B in the selling process. Sales people tend to focus so much on their product that they forget the "consultative' area in between.
{Heads up: Keenan is raw and real, which means this episode will contain some language we normally don't have on the pod. Earmuffs!}
In a problem-centric world, salespeople are still leading the process with the product. The absolute core of selling is change and buying a new product is just one part of the process of making the transition.
Keenan's book tells us how selling to the problem not the product will land you your next big deal.
On today’s podcast…
02:44 - Pretend you don't have a product
05:53 - One of the 9 truth bombs of selling
07:09 - What's the very first thing you do when you want a change?
08:59 - Keenan's first step with a new customer
11:33 - The impact of the problems
12:18 - You may can find the problem but can you solve the problem?
15:36 - "Problem" training is all you need
19:24 - Addressing the cultural problems
25:05 - How do you get insights from your customers?
27:46 - Credibility over like-ability
30:31 - PIC - the Problem Identification Chart
35:02 - What's next for Keenan?
37:21 - Keenan's "Why"?
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Today, I want to challenge you to think about things a little bit differently. I want you to ask yourself if you're really putting your heart into your work, if you're really putting in your best effort or if you're just going through the motions.
A recent trip with my son to his martial arts class illuminated the difference between true commitment and going through the motions even if you're just punching the air.
What kind of "motions" do we go through as salespeople? What grooves do we settle into that keep us from reaching our full potential?
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If you make between $40k and $90k annually then Universal Basic Income is... your friend? What?? In this episode, we talk to the man who said this and has much more to say about the future of work in America.
Our friend Amahl Williams, robotics, IT and AI expert, is here with us today to provide context and clarity on a subject that is being given more weight and discussion every year. How will artificial intelligence change how we work and more importantly "who" works in the future.
We see the Youtube videos from Boston Dynamics and the episodes of Black Mirror, how much of this future is real? How much of it is already here? Amahl shares with us his thoughts on how companies can utilize A.I. responsibly.
He'll also give us his recommendations for what companies and individuals can do, in the short term, to prepare for the future of work. His hope is to make the world a little bit of a better place and you can feel his passion for the impact that it has on our society as a whole.
On today’s podcast…
04:05 - Automation enables vacation
07:24 - Amahl talks about what is a reasonable social contract in the future of work.
09:37 - A percentage of your overhead is going to be digital
10:40 - What are the things that you are seeing replaced right away?
14:46 - Can your environment handle robotic speeds?
17:56 - More women than men are ushering in the future of a digital workforce
21:41 - What's most important for future college students to learn?
25:00 - What age group is considered the most illiterate?
30:03 - Does the R.O.I from college still make sense?
31:25 - What % of the workforce is expected to be displaced before 2025?
36:14 - Guess who would benefit the most from re-scaling and automation?
40:27 - What jobs will be the most important in a digital world?
44:32 - What is Ahmal's "Why"?
47:21 - Replacing Red Bull with Happy Hour
49:00 - More about Wonderbotz.com
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Did you know that the average four-year-old asks just over 300 questions a day? Now for those of you with young children, that's probably not a surprise because they walk around questioning everything. Everything is so interesting to them.
I wonder, though, what's the average number of questions that a 40-year-old asks or a 50-year-old asks on a daily basis? Have we gotten to a point where we kind of just know it all or think we do? Curiosity is defined as a strong desire to know or learn something. Synonyms include inquisitiveness and interest. These are all words that we are proud of in our society and I think many of you might even have described yourself in that way in the past, but how often does that translate into questioning to truly understand?
Let's take a deep curious dive into curiosity in this week's Monday Musing.
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Good companies grow. And as companies grow, they feel the need to specialize. As companies specialize, sometimes those specializations turn into silos and silos turn into lack of communication and then stuff breaks.
Today's guest, Richard Broo, is trying to disrupt the cycle that can lead companies big and small down a path away from what the customer wants and towards bankruptcy. Richard is a Project Management Professional (PMP) but really he is a problem solver, turn-around expert, growth creator and productivity agent. He can spot the inefficiencies and blind spots in businesses in any industry and help clear the blockages that are keeping profit away.
Richard and Jeff discuss the difficulty of new product launches, the keys to proper project management and the eternal disconnect between frontline sales professionals and the backend of product development.
Find out more about Richard and how he can help your business here.
On today’s podcast…
1:30 - The backend drives the front end
4:03 - The biggest thing missing in failed new product launches
8:40 - How to avoid the pitfalls of specialization
14:23 - Explaining new tricks to old dogs
18:30 - "When you focus on the end result, it does not necessarily drive a good process. But a good process will always drive a good result.
22:59 - Creating a sustainable culture of achievement
25:47 - The state that is leading the way in industry diversity and efficiency
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What is the biggest reason that your customers buy from you? What are several reasons, any reasons why your best customers buy from you? You've heard me ask that before. It's important for you to know because it gives you the language to speak to other customers who could be your best customers. There's nothing quite like getting the language to find new customers from the ones who are already really good customers. BUT...that goes without saying and it goes without saying because you've heard me say that before. I want to take a different spin on that today.
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Price increases. Even reading those words can send a shiver down the spine of the most talented salesperson. The idea of having to renegotiate a contract with a customer can be stressful, doubly so if there is a price increase involved.
Today Jeff and Christie are discussing the knowledge you need and the strategies you can employ to both understand and negotiate your next price increase. Clue: It is not the end of a sale, if you have already started a relationship.
On today’s podcast…
1:29 - The downside of "guts"
2:29 - "As much as salespeople like making money...most salespeople don't like talking about money."
4:25 - Dealing with price negotiation as an account manager: the things you MUST think about
9:04 - The reality of your relationships with your customer
12:00 - You have to understand why your company's raising rates in the first place.
18:20 - Send your questions to thewhyandthebuy@gmail.com
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Where do you get inspiration? I had the incredible opportunity last week to a experience two moments where I really was inspired. I attended my first national sales meeting with Convergint Technologies, what we call our Convergint Nation meeting. That experience was a wonderful display of corporate values, which seems kind of odd when you think about a national sales meeting. That there would be an organization that was focused on reinforcing the values, but that is the incredible power of this particular company. I've talked about servant leadership with regards to this organization in the past, but the national sales meeting was really about how do we continue to invest in inspire our colleagues.
Listen to find out Christie's second moment of inspiration and how you can get inspired each and every day to be better.
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It's been a while but Christie and Jeff are back together again to discuss what is going on in their sale world. A lot has changed in each of their lives and today is all about discussing how those changes have affected their thoughts on sales and personal development.
If you've been following the Monday Musings you will have an idea of what will be discussed but this episode goes deeper into the why behind Jeff and Christie's buy.
On today’s podcast…
1:36 - Christie is energized in a way she hasn't been energized before after a career change
4:11 - Making connections with people on a personal, professional AND podcast level
8:20 - The thing that's missing sometimes is luck
12:39 - The benefits and challenges of a servant leadership focused organization
16:47 - Are Jeff and Christie tag teaming on a new coaching venture?
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Today Jeff is discussing how whiskey has helped his business in ways that he didn't think it ever would. This isn't about drinking, it's about thinking...how things that you experience in your life give insights into how people sell and why people buy.
"First, I've learned a lot about selling through whiskey, not as a social lubricant, but I've gone to tastings before where the brand ambassador is given a presentation and telling stories and is really, really engaging in you. You get thirsty listening. That is selling and that kind of passion translates into any kind of business."
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It's time for Round 4 of our new book club called Whatcha Readin'?. Jeff, Christie and guest hosts get together to deliver fantastic, life-changing, thought-provoking book recommendations from renowned thought leaders, obscure sales thinkers and today, podcasts and comedians.
If you missed our last edition listen here.
This week our guest is...
James Christman is an account executive for Teradata in San Diego. He is helping companies rise above today's analytics landscape and invest in answers.
On today’s podcast...
6:00 - Jeff gives his thoughts on a book DeJuan Brown recommended in Whatcha Readin' #3, Radical Candor
7:42 - Sleepwalk With Me by Mike Birbiglia
9:30 - The Longevity Diet by Valter Longo
12:52 - The word that James keeps putting in his slide presentation that helps him rock each year
16:00 - Dare to Lead by Brené Brown
19:11 - How to have anxious conversations
23:34 - Boundary setting as a leader
26:44 - James reviews a podcast episode from the show, Hidden Brain
28:38 - How do you close one chapter and open another?
32:40 - Noise increases when you don't know which way to go
36:26 - When closing a deal is actually a sad experience
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How often are your presentations repeating themselves? How much research are you doing in advance of the meeting? Do you have your clarifying questions laid out so that you can get the customer talking and take the spotlight off of yourself even in a demo scenario?
If you treat every customer like a repeat customer you could be in danger of not making that crucial initial connection. Listen to today's Monday Musing and learn strategies for keeping every customer meeting fresh and fruitful.
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Our guest today says that despite what you've heard from sales trainers, managers and gurus...you STILL know more than the buyer does about your field...well...at least you SHOULD.
Lee B. Salz is the Founder and CEO of Sales Architects a leading sales management strategist specializing in building sales processes in companies. He has helped hundreds of companies, in various industries and sizes, create marketplace disruption – leading to explosive, profitable growth. Lee challenges executives to blast through the artificial barriers that impede their success. He is an entrepreneur, results-driven consultant and dynamic keynote speaker.
Lee joins us to discuss differentiating yourself from your competition by become the absolute go-to expert in your field. Lee's mission today is to help prevent you and your product from becoming just another piece of toilet paper.
On today’s podcast…
2:00 - "I got pregnant with the idea as a teenager, but it wasn't until now that I really had crystallized and knew exactly how I wanted to describe this sales differentiation philosophy"
5:50 - The absolute worst day in any salesperson's life
Sales
10:16 - Sales managers, executives, speakers, sales trainers and sales consultants have been doing a disservice for the last several years
14:00 - No one likes to be lectured
17:57 - How to add 20% to your family's bottom line
22:00 - Transferring the passion you have for your product to the other side of the desk
25:44 - Disrupting age-old solutions
30:30 - How expertise STILL sells
35:24 - The artificial obstacles we create in sales
39:00 - The why behind Lee's sales differentiation philosophy
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This episode is not rated "E" but we are talking about being explicit. More specifically, being specific about the next step in your sales process.
James Muir, former guest and author of one of the best sales books you'll ever read, The Perfect Close. The perfect close comes down to a couple of questions. The first question is, "I think this next step makes sense. Does it make sense for you to move forward with that?" If yes, then boom, you're good, consider that advance closed. If not, then the follow up question is, "What makes sense to you?"
It's such a simple way to move the sales process forward. The key is understanding what that next step is. Here's the problem. It's only simple if you know what that next step is. Jeff discusses what some of those next steps could be, should be in this week's Musing.
Get more from Jeff's brain. Visit jeffbajorek.com today.
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Ever found yourself in the middle of a tough sales negotiation and realize you don't have all the answers you need to seal the deal?
Tom Williams and Tom Saine's new book, The Seller's Challenge, identifies 10 of the most frequently cited deal-killing obstacles sellers encounter. It will be your toolkit to get you through those times when you say, "What do I do now?"
B2B, B2C, one time deals and large complex sales. Each sale presents its own set of challenges and we’ll be discussing how to overcome them and build buyer/seller consensus.
On today’s podcast…
2:14 - Christie takes on a new project, and our guests' book, The Seller's Challenge, has been a big part of it.
4:14 - What brings two Toms together and write a bestselling sales book?
7:13 - What compelled you to write this book?
11:19 - How was having both seller and buyer experience helpful in writing the book?
16:06 - Reads like a roadmap for B2B sellers.
17:34 - How do you map out a large customer, large complex sale?
19:49 - Consensus is almost impossible.
21:33 - What are all the questions we don't have answers for? What is it that you can actually negotiate?
25:03 - Negotiation is easier when you know what tools are in the toolkit.
30:59 - How do you dissect all of the options?
35:54 - The 2 Toms tell their whys.
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"Okay...I will admit it I am a reformed 'know it all.'"
Christie begins this week's Monday Musing with a vulnerable admission of something that virtually all salespeople have been guilty of at one point or another.
We feel like we need more training, more certifications, more degrees, more, more, more to showcase our knowledge.
But let's face it, we're salespeople. We help other people get what they need and what they want. So it's not necessarily about our knowledge. How can we suppress the urge to know it all and get to know our customers and prospects more?
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Jeff, Christie and guests are back for Round 3 of the Whatcha Readin'? book club. They get together to deliver fantastic, life-changing, thought provoking book recommendations from renowned and more obscure sales thinkers.
If you missed our last edition roll back to Episode 182!
This week we have 3 guest clubbers!
DeJuan Brown is a Regional Sales Manager for Bloomberg BNA. Two of his most important life lessons were learned while sliding dirty dinnerware into a plastic tub. He was a 15-year old busboy at a restaurant called "Spinnakers,” where he learned the intrinsic value of selflessness.
James Christman is an account executive for Teradata in San Diego. He is helping companies rise above today's analytics landscape and invest in answers.
Camille Clemens is a Ph.D and Licensed Clinical Psychologist for the US Department of Veteran's Affairs.
On today’s podcast...
03:00 - DeJuan's pick: Radical Candor by Kim Scott
07:05 - Advice Kim Scott got from Sheryl Sandberg
10:12 - Jeff's pick: The Shift by Kimberly White
16:26 - Camille's pick: The Alchemist by Paulo Coelho.
20:24 - Camille's 2nd choice: Sense of Style by Steven Pinker.
22:58 - Christy's pick: Daniel Pink's When, the Scientific Secrets to Perfect Timing.
34:36 - James' pick: The Prince by Niccolo Machiavelli
38:45 - Comparing Radical Candor and The Prince
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You know you need to touch base. You know you need to do something to follow up. Right? But how often should you touch base? How do you avoid the prospect viewing you as a pest?
The answer is cryptic but simple. If you don't want to be a pest, then don't be a pest. Jeff explains his thoughts on avoiding the "pest" label and how it's not necessarily related to the frequency of your communications.
Go deeper: Read Jeff's full article on this subject here.
We have a new group sales coaching program starting in April. Email jb@jeffbajorek.com for more information.
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Predictable revenue is the dream of many an entrepreneur but the road to get there can be filled with nightmares UNLESS...you listen to the advice of our guest today.
Back on the show for a second time, is Marylou Tyler, the author of both Predictable Prospecting and Predictable Revenue. She also has an online program called Predictable EDU where you can learn about creating security and predictability in your sales process.
Marylou is the master of crafting sales teams and deciphering the thousands of software systems that are available for various functions of automation - whether it's starting the conversation, continuing the conversation, following up on the conversation or figuring out who to even talk to. She teaches you how to engage with one so you can effectively engage with thousands.
On today’s podcast…
3:57 - Is there a better way to craft the sales teams based on behavior or mindset?
7:43 - Why Marylou likes to start a process manually before turning to technology
11:02 - Moving through the pipeline stages
16:11 - What does the perfect value proposition and email look like?
20:22 - The danger of creating something that's practically perfect
24:32 - 'Who' was the biggest hurdle you had to overcome?
27:49 - What question does Marylou ask herself every morning?
29:18 - Creating habitual daily rhythms
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A lot of sales techniques and strategies zero in on the closing process, the finish line...but what about the starting line.
Today's guest Andy Paul, believes the first interaction in every sale is the most critical and a lot of sales professionals are not devoting the care and attention to that initial step. Andy is unconventional, a rule breaker and an original thinker.
Andy has been in sales for over four decades. Now he is on a mission to educate sales leaders and sales professionals about the power of continuous learning to transform how they perform. He is #8 on LinkedIn’s list of the Top 50 Global Sales Experts to follow. His podcast, Accelerate!, is on the top of every list of the best sales podcasts with nearly 2 million downloads to date. Accelerate! is also on INC’s list of the top leadership podcasts. His two award-winning books, Zero-Time Selling and Amp Up Your Sales, were both Amazon best-sellers.
Enjoy this wide ranging discussion on the sales process, the sales life and breaking all the rules.
On today’s podcast...
2:47 - The first interaction in sales is the most critical. Are you handling it correctly?
4:50 - The best opening question to ask when forming a relationship
8:20 - Technology may evolving quickly but are we as human beings evolving just as quickly?
12:00 - The Hidden Biases of Good (Sales) People
16:28 - Know your math...If I just do enough of something, I'm going to get a certain number of results
20:10 - "I think we should fire you." Andy breaks the rules and becomes successful.
25:25 - Turning SDR turnover into consistent career professionals
29:14 - "We train our pets, we educate our people"
34:31 - Personal growth, professional growth, sales growth
38:56 - Andy's "why"
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Do you subscribe to the theory that salespeople, business people should always be on and available? Is it a sign of being dedicated, of being a superstar OR is it a sign that the boundaries between work and life have completely disappeared? Maybe it's time to set different expectations, for your clients and for yourself.
Today Jeff is musing about what he learned when he set is auto-response to "on" and did something crazy...he went on vacation.
Check out more from Jeff on his website including free tools you can use right now to rethink the way you sell.
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Transitioning from being a subject matter expert to ACTUALLY selling your services can feel like learning a completely new language. Some things have to be handled, thought about, approached very differently and some things remain fundamentally the same.
Today's guest, Renee Hribar, is an expert on being an expert and selling as an expert. She helps people who want to achieve their business dreams but are stressed out by the idea of selling their service.
Check out Renee's youtube channel for more helpful tips.
Today we'll discuss how to turn your expertise into cashflow and where people trip up moving from traditional sales to online sales.
On today’s podcast...
3:49 - A day in the life of an author, TEDx'er and sales expert
6:50 - The skepticism of online only businesses
14:15 - No territory has been worked...until it's been worked by you
18:53 - Where do subject matter experts trip up early in the sales process?
23:42 - The myth of the "Avatar" and why it doesn't work in online business
27:30 - Turn, turn, turn, BOOM
36:00 - Pre-qualifying: you need to date the wrong people to know when you've met the right one
40:22 - Renee's "why"
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This week Christie is thinking about the power of the P.I.V.O.T. Recently Christie made a major pivot in her career, accepting a role as a Regional Director of Global Accounts for Convergent Technologies. But where does that leave all of her other priorities including this podcast?
We've all most likely experienced major changes in our life personal and business that lead to shifts in our priorities. Christie will share a P.I.V.O.T strategy that will provide you with the subtle but power perspective shift that you need to take on whatever comes your way.
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It's time for Round 2 of our new book club called Whatcha Readin'?. Jeff, Christie and guest hosts get together to deliver fantastic, life-changing, thought provoking book recommendations from renowned and more obscure sales thinkers.
If you missed our first edition roll back to Episode 173!
Our guest clubber today is...
DeJuan Brown! He is a Regional Sales Manager for Bloomberg BNA. Two of his most important life lessons were learned while sliding dirty dinnerware into a plastic tub. He was a 15-year old busboy at a restaurant called "Spinnakers,” where he learned the intrinsic value of selflessness.
On today’s podcast...
1:30 - #fabulousness
4:02 - A Whole New Mind by Daniel Pink: Why Right Brainers Rule The World
8:24 - Sympathy and Empathy
12:00 - Leaders Eat Last by Simon Sinek
15:22 - Providing a "Circle of Safety"
24:36 - This is Marketing by Seth Godin
26:35 - The Seller's Challenge by Thomas Williams and Thomas Sane
27:53 - Paddle Your Own Canoe by Nick Offerman
31:39 - The value of exploring books and media outside of sales
34:32 - DeJuan discusses battling disconnect with remote workers
44:40 - Mining information from books and media outside as sales
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When's the last time you looked at your own pipeline? Was it today? Was it yesterday? Was it last week? Hopefully it's sometime within that range. Here's my question to you, "How often does your manager go through your pipeline with you?"
How often does he or she review the opportunities that you're working on? How often does your leader ask about what your next steps are, ask you about what your last steps were and ask you what the plan is in order to be able to forecast when those deals are going to close?
Chances are it has been a while. So today we're going to discuss strategies and tools you can use to self-evaluate your pipeline and keep it and your cash flowing.
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Today we have a sales messenger who's message is one of simplicity, hope and better, more soulful sales.
Meredith Messenger is a sales trainer and host of the podcast Selling with Soul right here on the Sell or Die Podcast Network. Meredith is on a passionate quest to help more small businesses, start-ups and entrepreneurs survive and thrive by increasing revenue generation because successful small businesses have a powerful, ripple effect in our world.
Her passion for entrepreneurship and sales relationship building shine through in every episode of her podcast and our interview today.
On today’s podcast...
1:47 - Meredith is not just a guest, she's a listener too!
3:10 - The opportunity that Meredith saw to be a "messenger" to an under-represented group in sales training
8:59 - Strategic planning is an oxymoron
12:54 - Meredith is like the dog from Family Guy
" I have to be super focused on what it is that's going to get me the most bang for my customer return and closest to the goals that I've set."
17:18 - Keeping it simple and uncovering the root soul of sales
20:00 - Sales in the continuum
26:27 - Asking and intentional asking
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As we set our goals and objectives for 2019 there's no question a good portion of our success is going to be tied to how well can we influence others to either act on our behalf or work with us on a particular objective. How influential are you?
Some of us go through our lives thinking we are more influential than we really are. Others go through life thinking we are less influential than we really are because we have that saboteur voice in our heads. How do you gain that self awareness of what real influence is and what matters?
Mentioned on today’s podcast...
Donald Kelly's Sales Evangelist podcast
Stacey Hanke's book Influence Redefined
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Pause, reflect and then get to work. Today's episode is wide ranging because our guest has a vast knowledge of what it takes to succeed in our industry. From preparation, time management, leadership, entrepreneurship and tradeshows, Alice Heiman has opinions and strategies on it all.
Alice is the Founder and Chief Sales Officer of The Alice Heiman, LLC team. They help SMB companies drive sales growth by incorporating the newest research and the best practices to enables CEOs, business owners, and sales leaders to bring about sustainable change that leads to growth.
Everyone wants to hustle a little harder than the competition. But on today's show, Alice makes the argument for relieving some of the pressures that exist in and outside our sales world in order to make sure our hustle actually results in revenue. Hit the play button and let's talk about hitting the pause button.
On today’s podcast...
1:15 - The importance of stopping and reflecting
3:40 - You can hustle as long as you're willing to pause
9:10 - The distinction between time management and energy management
11:45 - Think about what you're doing and how you do it, and then you can do it better.
15:40 - How a good leader manages team energy
20:10 - Managing energy as a home entrepreneur
23:15 - Deep Work by Cal Newport and how it can help you take a much needed time out
28:04 - The tremendous gap between what people should do at tradeshows and what they actually do
32:20 - Don't send an SDR to do an owner's job
36:50 - Analyzing your tradeshow return on investment
41:40 - When should you begin preparing for your next tradeshow?
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What are you going to do with all the bad dress socks you got from your relatives this year over the holidays? Do you donate them right away? Or just pretend like you're going to wear them?
Odd questions, right? Interesting questions. What if you used them as a prospecting openers? Today Jeff muses about all the questions every salesperson always asks to open a sales call and how you can be different today to form relationships tomorrow and make sales for a lifetime.
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Premiering January 10th! Women Your Mother Warned You About
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It's part two of our New Year Book Announcement special and today we have a debut author, Jen Gluckow, who's book Sales in a New York Minute: 212 Pages of Real World and Easy to Implement Strategies to Make More Sales, Build Loyal Relationships and Make More Money is available on Amazon right now! It's her debut book and we talk about her philosophy, her style and the process of writing a debut book.
Jen Gluckow has northeastern smarts and New York City savvy – a rare combination that has her positioned as the next big thing in sales. She has traveled the world, was educated in the Midwest, and has spoken to audiences from coast to coast. She's also the co-host of the Sell or Die Podcast and co-founder of the Sell or Die Network, a network we're proudly a part of.
Get Jen's book for you and your team!
On today’s podcast...
4:00 - "I don't think anyone needs to write a book, I WANTED to write a book." Jen Gluckow
8:00 - Why Jen utilizes "imple-mentors" instead of "supplementals"
12:00 - How all of Jen's favorite books influenced the layout and style of her book
16:00 - Sales in a New York Minute isn't just about sales technique
18:45 - Be happy...pee happy?
24:00 - The tools to reset your attitude
29:45 - The debut book process and overcoming the fear that you are a bad writer
34:00 - Jen's why is all about impact
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Happy New Year from The Why and The Buy!
For your new year we have a double dose of authors with new books out that are absolute must reads in 2019. First up, today, is the King of Sales, Jeffrey Gitomer, whose BRAND NEW book Sales Manifesto is ready to do for sales now what his Little Red Book of Selling did for Sales a decade ago.
Jeffrey Gitomer is a bestselling author of 13 books, a world renowned speaker, co-host of the Sell or Die Podcast and co-founder of the Sell or Die Podcast Network, of which we are proud members.
Jeffrey says he wrote the Sales Manifesto because he was "pissed off" at the current state of sales advice. We find out what has him upset and how this book aims to solve the myriad of problems and objections that we face everyday.
ALSO: Tune in tomorrow for our second big book announcement podcast!
On today’s podcast...
2:20 - Jeffrey wrote Sales Manifesto because he was pissed off
5:00 - Jeffrey Gitomer's morning routine
9:00 - Manifesto defined
13:18 - What is it about time allocation that is so important?
19:00 - My pain is none of your business
21:44 - Give before and after the sale value
27:56 - Jeffrey Gitomer's double why
34:00 - Sell or Die celebrates its millionth download
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Technically it's Jeff's week to muse but because we're at year's end, Christie has decided to tag along to discuss the year that was at The Why and the Buy and some exciting announcements about what's to come.
This a true behind the scenes look at the thought process behind the podcast. If you're a true Why and the Buy fan you will love this episode.
On today’s podcast...
0:53 - Did we think we'd be here, still podcasting in year 3?
3:42 - The new book club format: Whatcha' Readin?
6:03 - What are we grateful for in 2019?
14:00 - The rule of "three years"
17:30 - A big change coming to The Why and the Buy in 2019
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We’re rethinking the book club pod. Instead of discussing one book we’re doing SEVEN books. Instead of two hosts we have FOUR hosts. Listen for tips on what you should be reading to set yourself up for sales success in 2019. This will be a continuing series in 2019 so stay tuned for more from The Why and The Buy Book Club.
Our guests hosts today are…
James Christman is an account executive for Teradata in San Diego. He is helping companies rise above today's analytics landscape and invest in answers.
DeJuan Brown is a Regional Sales Manager for Bloomberg BNA. Two of his most important life lessons were learned while sliding dirty dinnerware into a plastic tub. He was a 15-year old busboy at a restaurant called "Spinnakers,” where he learned the intrinsic value of selflessness.
On today’s podcast...
00:27 - Introducing the Watcha Readin'? co-hosts James Christman and DeJuan Brown
2:45 - This is a DIFFERENT kind of book club podcast
4:30 - James Christman introduces The Sales Success Story
7:00 - "Pivot between being tactical and tactful when necessary."
12:44 - DeJuan Brown introduces What Everybody is Saying by Joe Navarro
16:00 - Observing non-verbal cues of stress or discomfort
22:00 - Christie Walters introduces Giftology by John Ruhlin
25:30 - Christie introduces a SECOND book, Moonwalking With Einstein by Joshua Foer
on the power of memory
30:00 - All the books so far have a common theme central to the art and science of slaes
31:15 - Jeff introduces THREE books!
37:18 - James recommends the Super Soul Podcast
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Lagniappe, noun, a small gift given to a customer by a merchant at the time of a purchase.
Today is Christmas Eve, one of the most magical days of the year. A time for getting together with family, connecting with friends and sometimes just hanging back and watching all the magic happen around us. As Christie looks back on 2018, it was a year full of ups and downs for her, her family and her business. And she is incredibly grateful for every single experience, even the ones that weren't so pleasant. She began the year with four words she was focusing on and the word that's on her mind as she prepares to tackle 2019 is "lagniappe."
Christie discusses why she is choosing this word and ONLY this word. How can we attain big impacts with small gestures? Can we do a little something extra to honor the people most important to us?
Email us your lagniappes to info@thewhyandthebuy.com
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Deb Calvert does the homework on sales relationships so that you don't have to. Today we're going to cheat off her paper.
She's joining us today to share everything she's studied about how sellers sell and how buyers buy. Spoiler Alert: it is too often in-congruent which leads salespeople to be ineffective.
Find out about Deb's unbelievable passion project full of sales wisdom, The Sales Experts Channel
Buy Deb's latest book Stop Selling and Start Leading
On today’s podcast...
1:37 - Deb Calvert has done the research on relationship building's effect on sales
4:06 - Deb Calvert prioritizes the feelings of buyers
6:00 - Buyers and sellers make the exact same mistake
9:20 - Price and budget might be the most popular objection but not the REAL objection
13:00 - Are salespeople evolving in the right way or are they just finding another way to be ineffective?
18:30 - Most objections are invitations for more information
22:40 - The "top of the funnel" myth
27:40 - Having an audacious dream instead of a clinical solution
30:50 - The Sales Experts Channel
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On today's Monday Musing we try to slow things down during a time of year where we're conditioned to go fast and ask questions later.
Jeff recently had an encounter with a stranger with a strange request, a request that some of us would not bother to fulfill. No, it wasn't money. It was time and attention.
How willing are we to give our time and attention to someone we don't know? Does it signal something about our ability to do the same for the people that we know...or more pertinent to sales...the people we WANT to get to know?
Take a minute, give or take, to muse with us on where we could grow.
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Overthink. Over-complicate. Over-analyze. We are ALL guilty of it. Salespeople have a tendency to make their sales process harder than it is. Today we try to unravel the complex webs that we weave.
Our guest this week is, James Muir, author of The Perfect Close: The Secret to Closing Sales – The Best Selling Practices & Techniques for Closing the Deal that shows sales & service professionals a clear & simple approach that increases closed opportunities & accelerates sales to the highest levels while remaining genuinely authentic.
On today’s podcast...
3:45 - James is an "accidental salesperson"
7:06 - Is "The Perfect Close" too simple to be true?
10:30 - You go on youtube and search 'how to close' and you're just going to see people regurgitating the same closes that haven't worked since the 50's.
14:02 - How not to become a sales pest
18:30 - The difference between being warm and being nice?
22:00 - The common denominator between unrecognized problems, unanticipated solutions and unseen opportunities
27:50 - Conveying the intent
30:00 - The unlimited potential of sales
34:00 - What is The Perfect Close?
40:00 - The "fallback" and the "add-on"
44:20 - Once you say you are giving a discount, you have to give a discount
50:18 - You are your prospect's advocate
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Christie recently lost a dear family member and it's brought of thoughts of legacy, meaning and what we leave behind when we're gone.
When we don't have to scrimp and save to survive, our minds have the ability to ponder meaning and purpose. In Dan Pink's new book "A Whole New Mind" he discusses a concept he calls "life sentence." Boiling one's life down into one sentence. What would yours be?
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Wheelbarrow Profits
How do you get someone to WANT to do something? It's the central question for front line sales managers everywhere. Middle management or front line management is one of those unenviable positions where you've got pressure coming from both sides and you can either have a lot of friends or not a lot of friends. Today we're talking to a friend and an expert on navigating the world of management.
Mike Burke has been a manager virtually his entire life. From customer service to operations to sales, Mike has seen, done and lead in every type of situation. He took his skills, training and desire to help others and founded Leadership in the Real World, a management consulting firm. Today he's helping managers everywhere develop strategies to achieve career, personal and financial goals.
On today’s podcast
3:54 - The high wire balancing act of being a manager
7:50 - What separates being a manager from being a leader
12:45 - Leadership in the real world
16:03 - The 3 things you need to be a great manager
20:56 - A forklift that changed Mike's management style forever
26:00 - Get a FREE 3-part training series from Mike Burke
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Sell or Die
Hidden Stories with Jeremy Fulkerson
Selling With Soul
There's always something that you want to do that you don't feel you can do or don't have the motivation to do. And when you talk yourself through it or when a friend's trying to encourage you to do something, you always come back to it. But, ultimately, it ends at "I can't because..." or "I would love to, but I can't."
For salespeople and inspiring entrepreneurs it's often, "I can't because my manager won't let me." "I can't because my company demands this." or "I can't open my own business because I'm making too much money."
What happens when you start challenging the concept of "I can't because..." to "I could if..."?
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The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!
Sell or Die
Hidden Stories with Jeremy Fulkerson
Selling With Soul
We've featured a lot of entrepreneurs and experts on starting businesses on this show. Today we look at the world of startups from a slightly different angle, the brokerage angle. Our guest today is Brian Pender, Founder & President of Fairway Healthcare Partners. Previously, Brian worked in commercial banking with the last 6-years focused exclusively on healthcare businesses. He has personally underwritten and managed transactions with more than $500 million in committed financing to healthcare businesses, with billions of successful loan syndications.
Today we find out about the nuts and bolts behind starting a business, how Brian deals with a bad industry reputation and what it is like to be an entrepreneur helping to make other entrepreneur's dreams come true.
On today’s podcast...
3:00 - Brian is not a dentist but he helps build dental practices
7:40 - Overcoming a bad industry reputation
11:54 - When it comes to huge decisions, you have to talk big picture
16:00 - Selling a product that people NEED but don't necessarily want
19:58 - The best job interview question Brian ever got and how it has more meaning in his life now than ever before.
24:39 - The worst excuse that keeps people from success
29:39 - Brian's "why"
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The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!
Sell or Die
Hidden Stories with Jeremy Fulkerson
Selling With Soul
What is your "center?" It's a central question that our guest, Matthew Bivens, has spent his life discovering and is now discussing with others. Matthew is a business and life coach and host of the podcast "Having it All: Conversations About Living and Abundant Loving Life"
For entrepreneurs understanding not only why you get into business for yourself but also understanding why you live your life and who you live it for is essential to success. Matthew shares his story of discovering those "why's" for himself and how a major perspective shift changed his career trajectory and his life trajectory.
On today’s podcast
4:14 - Balanced life coaching is about deepening one's own sense of awareness.
8:27 - Should the center of your life be placed internally or externally?
13:13 - The perils of making decisions out of fear
18:45 - How a change in focus changed Matthew's personal relationship
23:14 - Doing more abundant and fulfilling work made Matthew a better podcaster.
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Sell or Die
Hidden Stories with Jeremy Fulkerson
Selling With Soul
This Monday, Jeff has a Thanksgiving themed message for all of the Why and Buyers. For a lot of people Thanksgiving is the best holiday of the year because you get to be with the first networking group you ever had, your family. But for Jeff, the best day of the year is actually the Saturday before Thanksgiving. That's because for the past 19 years that day is the day that he gets to spend with 50 of his closest friends from college. Today he shares the lessons he's learned building this network of connections that has turned into a family.
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Selling With Soul
Public relations and sales are both trying to tell stories, transfer messages and help people solve problems, and yet; they go about this job in distinctly different ways.
Today's guest, Brad Marley, helps outline those key similarities and differences in a fascinating look into not only PR but someone who decided to go out on his own and succeed in a crowded field. Whether you are an aspiring entrepreneur, current business owner or someone that wants to build your own brand, Brad will give you valuable insight into how to get your message heard.
On today’s podcast
3:41 - What do most companies get wrong about telling their story?
8:15 - How do you figure out what a company's story really is?
13:31 - A sound PR strategy takes time but pays bigger dividends
19:53 - PR measurables are different from sales measurables
22:27 - What is Brad's story and how is he telling it?
26:31 - Brad's newsletter 5 and 1 is asking tough questions and getting valuable answers
28:00 - Brad's "why"
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Christie has Queen on the brain this week. Not the Queen of England, Queen the rock band. There is a new film out all about the famous rockers and while it may seem like pure entertainment at first glance, a look deeper reveals lessons we can all take into our next sales presentation.
So "Don't Stop Us Now" as we "Break Free" and talk about this "Crazy Little Thing Called" sales.
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How lucky would you feel to be one of the first people to discover Twitter, Facebook or Snapchat? You'd probably have a better username! Our guest today, David Masover, was one of the first one million members of LinkedIn and since then has become an expert coach and mentor with a specialty in social media.
David Masover was thrown into his first sales job almost 30-years ago with no sales training at all, and struggled to find his own way to success through self-study, experimentation and the sheer force of stubborn determination. No he helps people find a MUCH easier path.
Today we talk about social media. How it's used AND how it's abused. Not all content is created equally. David's story is one of trial and error and he's ready to share his mistakes so that you can succeed.
On today’s podcast
4:24 - What LinkedIn was like in it's first days and how has it changed
8:15 - "You have to start by saying, 'What is it that I'm trying to accomplish here?' And as with so many things, I think a lot of people don't ask that question."
13:08 - David tries a brand new prospecting strategy on LinkedIn
17:47 - "I think sales is simple, but sales is also tricky and I think if you're able to communicate with people who are also trying to solve the puzzle, that's a positive."
20:30 - Prospecting success strategies are based on when you need results
27:30 - "I enjoyed posting content. I enjoyed engaging with people. What really changed for me was I changed my market and and I think that my market started to match up to the content that I was doing."
30:50 - What 2018 and 2019 have in store for David
34:40 - There's a lot of content out there. Not all of it is great.
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When's the last time you evaluated your personal and professional partnerships? Christie reflects on the amazing partnership that she has on this podcast and the partnerships that she has built all along her career that have led her to success.
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James Bawden is transitioning to a new role as a BDR in Raleigh, North Carolina for the startup data analytics company Cognetik. He's facing a bevy of new challenges including moving from an established company to a startup AND being the first person in his company to drive outbound sales.
James brings us the lessons he learned in his first 60 days, the major revelations he's had about BDR sales, empathetic leadership and setting core values as a salesperson and a sales team. This is ground level amazing analysis from someone who is out there doing it every day.
On today’s podcast
2:30 - The first man in the charge gets the bloodiest
5:20 - The challenges of joining a startup as a BDR
13:34 - The ONE skill you need to focus on most as a BDR/SDR
19:16 - The amazing difference an empathetic leadership team can make
27:00 - Setting core values for the sales team
33:26 - The ideal client for James and Cognetik
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Fall has finally arrived, for a lot of us that means it's time to kick it into another gear. The kids go back to school. You feel like you're out of that summer doldrum. You're trying to push through and you take on a lot of new projects. You're exposed to a lot of new environments and running like crazy. It's all very good. It's mostly productive, but sometimes your body gets sick when it's doing more than it should. What steps can we take to slow things down and recover so that we don't "Fall" out?
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Mark Watts has a fire in his belly for sales, for leading his team, for helping customers and reclaiming lost business. These are qualities we often associate with young sales leaders or entrepreneurs spearheading their business. But guess what? Mark helms a sales team of over 700 people at one of the world's largest media companies and he's been in sales for over 35 years.
Mark is the Senior Director of Sales at Comcast. Today we discuss the challenges of reclaiming customers who may have had bad experiences with your product, how to shepherd a young sales force through the trials and tribulations of customer reclamation and much...much...more.
On today’s podcast
3:29 - Going home to home to reclaim customers
7:00 - How do you coach a young team to deal with and counteract overwhelmingly negative responses
12:41 - The tactics of Mark's most successful salespeople
15:48 - The biggest change in home service sales in 35 years
22:15 - The importance of diversity in the salesforce
25:13 - What kind of salespeople can best make one on one connections with customers?
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Jeff is not an extrovert and he doesn't think you are either. There are very few and extroverts out there and most people in sales don't identify as extroverts, at least not by the classic definition. It's one of those stereotypes out there that makes people reluctant to enter a sales profession.
A lot of people, particularly small business owners, are reluctant to even admit that they have to be in sales, that they have to sell something in order to keep their doors open because they don't think they are extroverts. That's wrong and today's musing explains why.
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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You get two amazing minds for the price of one. David Weiss and Andy Racic join us today. David and Andy are best friends working together on a book all about the reasons and motivations for getting into a career in sales. They believe that the level of talent, ethics and standards can all stand to be raised higher and that starts with understanding what kind of people are built for a career in sales and what their true motivations are. Do they want to help people or do they just want to cash a check? Your biggest sales growth years are your early ones, finding those early growers can be key to a sales team's success.
These two care about our industry in a unique way and you will learn a lot from them today.
Stay up to date on when and where you can get your hands on their book by signing up for our newsletter on thewhyandthebuy.com
David Weiss is Sales Executive, Sales Leadership at ADP RPO.
Andy Racic is Director of Sales at Tango Health, Inc.
On today's podcast...
3:00 - There are a million books on sales. What will make their's different?
8:38 - Early missteps of those that "fall into sales"
13:45 - Who will this book be for?
18:35 - Are sales books even useful anymore?
28:00 - What are these aspiring authors reading?
33:30 - How do you help people become not just sales professionals but professional salespeople?
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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On today's Monday Musing Christie is introducing you to a new term called "Volunesia". It is the cross point between volunteering and amnesia, when you are having so much fun volunteering, making a difference in the lives of others that you forget..that it is making a difference in your own life.
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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The sales fund everything and everything is a sale. That's the philosophy that drives our guest today, Wes Schaeffer, the Sales Whisperer.
Wes is a ruthlessly pragmatic sales trainer, marketing consultant, keynote speaker, copy writer, InfusionSoft expert and doer. In this episode Wes breaks through the noise and demands of other so called "sales and marketing gurus" and gets down to the fundamentals of customer relationships and customer loyalty.
On today’s podcast
2:59 - the new ABC's of selling
9:00 - The jujitsu philosophy of sales conversations
12:26 - Balancing inbound and outbound development
15:00 - the difference between Hubspot and Infusionsoft
18:25 - Take a quiz to find the best CRM for you
25:15 - When to deal personally and when to go for scale
30:00 - The sale funds everything
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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You've probably got some customers that you feel really lucky to have and you've probably got some customers that you would really feel lucky if you could get rid of them. On today's Monday Musing, Jeff is here to tell you that you can, and probably should, fire some of your customers.
Wait, what? Get RID of a customer? It sounds crazy but listen to today's Monday Musing and find out how carefully evaluating your customers can make you more productive and more able to serve your other customers.
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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Nobody likes pain, but can you sell someone on a highly technological solution to reduce pain for even the most vulnerable patients? That's the challenge of our guest today, Christina York, CEO and Founder of Spellbound, a technology company in Ann Arbor, MI, focused on using augmented reality to improve the patient experience in hospitals.
We discuss her amazing technologies and how she beat back all the negative talk that comes with any startup and drove her business to success.
On today’s podcast
4:00 - Jeff and Christie are "Spellbound" by the augmented reality tech that Christina is using.
8:56 - Virtual reality is providing new ways to manage pain for vulnerable patients
14:11 - How augmented reality changes the way your brain experiences pain
20:39 - Spellbound is born out of a "disillusion"
28:00 - How Christina proved the naysayers wrong and reduced her sales cycle from 18 to 3 months.
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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This week a famous golfer has Christie thinking all about resilience. Tiger Woods is back on top of golf after years of struggle personally and professionally. Christie ponders her own resilience and uses an acronym SNAP to describe her strategies of survival, adaptation and resilience.
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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Sometimes life and career change for the better and sometimes they change for the worse. Either way, you can make your own success if you have the right attitude and the right gameplan. Our guest today, Brett Ruffino, had both and he's here today to tell his story.
Through his principles of customer experience and customer loyalty Brett helped turn around an underperforming, multi-store retail operation. but his passion for leadership training moved him to a higher calling.
As the founder of 10 PAPERCLIPS, he leveraged his executive leadership knowledge and skills to bridge the gap between what C-Suite leaders want, what the field needs to execute, and what the customer needs and expects; creating a synergy that yields a powerful ROI.
On today’s podcast
4:37 - Brett discusses the lifestyle of the successful franchise owner
8:17 - The early secret to record franchise growth (without growing).
11:49 - The push and pull of balancing a corporate job and a franchise business
16:00 - Brett learns a lesson and shares his biggest piece of advice for those that want to become a franchisee.
18:30 - Brett's been in business school for 39 years
24:00 - The birth of 10 Paperclips
34:00 - Brett Ruffino's "why"
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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In any business or personal relationship you have a role and you have a choice. Whether it is to begin a relationship or end that relationship. In business that decision is complicated by the opportunities that relationship might present to you. On today's Monday Musing Jeff Bajorek discusses how to navigate this thorny subject and come out the other side without an "icky feeling."
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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What takes you out to the ballgame? Our guest this week makes it his job to find out. Andy Appleby is the Owner and CEO of the United Shore Professional Baseball League. The United Shore Professional Baseball League was founded by Rochester-based General Sports and Entertainment, and is the culmination of a 10-year effort by General Sports to bring professional baseball to the Detroit area.
Andy got his start in sales with the Detroit Pistons and used his sales experience to drive his philosophies on customer outcome, experience and loyalty.
On today’s podcast
3:00 - Andy goes from the Detroit Pistons' front office to owning his own baseball league
7:45 - Andy's customer experience philosophy
12:20 - If you build it...will they actually come?
17:00 - How Andy's sales background is helping his league succeed
21:21 - Treat every game like the world series
27:00 - Andy Appleby's "why"
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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Are you networking or netweaving? What's the big difference? Christie breaks it down for you and gives you actionable tips that will help with your engagement, your follow through and the results you'll ultimately see from your next networking event.
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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Rajiv Nathan took his hip hop talents to the world of business startups and people can't get enough of his hustle and flow.
Go see Jeff and Rajiv talk about how NOT to suck at pitching in Chicago on September 20th!
It might be easier to tell you what our guest this week DOESN'T do. He's a hip hop artist, a record producer, a yoga instructor, a podcast host, he's a business and personal development speaker, he is a nation unto himself.
WATCH: Rajiv's TED talk on vulnerability
Today he's here to drop some lyrics and wisdom on us about telling the story of our product or business and making sure our pitch has a purpose.
On today’s podcast
2:50 - How did Raj take his hip hop talents to the SaaS/startup world?
6:00 - Why the Hamilton musical caught fire with audiences and what that has to do with business startups
9:30 - The best example of a great pitch courtesy of the Fresh Prince
11:11 - Refreshing your message
18:20 - The basic problem with the basic SaaS product pitch model
24:00 - Thinking like an entertainer instead of an entrepreneur
28:30 - What drives all of Raj's decision making
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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"I don't know why anybody would buy what we're selling?"
"Cool, now we're ready to go sell."
This was the culmination of the conversation that serves as the backbone of this week's Musing. Jeff kicks off customer loyalty month with a conversation about why people would ever consider buying what you're selling. It's the most interesting and important question you can ask about your sales process.
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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There's arguably no tougher mindset than that of the small business entrepreneur. What does it take to breakthrough and grow a business from the ground up?
We're wrapping up our mindset month interviews with Brandon Bruce, COO and Co-Founder of Cirrus Insights, an all-in-one sales productivity platform with world-class Salesforce integration.
Brandon grew up in a small California town of 800 people and had only one classmate in grade school. Six years ago, he co-founded Cirrus Insight and has helped grow the company to $12m in annual revenue, 58 employees, and #41 on the Inc. 500 list of fastest-growing companies.
He's here today with massive insights into what it takes to start and grow a startup, the pitfalls to avoid and the mindset you must have.
On today’s podcast
3:30 - "sales is hard enough as it is without adding a lot of roadblocks"
6:46 - Cirrus begins out of Brandon's struggles
11:20 - Keeping your company simple in a post-startup phase
14:11 - Do people truly want the product that your startup wants to sell?
18:00 - The scarcity mindset and focusing on what's important as a startup
26:00 - Saying "no" sets up a brick wall for the customer
29:42 - What's next for sales development and Cirrus
37:00 - Brandon's "why"
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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Golf. Arguably no other sport in the world requires a greater attention to mindset. The timing of your swing. The ability to recover from a bad hole. The pressure of every putt long and short. It's all about mindset.
Today's guest is Marc White, PGA member and professional golf instructor and golf mindset expert. He's here to share with us his coaching methods that have his students excelling on golf courses around the world. Listen as Jeff, Christie and Marc discuss the parallels between coaching how to play the 18th hole and how to make that 18th cold call.
On today’s podcast
:43 - Jeff gives Christie putting tips
3:54 - Distilling multiple errors into one unifying concept
6:28 - Teaching is a two way street, the collaborative effort of coaching
13:21 - How Marc uses training aides to get feedback from his students
15:50 - What mindset do the greatest golfers have and how much of that can be trained?
23:54 - Marc White's why
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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Mid to late-August, the dog days of summer. It's a saying that roots back to Roman times, popular in professional baseball and a mindest that bleeds into nearly every business around this time...especially sales.
The long hot summer days, the middle of the season, maybe your team, your company already has their playoff positioning locked up. You're tired, you're beaten down. We're halfway a little more than halfway through Q3. What is going to keep you motivated?
When you're a professional ballplayer, you keep going because that's what you get paid to do. You get paid to perform. But in sales there's got to be something more than that. Right?
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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HEADS UP This episode has language that some might find offensive.
Jeffrey Gitomer is a lot of things. Self-proclaimed "King of Sales." Bestselling author. World-renowned sales coach, trainer and mentor to salespeople everywhere.
His mindset on sales can best be described as direct and unafraid. He's here to share with us how that mindset was developed and ultimately became the foundation for The Little Red Book of Selling, The Little Gold Book of Yes Attitude and continues to evolve in his next book, Sales Manifesto.
On today’s podcast
1:51 - Where in the world will Jeffrey Gitomer be in 2018-19?
4:00 - Why Jeffrey Gitomer is obsessed with Napoleon Hill
10:41 - Jeffrey's favorite book he's ever written
14:54 - Asking before talking
20:00 - A lesson learned from a Carrabba's waiter
25:00 - What keeps some salespeople on a negative path?
31:00 - When Jeffrey learned the science of selling
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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August is all about mindset and one way to develop a great mindset that will lay the foundation for your success is having a knowledgeable, helpful and available mentor. Who better to interview on this subject than Christie's mentor, Tracey Thorsen.
Tracy spent two decades helping to shape the technologies and processes that was part of the success of a Fortune 10 company. Through that experience she had a revelation: if you can't change the hearts and minds of the people who deal with those process and changes your chances of success drop dramatically. Fast forward to chapter two of Tracey's journey and she is now on the front lines of business coaching, development and mentorship.
In this wide ranging interview we discuss the value of having a mentor, the boundaries that have to be established and maintained and how to find clarity in your mindset despite your daily distractions.
On today’s podcast
4:15 - Tracy's journey from Fortune 10 to sales coaching and mentorship
6:50 - Where is the line between "friend" and "mentor?"
17:51 - Clarity of mindset and intention
23:08 - The value of handwriting your intentions
28:30 - Mindset of abundance vs. scarcity
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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Turnabout is fairplay this week. Jeff was the guest on a show a few weeks ago during networking month. Now that it is mindset month, sales coaching month, it's time to have our resident sales coach and podcast host Christie Walters on as a guest.
Christie is in the hotseat discussing why she decided to step into the world of sales coaching. She sees a sales world that is filled with companies that have disconnects between management and people who are on the ground everyday making appointments. Whether it's quotas, meetings, values, accountability, CRM or any of the hundreds of things that a VP of Sales and a rep have to work together on, the ties that bind can easily become unraveled. Christie is here today with strategies for both sides if you have ears to listen and a mind to open.
On today’s podcast
3:00 - When did Christie realize that she had something to offer the world through sales mindset coaching
7:00 - When is a company ready for a VP of Sales?
11:49 - Connecting meaning to the activity of sales
15:50 - The difference between self-awareness and perspective
19:00 - You have permission to ask for help
25:31 - The accountability disconnect
29:50 - The values disconnect
32:25 - Christie's "why"
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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On today's Monday Musing, Jeff picks up wisdom and an interesting mindset from an unexpected place...a gas station t-shirt. Live like you have a 3-1 count.
If you're not totally familiar with the sport of baseball, when you've got a three in one count as a hitter, it is a favorable count. You've got options. On the next pitch, you can hold off or swing away. Jeff discusses how this applies to sales and life, how to get to a 3-1 count and what to do when you get there.
If you need a 1st base sales coach, how about The Why and The Buy? Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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Our guest this week is Thom Singer, Certified Speaking Professional, standup comic and master of alliteration with the letter "P." Thom has been a trusted speaker to major organizations for over a decade. He believe that the modern work environment suffers from a lot of different distractions. A disconnect has developed between social media "likes", "links", "shares" and "follows" and real meaningful business connections. Thom has dedicated his life's work to helping people get back to the basics of relationships that lead to better opportunities and more sales.
On today’s podcast
3:30 - The Paradox of Potential
7:00 - The 3 buckets that will allow you to take actions towards success
13:22 - Finding perspective and balance while trying to be successful
16:55 - Thom's 10 tips to reach your true potential
19:45 - How open mic nights are changing Thom's career
22:30 - Why Thom asks Starbucks to pick his drink for them
30:00 - How do you connect with people in a gadget friendly world?
35:30 - Thom Singer's "why"
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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It's August and for a lot of parents that means thinking about getting the kids back to school. On this week's Monday Musing, Christie is thinking about that flurry of activity that takes place around the back to school time and about what happens to our minds and our structure and intention around the summertime. Summer is meant to be a little free flowing, a little easy going and not so focused. But that doesn't serve us so well in the business environment. It's time to really get focused again.
Listen for Christie's strategies that she's employing to harness the spirit and intention of the "back to school" mentality. Pencils ready.
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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This week we're going back to sales school with Dave Tear, owner of Sales Coaches’ Corner. Dave has been in the sales, sales management & sales training arena for the past 33 years. His passion for selling & helping others understand the sales process is what drives his "why."
Dave brings energy to the sales training environment that is contagious. He captures people’s attention – & keeps it! Paying attention & “staying awake” are not issues when Dave is facilitating a training session. He uses “sticky messages” & believes that if you aren’t laughing you aren’t learning.
In this episode, Dave decodes the sales process and helps us understand how to apply sales training and actually makes it stick.
On today’s podcast
2:00 - Dave Tear's journey from paint cleaning to sales coaching
6:10 - How a professional sales coach develop's their material
8:56 - The common themes of sales training systems and processes
14:00 - Responding to sales blind spots
18:00 - The key to making change AFTER sales coaching
24:00 - Dave's multiple "why"s
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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For the last Monday Musing of skills development month, Jeff is tackling what is perhaps the toughest skill to develop of them all...patience.
Selling effectively often requires you to manage the expectations of your clients. Making sure that you deliver or over-deliver on the promises that you make. But often salespeople are their own worst doctors and struggle to manage their own expectations of success. "Why can't I be great today?!"
Listen and think about your own success journey. What skills can you start to develop now for the future and will you give those skills time to grow?
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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We're winging it with our guest today, Kristy West, improvisation expert and business coach.
She founded BraveSpace in order to use a skill she's been developing her entire life, improvisational performance, to help sales teams overcome the fears and stresses of rejection, quotas and networking.
Improvisation is a skill that most sales people use unconsciously every day when they are talking on the phone, meeting with a prospect or discussing a renewal with a current client. Kristy believes that consciously developing this skill and balancing "knowing what to say" and having the confidence to "say what you know" can be a major difference maker in your sales process.
You can watch how Kristy is changing lives and businesses through improv here.
On today’s podcast
4:00 - How did "the improv lady" get started in sales?
8:00 - What does "improv" really mean?
11:00 - Improv as an applied skill of "knowing" and "confidence"
16:20 - The techniques of applied improv facilitation in sales
20:25 - Feeling safe in the failure circle
31:12 - The Sales Enablement Society and how it can help you
39:20 - Kristy's "why"
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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You accomplish something amazing, life-altering, time consuming...only to find out that there is something even more challenging awaiting you. You feel exhausted. You may even feel like an imposter, like a fraud. You are experiencing what Seth Godin calls "The Dip."
On this week's Monday Musing, Christie describes the current dip that she finds herself in and how she's plotting the way out. It's honest, it's thought provoking and it can help you out of your next career or personal valley.
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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There are few people in the world who believe in the power and value of the sales profession more than Mark Hunter. He never set out to be in sales but a penchant for traffic tickets when he was young left him in need of income and set him on the path he still blazes today.
He's the author of two books, 2012's High-Profit Selling: Win the Sale Without Compromising on Price and his latest High-Profit Prospecting.
Mark digs down into the most basic and necessary skills every salesperson needs to develop and how to simplify your processes to maximize relationships and sales.
On today’s podcast...
2:17 - How Mark Hunter developed Outbound Sales Acceleration Conference with the help of other sales rockstars
7:34 - What turns people away from sales and why it shouldn't
13:30 - Don't assume every sale will be the "ultimate sale"
18:30 - Finding the point of entry
25:06 - There are different kinds of "first class customers"
30:10 - Mark's 'mark' of a great salesperson
34:20 - The people that inspire Mark Hunter
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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Phil Gerbyshak cares about people more than anything else in the world. He has made helping business people develop the necessary skills to grow their ideas and their income his personal mission and his "why."
As a sales trainer and business/marketing coach, Phil is helping small businesses learn and develop skills that will help them breakthrough easy to break down barriers. But lately, he's been thinking about what companies need to "unlearn." What knowledge, habits and systems do people need to rethink and rework to maximize their productivity and personal relationships?
On today’s podcast
1:10 - An update on Christie's coaching certification process
4:43 - Why Phil utilizes Facebook Live to develop his skills, develop his clients' skills and grow his audience
8:41 - You are over-complicating the initial contact
12:49 - Time block, time sprint and THEN rest
16:38 - Dedication to learning starts at the top
21:40 - The biggest thing that companies that need to UNLEARN
27:35 - The ideal time to post digital content
31:19 - 1000 True Fans http://kk.org/thetechnium/1000-true-fans/
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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You need a podcast partner. That doesn't necessarily mean you need a podcast. Wait...what?
Today's Monday Musing is all about finding people you can bounce ideas off of. Who do you commiserate with? Who do you brainstorm with? Asking and answering these questions are crucial for skills development. Sometimes you need to be heard. And sometimes you need to explain something foreign to someone who knows nothing about a subject. Why? Listen to find out.
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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Our guest this week is, Nick Weber, Partner Owner and Physical Therapist at Team Rehabilitation in Dearborn, Michigan.
Nick has a great story to tell about a franchise opportunity that actually worked wildly to the benefit of his clients and to his own benefit. These types of stories are rare. Most people are more familiar with the franchise entrepreneur horror story. Find out why a focus on skills development through coaching and training allowed Nick's team to do what they do best, take care of their customers.
On today’s podcast
5:00 - What keeps someone with an organization for 13 years this day and age?
9:00 - Making a product worth selling
13:37 - How to sustain deep referral sources
16:30 - How the concept of and focus on skills development helped build Nick's business
20:11 - The value of training and coaching on customers
23:30 - The value of training and coaching on referral networks
27:30 - The benefits of having the C-suite involved on the front lines.
33:25 - Nick's "why"
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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We tapped our network to bring you some of the most fantastic and fascinating guests on the topic of networking that we've ever had. Listen for a look back on all of the sales wisdom and community building strategies we picked up in June. Plus, we reveal our theme for July as we continue to help you focus and excel into Q3.
On today’s podcast
:40 - We evaluate our own theme structure
4:51 - Kelly Roach helped us achieve unstoppable success
6:54 - Scott Ingram mapped out our network with a purpose
8:51 - Our thought leader of the month was Jen Gluckow and put a target on our networking skills
10:30 - We're part of the Sell or Die Podcast Network!!
13:00 - Mike Simmons made us all network smarter
15:00 - Jeff Bajorek reluctantly guested on his own show and taught us all a lot
20:50 - Previewing July's featured guests and our theme for the month
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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Christie has skills development on her mind this week, not just because it our theme for July but also because she is closing in on the completion of her coaching certification. It's been a long and enriching process and "the end" of that process is only the beginning.
How much are you investing in the next phase of your career? Not just in time but also in income. Christie has a number for you that will make you rethink the responsibility you have to yourself, your skills and your goals.
Where do you start when re-evaluating your direction in life or career? How about starting with a mixtape? Christie has a playlist of wisdom that will get you in a thinking mood this week.
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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Happy 4th of July to all of our American listeners. In honor of the birthday of one of the world's finest entrepreneurial endeavors, the United States of America, we have a startup expert on the pod, Jon Goldstein, Director of Entrepreneurial Services at Ann Arbor Spark.
Ann Arbor SPARK is an economic engine within southeast Michigan. They are cultivating a vast network of business and manufacturing excellence by working with first time startups, seasoned entrepreneurs and CEOs of Fortune 500 companies.
Jon loves to work with startups because he loves the creativity, the drive and the courage that it takes to make one successful. But often times having a great idea, product, service or solution simply isn't enough. There can be a wide gap between convincing someone that your product can help and closing a deal. That's where Jon and his team step in to help, coach and guide startups to sales success.
We want to know YOUR top networking tips, strategies and connection success stories. Send them to info@thewhyandthebuy.com and you just may hear yours on our next episode!
On today’s podcast
3:00 - Jon Goldstein is really good at golf but not as good as Ricky Fowler
5:45 - Startups don't understand the problem they are solving
7:00 - How Jon works with startups to coach and develop their business
12:30 - Dealing with rejection when you have an amazing product/service/solution...and the prospect KNOWS it.
19:45 - The right way to go from "interviewing an avatar" to "building a champion"
25:30 - Other communities for people with big ideas
27:15 - Why does Jon work with startups?
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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On today's Monday Musing, Jeff isn't just checking in with you this week. How stupid does that sound? Now, think about how stupid it sounds to your customers and your prospects when you tell them that you're calling just to check in.
Just checking in is selfish. It's about you. There's absolutely no value on the other end of the phone. It won't help your prospecting, your networking, your execution, your customer retention or your sales.
Stop checking in and check out this Monday Musing for what you should be doing when you call your clients.
We want to know YOUR top networking tips, strategies and connection success stories. Send them to info@thewhyandthebuy.com and you just may hear yours on our next episode!
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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Our guest this week is, Mike Simmons, Co-Founder of Catalyst Sale and host of The Catalyst Sale podcast.
Mike has more than 20 years of operations, consulting, sales and sales leadership experience, 15 of those in the EdTech space. He's a self-described life long learner, creative, analytical, and driven to achieve results. Mike has built, lead, and optimized sales organizations leveraging both direct and indirect teams.
We want to know YOUR top networking tips, strategies and connection success stories. Send them to info@thewhyandthebuy.com and you just may hear yours on our next episode!
On today’s podcast
3:00 - The "me, me, me" approach to networking
4:57 - How Mike manages to engage quickly online
10:30 - Using twitter chats to build an active network
14:00 - Rounding out your networking plan
18:00 - Expanding your network beyond your echo chamber
22:30 - Don't be a social media or networking lurker
30:00 - Leverage your own company
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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On today's Monday Musing Christie is thinking about our book club selection for the month of June, Never Eat Alone by Keith Ferrazi. It's not even a new concept, but it is about taking a strategic approach to networking and connecting with people and not strategic as in robotic, but strategic as in purposeful.
Purposeful connection leads to a deep and lasting connection. When you're building your strategic network, how deep are the connections you are making? Why does it matter? Find out in this episode.
We want to know YOUR top networking tips, strategies and connection success stories. Send them to info@thewhyandthebuy.com and you just may hear yours on our next episode!
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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Our guest this week is, Jen Gluckow, founder and CEO of Sales in a New York Minute. She is a master networker, LinkedIn expert and one half of the popular podcast Sell or Die.
We want to know YOUR top networking tips, strategies and connection success stories. Send them to info@thewhyandthebuy.com and you just may hear yours on our next episode!
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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This week we welcome back to the show Scott Ingram, Strategic Account Manager at Relationship One and Host of the Sales Success Stories podcast on Top1.FM.
He is here today to talk about greatness, mentorship and our topic for this month, networking. Through his podcast Scott networks with some of the most highly successful people in the world so he knows what it takes to develop deep connections that lead to results.
This is as deep a dive on the topic of networking you are going to find. We encourage everyone to listen and then listen again to make sure that you get all of the information that Scott lays down.
We want to know YOUR top networking tips, strategies and connection success stories. Send them to info@thewhyandthebuy.com and you just may hear yours on our next episode!
On today’s podcast
2:21 - What the average salesperson gets wrong about networking
6:00 - Being conscious enough to surround yourself with greatness
12:39 - How to connect with people that are far more successful than you
19:30 - Knowing your "ask"
24:45 - The fear of being specific
29:26 - Real networking doesn't happen at networking events
35:20 - top1.fm/hbr
36:19 - The three OTHER pieces of successful and effective networking
43:22 - Just start.
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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On today's Monday Musing Jeff is taking another swing at the fundamentals...and another...and another. It's not about practice, it's about deliberate practice.
Deliberate practice has its ups and its downs but the trajectory of progress is up if the commitment stays true. This doesn't just go for the links it also goes for the sales call. Prospecting, networking, closing, it all requires deliberate practice and resilience that will hone your craft and produce positive results. Sales performance will fluctuate but if you keep swinging your game will surely improve.
We want to hear from you. Send us an email at info@thewhyandthebuy.com and tell us how you are going to deliberately practice and improve your business.
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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We're just getting started with networking month and we've searched far and wide for the greatest experts on the subject. Suddenly, we realized, "Hey, we have a networking expert right here in our midst!" Jeff Bajorek steps out of the host seat and goes under Christie's microscope as today's guest.
Jeff is all about quality connections filled with people he can offer help to. He's not a fan of racking up huge numbers of followers at the expense of serving others. This episode won't be filled with hacks, workarounds or backdoors into networking. Instead, Jeff offers real world strategies that will lead to real business connections that if you play your cards right can become real customers.
On today’s podcast
1:50 - Jeff's feeling a little weird about being a guest on his own show
5:17 - Jeff does not enjoy collecting connections
9:57 - Making sure you give AND get from the people you network with
16:46 - How do you find valuable, fulfilling connections
19:30 - Jeff's top networking tips for newbies
26:30 - How to connect with someone digitally for the first time
32:30 - Networking doesn't have to be complicated
36:20 - Talk to people you don't like
40:00 - Jeff Bajorek's "why"
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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Christie is taking a cue from her grandson this week and finding space in her life for "play." Laughter, smiling, enjoying life, if we deny these human impulses it comes at a great cost to our physical, mental and wallet health. Listen to today's musing for the connection between play time and sales time.
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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We came. We saw. We executed. May is in the books and we're looking back on a month that was all about using all of the purpose and preparations of Q1 and manifesting results.
This month we'll be laying the ground work for the rest of our year with a focus on networking. Get ready for strategies that will help you make more connections, make better connections and make lasting connections that will lead to recurring business.
On today’s podcast
1:30 - May was an intense month of focus and intentions on and off the air
3:40 - Greg Rosner told us how to execute on presentations
5:50 - Michael Moore introduced us to netweaving and how it can help us execute better
9:00 - Dan Jourdan fired us up and helped us execute on the phone
12:20 - You can call Kelly Riggs and he will pick up the phone
14:40 - Ron Masi gave us the road map...well the mindmap...to executing as a leader
17:04 - We went behind the music! Find out more about our house band, Haskins.
21:00 - Previewing June, our month of networking including interviews with Kelly Roach, Jen Gluckow and MORE!
25:00 - We reveal our newest AMAZING book club book
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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Our guest this week is, Kelly Roach, former NFL cheerleader turned entrepreneur and sales success coach and now author of Unstoppable: The 9 Principles For Unlimited Success in Business and Life. If her advice sounds real world and down to Earth, it's because her experience has been as real as it gets. She ventured from the corporate world where she handled hundreds of millions in assets and broke every single sales record in her Fortune 500 company’s history (all before she was 30!) into her own success coaching business all while raising a family.
If you're in any kind of business this will be an inspiring, fascinating and helpful listen. If you have a startup, or ever thought about setting of on your own business journey, this is a MUST listen.
On today’s podcast...
1:42 - Going from cheerleading for an NFL team to coaching sales teams and entrepreneurs
6:45 - Kelly reveals the thing she learned very early in her career that has propelled her to continued success now
11:50 - Even though it's one of the best time's EVER to start a business, Kelly feels bad for entrepreneurs today
16:20 - What big businesses need that entrepreneurs don't and vice versa
19:22 - The amazingly obvious thing that most startups are missing or not asking themselves
25:00 - Knowing the difference between profitable and productive
29:29 - Should you quit your job today and invest full time in your startup?
35:00 - Finding Kelly Roach
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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After a long period on training wheels, Jeff's kids finally learned how to ride a bike. It took a very short time to teach them relative to the time they spent on training wheels. That gap has Jeff thinking this week.
What have you been less than successful with lately and totally frustrated by? Maybe it's a prospecting technique. Maybe it's getting a customer through that last portion of their sales journey or their buying journey to make a commitment. Maybe it's something with social media. Maybe it's something with preparation or discovery. Maybe there's something about time management or priority management that you need to get better at. What could you improve drastically if you just took a little bit of time to study what it would take to improve? What could you be more successful with and less frustrated by in a matter of a few days if you only took a little bit of time out to figure out how to best do that?
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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You hear them every week, on every episode. Our guest this week is the band that stands behind The Why and The Buy, Detroit's own...Haskins!
Get more Haskins here!
Listen for a behind the music story of passion pursued and how they've made their team work over the years. This month is all about execution and a band has to lean on both individual execution and team execution to make beautiful music.
On today’s podcast
1:30 - Getting the band together
9:30 - How would Haskins describe the kind of music they play?
17:44 - Why Haskins is against playing cover songs
23:22 - Jeff's garage band days
25:30 - What made Haskins want to play music?
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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Just because it is Christie's buzzword, doesn't make it any less true or powerful. Authenticity has been the key to success for so many. Staying true not only to yourself in the present moment but your passion and your vision for the future.
Listen to today's musing and ask yourself what words you overuse and if you're okay with using them.
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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Our guest this week is Ron Masi, Business Analytics Leader for Teradata. Ron wakes up everyday thinking about execution, both how he will personally execute on his plan and how to help other business execute on their plans.
His strategies for execution are as insightful as they are precise. His story begins with a complete reset of his career several years ago that led him to start thinking big and asking big questions about buyer motivation, differentiation and strategic sales. Listen to learn more about the philosophies that are driving major success for Ron Masi and his company.
On today’s podcast
1:49 - What is a business analytics leader?
8:42 - How a complete career reset helped Ron Masi differentiate and execute at his highest level
12:00 - Why Ron forbids his SDR to check back in with him
16:00 - Shifting your mindset from the goals of the company and the goals of your customer
18:45 - Executing on an effective prospecting plan
24:45 - Warming up the coldest prospects
28:35 - How Ron uses technology and mind mapping to execute consistently
34:15 - Ron Masi's "Why"
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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On this week's Monday Musing Jeff has a song stuck in his head and not just because it has a catchy hook but a theme that has everything to do with Execution month.
In order to execute, you have to know what needs to be executed on. But so many things in our life (both work and home) serve to distract us and disrupt the focus necessary to answer the questions that will lead to execution.
Do you need to create a strategic plan around who you need to talk to? Do you know what you're going out to execute every day or do you just wake up with a task list and pretend that that's going to be effective for you? These are the questions that are really tough to answer and oftentimes they're are answered incorrectly because of all the noise surrounding the tech and the tools that salespeople use to implement those strategies are or handle those tasks.
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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Our guest this week is, Kelly Riggs, a leadership coach, founder of Biz Locker Room and author of Counter Mentor Leadership.
Kelly is here to help us connect the dots between executing on our quarterly targets and the sales leadership that our companies provide for us AND that we provide for ourselves. Sales performance doesn't just materialize out of nowhere. We learn the definition of counter mentor leadership and the research that is uncovering the true qualities of sustainable and results driven leadership.
On today’s podcast
2:43 - The danger of getting into "vacation mode"
6:17 - Crushing the slow months
9:16 - Understanding the strategic numbers game of selling
11:11 - The four most dangerous words in any leaders vocabulary
16:00 - Can you be reactive AND successful?
20:48 - The crossroads of the maturing salesperson
25:30 - The difference between a manager and leader
29:18 - Solving a company's dumpster fire with counter mentor leadership
34:30 - The meaning of counter mentor
38:42 - What drives Kelly Riggs' success?
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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Our guest this week is, Dan Jourdan, the Sales Energizer. Dan is a former consultant with Smith Barney, an expert Dale Carnegie speaker/coach and Gitomer Licensed Trainer.
Dan’s sales methodology often bridges the gap between “what people think they should do” and “what really works.” His sales philosophy is a cross between Confucius and Robin Williams.
He joined us for a deep dive all about how to execute on cold calls. It's not something that many love to do but it can be a necessary step in your prospecting process. Dan gives you some crucial advice for making cold calls work for you by overcoming your hesitation and engaging the prospect.
On today’s podcast
1:38 - This is the best day of Dan Jourdan's life
3:46 - Create some tension, create a connection
6:30 - The two rules of sales from Dan Jourdan's father
11:48 - Thickening your sales skin with cold calling
17:00 - Cold calling is control
20:48 - Seven magic words of cold calling
26:55 - The three things that your prospects will want to give to you
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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On this week's Monday Musing Christie has her takeaways from her past week of travel that took her to Suzanne Evans' Driven event and the Sales Success Summit in Austin, Texas.
Christie had the privilege of hearing from top performers, one percenters who had truly reached the highest highs of success. Today she's sharing the philosophies and strategies that bind all of these people together. Understanding them could be the key to unlocking your success and future wealth.
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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Our guest this week is, Michael E. Moore, Founder of Buckhedge, LLC. His company works to arm small to medium size businesses in Atlanta, Georgia with the tools they need to survive and thrive in any type of economic environment. Michael has used the principles of netweaving, among other things, to establish himself as a leader in the greater Atlanta business community.
Listen to Michael's story and let it inspire you to find creative ways to help other businesses in your own community grow. The value that you will receive is evident in how successful Michael has become in one of the busiest and most competitive business environments in America.
On today’s podcast
2:45 - Michael is the man behind the curtain
5:46 - What can you learn from a paper route?
8:33 - The origins of "netweaving" and how it's different from traditional networking
13:26 - Connecting people through a hyper-local business radio network
17:50 - Michael has to rebrand because of the other Michael Moore.
26:26 - The vital importance of growing and supporting your local business community
35:00 - Michael's why is rooted all the way back to his second grade class.
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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On this week's Monday Musing we're discussing the powerful act of doing. Too often we complicate things or succumb to the stress and fear of our task list. The bottom line is, the things that you've been putting off...they will make you successful if you execute. Listen with an open mind and let's crush the month of May together.
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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We're recapping an amazing month of April podcasts that focused on reach and reputation and ushering in May's theme: execution.
It is the perfect time for this theme because this is the part of the year where your planning and preparation starts to pay dividends and it's up to you to execute and start making sales.
It's time to pick up the phone, hit the pavement and take all of our businesses to the next level. We're here to help this month with amazing interviews that will help you prospect, form relationships and close more deals.
On today’s podcast
1:00 - Celebrating an amazing April lineup that included Donald C. Kelly, Jack Kosakowski, Bob Waltenspiel, Phill Keene, Tony Rhine and Keenan
5:00 - The key to a large reach and stellar reputation
7:00 - Christie's biggest takeaway from April
13:00 - It doesn't take a thousand fans to make a living
15:15 - This is the perfect time for our May theme, execution.
18:00 - Execution is essential for small business breakthrough
21:00 - What we're focusing on during our execution month
25:30 - A one time offer to our listeners for our first Small Business Breakthrough program
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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How do I present in a way that is persuasive, effective and ultimately leads me to my goal?
Our guest this week is, Greg Rosner, CEO of Pitch Kitchen. He's not an actual chef but he's cooked up a brilliant recipe for turning boring presentations into engaging conversations that delight and empower audiences. Throw away those boring slides and start thinking about making a conversation.
Listen for tips and strategies that you can use right now to re-think and re-imagine how you are presenting your sales and business information.
On today’s podcast
2:26 - Most people aren't born great sales people
4:20 - What is the definition and purpose of a presentation?
8:30 - Presentations as "containers for conversations"
10:35 - The mistake you're making in your presentation and how Greg's mindmap method can help you correct it.
17:06 - What if my presentation topic is boring?!
22:38 - You do NOT want to make a TED Talk
28:12 - Presentation style versus substance
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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In an honest and powerful Monday Musing, Christie discusses one of the biggest challenges for entrepreneurs: productivity thieves. We're on the verge of our new theme for May, execution, and there are things that happen to us and happen because of us that work to steal precious time and productivity. Listen to find out what those are, how to battle them and how Christie is dealing with them in her own business.
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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Our guests this week are the Batman and Robin of sales conversations, Phill Keane and Tony Rhine of Costello, a company that is using sales intelligence to help companies make more prospecting calls without forgetting important details.
Phill and Tony are total sales geeks and we love having them on the show. The same principles that allowed Phill and Tony to build a strong and successful professional partnership (open communication, being deliberate and a strong structure) are core to how Costello helps sales people build relationships with prospects.
On today’s podcast...
3:00 - How sales intelligence is helping companies make more prospecting calls without forgetting important details.
8:00 - Building a sales conversation from the ground up
9:27 - Using "designed alliances" to establish a foundation so that you can get to a conversation
14:32 - Why sales reps NEED a structure to help guide their sales calls
18:00 - Building a deliberate path for your prospect on every call
19:20 - How Tony and Phill's ability to communicate allowed them to become the Batman and Robin of sales conversations
25:00 - Phill's "Why": building a legacy
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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On today's Monday Musing Jeff digs into the word reach as part of this month's theme: reach and reputation.
We've spent April discussing how you can extend your reach, impact more people's lives and increase your market share. Today we flip the script and ask, "Who is reaching you?"
Who do you surround yourself with? Who's voice has an impact on the way you operate in life and in business? With all of the so-call experts in our field, are you able to filter the nonsense from the truly helpful?
Listen and challenge yourself to be intentional about the coaching you allow in your life.
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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Our thought leader is month is Keenan, A Sales Guy Inc’s CEO/President and Chief Antagonist. This is reach and reputation month and when we think of reach, we think of Keenan because he popularized the term!
He’s been selling something to someone for his entire life and it's made him one of the most authentic thought leaders we've had. He’s been teaching and coaching almost as long. With over 20 years of sales experience, which he’ll tell you he doesn’t give a s#%t about, Keenan has been influencing, learning from and shaping the world of sales for a long time. Finder of the elephant in the room, Keenan calls it as he sees it and lets nothing or no one go unnoticed.
Keenan is a sales rock star, a true rebel, innovator, thought provoker and thought leader. Check out his website for more crazy Keenan facts and listen to this episode for insights into how to extend your reach, reputation and
On today’s podcast
3:00 - Keenan's "why" is fleeting
5:30 - What does the word "professional" mean in today's sales world?
8:56 - Stop living in the "tell me" economy, start living in the "show me" economy
13:26 - How to start living in the "show me" economy. Brand building in the social era.
17:50 - Finding your own voice in a world of noise
23:18 - What drives Keenan and how does sales fill that tank
27:30 - Tell us what Keenan was buying at the Home Depot in this video. Email info@thewhyandthebuy.com.
30:48 - The 3 things that keep people from learning and becoming their best selves
38:00 - Social media branding is not about YOU, it's about THEM!
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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[powerpress]
Our guest this week is, Jack Kosakowski, CEO of Creation Agency US division and a digital marketing pioneer. Basically, he's a sales guy running a marketing agency. When Jack began his career he struggled to understand the meaning and worth of marketing. It was only after he entered the sales world and began to understand the value of marketing himself digitally that he truly found his calling and reached his full potential.
Jack is here to help you evaluate the true value of the content that you are sharing, the way you are starting conversations with potential clients and ultimately how you are establishing your reputation in your marketplace. It's not all about WHO you know, it's about WHAT you know.
This episode is marketing for those that hate to market. This is marketing for salespeople. This is marketing for people who want to grow their reach, reputation and wallet.
On today’s podcast
3:15 - What attracted Jack to digital/social selling before it was cool?
8:10 - Salespeople should NOT be writing content
11:54 - The "Why" behind creating content
12:53 - Creating conversations vs. forcing conversations
18:00 - How can individuals create reach that will impact their sales?
21:50 - The best way to talk to a CEO is....pissing him off?
25:18 - Jack's go-to thought leaders and how he develops content strategy
27:40 - The outcome of the conversation
34:43 - Are the things on your online resume worthy of being there?
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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[powerpress]
Christie is back from the Outbound Conference in Atlanta and has a LOT to share on this Monday Musing. Salespeople everywhere are being inundated with strategies and advice about advancing their online and social sales presence. But if you lose sight of the basics of connecting you could end up with a false sense of reach and very little reputation.
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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Our guest this week is Bob Waltenspiel, co-founder of the Podcast Detroit network and host of several podcasts, among them, IT in the D, a podcast that's helping IT professionals across the US.
The podcast grew out of an idea Bob had for a different kind of networking group. He wanted something that resembled an anti-Chamber of Commerce for people that were doing the same thing he was doing.
In this episode he'll tell us how he increased the reach of his networking group and established reputation in his industry and the podcast community.
On today’s podcast...
2:00 - The origins of the podcast and how he turned it into a business
6:49 - Bob is creating the Anti-Chamber of Commerce called the Career Academy
13:39 - What keeps people from creating alternative networking groups?
19:00 - Why Bob doesn't let "That Guy" into his networking events?
22:00 - Don't sell at the tradeshow
26:30 - The Podcast Detroit Network
We're excited to announce the release of the beta version of our Small Business Breakthrough Program this month and we need your help. If you want to know more about owning and operating a small business from two people who have been through it all (...us) then email breakthrough[at]thewhyandthebuy.com for more information
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On today's Monday Musing, Jeff recalls an incident on a previous episode of the podcast that has completely reshaped the way he thinks about his connections online. He's asking the tough question about his connection group and you should be too.
How many of those people in your connection group are you actually connected to? How many of them do you know? How many of them are worth talking to? How many of them are bots?
Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.
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[powerpress]
In this episode we're recapping some of the amazing things we've learned from our guests in the month of March and introducing our theme for April: reach and reputation. This month we'll explore how to extend your reach in whatever market you are in and gain the reputation that will lead you to more relationships, more referrals and ultimately...more sales.
!ANNOUNCEMENT! We're excited to announce the release of the beta version of our Small Business Breakthrough Program this month and we need your help. If you want to know more about owning and operating a small business from two people who have been through it all (...us) then email breakthrough[at]thewhyandthebuy.com for more information.
On today’s podcast
5:00 - Find out about Jeff's new ebook
8:00 - Recapping the month of March: Pia Silva helped us badass our brands
11:00 - Derrick Williams joined us and faced down our SDR/BDR skepticism and fear
17:00 - On our Monday Musings this month we kept it brief, kept adapting and kept it going.
19:30 - The amazing Anthony Iannarino joined us as our March Thought Leader
21:30 - Larry Levine brought his unique journey and discussed how to prospect and build a loyal following.
22:30 - The brilliant Matt Goudy, aka the Sales Renegade, came on and talked some sales heresy
26:15 - Our third Book Club book is...in the books! Our final thoughts on Building a Storybrand.
29:30 - A preview of what's coming up on April's reach and reputation month!
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[powerpress]
Our guest this week is, Donald C. Kelly, Founder and Chief Sales Evangelist at The Sales Evangelist. He's spreading the good news that it's great to be in sales and creating a community of people to help support each other in this business.
He's the perfect guest to kick off Reach and Reputation month because his goal is to reach out and help every type of sales person from the newbie who needs the basics to the savvy veteran who needs some new tricks.
Today we discuss his interesting backstory and what helped to shape the core tenants of his gospel.
Subscribe to Donald's podcast!
On today’s podcast
3:00 - Why are salespeople reluctant to learn more about their craft?
7:17 - How Donald's first manager flips the script on what it means to be a salesperson and changed his life forever.
12:30 - Vanity numbers and "The Chick-fil-a Principle"
24:44 - Does "building a culture" actually lead to quantifiable results?
30:00 - Donald's Hustler League is building a community and keeping salespeople accountable
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On this week's Monday Musing, Christie has a homework assignment: ask yourself "Who do I serve?"
The word serve can have a lot of different meanings for a lot of people's lives. We should all be striving to serve our customers better but what about our community? Giving back not only enriches the lives of others it also delivers inspiration, positivity and value to the person serving. Those are all things that you can take with you into your next prospecting call, all things that will help your reach and reputation and all things that will lead to your next ten sales.
Find out how Christie is serving those in her community and how you can get started in yours.
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Our guest this week is, Larry Levine. Larry went from the old-school copier sales industry to helping salespeople everywhere develop new-school business development strategies as co-founder of The Social Sales Academy.
Larry coaches sales reps to leverage social to build out their credibility, prospect for new business opportunities and to protect their current account base. In 2009 Larry started incorporating LinkedIn and social into his sales process. Using the LinkedIn platform and techniques he perfected, Larry closed over $1,300,000 in new business in 2014. Now, Larry coaches sales reps to leverage brand building via LinkedIn while integrating into their sales process to maximize their success.
In this fascinating episode we discuss his background, where he learned to be a great sales rep and how he transitioned from order taker to sales helper.
On today’s podcast...
4:00 - How do you maintain energy and differentiate in a slow to change industry?
9:00 - Larry's sales philosophies and non-negotiables
13:40 - Why do tenured reps find it so hard to define "hunter" vs. "farmer"?
17:57 - What motivates Larry everyday and where he learned to be a great sales rep
24:50 - Larry calls BS on sales buzzwords and the "great relationships" most salespeople think they have with their clients
42:00 - Larry's second why: the relationship funnel
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[powerpress]
A few weeks ago Christie discussed "Quantity over Quality" for preparation month. This month is all about prospecting and Jeff is flipping the script on that idea in this week's Monday Musing. Does it still make any sense to dial for dollars? To make 100 cold calls a day? Or is some of that time better spent building relationships?
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Our guest this week is, Matt Goudy and he's a renegade in his industry. He's also the Country General Manager of Medacta USA, a leading medical device company.
Matt shares with us what has made Medacta so different in a market where differentiation is so difficult. He shares with us the powerful prospecting advice he gives to his new sales reps who have taken his sales leadership and increased Medacta's performance in the US tremendously.
Listen to find out how patience and persistence can help make you a renegade and increase your sales productivity for the next 10 years.
On today’s podcast
3:45 - What makes a renegade company?
12:20 - Introducing new strategies and education to combat a lack of product differentiation
26:25 - Matt's philosophy on prospecting in new marketplaces
28:30 - The power of "checking back" and talking to everyone
37:00 - How Medacta's company culture leads to customers selling for them
41:20 - https://www.ted.com/talks/malcolm_gladwell_the_unheard_story_of_david_and_goliath
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Losing out on a sale, getting laid off, receiving bad news...
Disappointment and unexpected events are a part of all of our lives. Today, Christie has a strategy that you can use as motivation to help yourself transition from loss to gain, from disappointment to acceptance. You can decrease your recovery time and increase your well-being by keeping it B.R.I.E.F.
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As part of our Thought Leader series we're welcoming Anthony Iannarino, a highly respected international speaker, bestselling author, entrepreneur, and sales leader specializing in the complex business-to-business (B2B) sale. He is also a founder and managing partner of two closely-held, family-owned businesses in the staffing industry, leading both entities in strategic planning while growing sales. Anthony is best known for his work at The Sales Blog, which has helped him gain recognition as a top thought leader in sales strategy.
Throughout his career, Anthony has helped people in a wide variety of industries and markets think through and overcome their biggest business challenges.
Learn more about Anthony
On today’s podcast...
1:30 - Adapting to the customer to improve sales performance
4:00 - The future for Anthony Iannarino
6:18 - Disciplines are greater than goals
11:30 - The Lost Art of Closing and the non-linear sales process
16:15 - Avoiding buyer confusion and buyer's remorse
19:00 - Level 4 Value and becoming a trusted advisor
26:00 - Viewing "differentiation" through a new lens
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Our guest this week is Derrick Williams founder of 3Link Consulting.
Derrick is a highly experienced and accomplished sales professional, spending over 20-years driving sales for businesses of all sizes, from F500 to VC-backed startups.
Derrick's mission for 3Link is to ultimately help people and businesses reach their goals. He wants to be the “missing link” for businesses who were looking to find new customers. Helping other people win in sales is my idea of success.
We discuss and debate the role of the SDR, it's relationship with inside sales and the future of face to face selling.
On today’s podcast...
4:42 - SDR vs. inside sales management
6:15 - Jeff compares SDR's to crack dealers
9:00 - How much prospecting should a rep do in an SDR filled environment?
10:00 - The vital role SDRs play in high-scale, high-growth environments
12:07 - Derrick's prediction on the future of SDRs and sales teams
16:00 - Is Alexa coming for the average salesperson?
21:04 - Jeff's biggest problem with the SDR environment
32:00 - Derrick's "why"
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Prospecting requires swagger. How much you have and how successful your prospecting will be is up to you.
On this week's Monday Musing, Jeff is blown away by the swagger of a beer company. Their marketing strategy is aggressive, honest and targeted to ensure that the people they speak to are the people that will line up to buy whatever they release. What lessons can be taken away from a beer company that can have your sales feeling sudsy?
Listen and share with a friend over a cold one.
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Our guest this week is, Pia Silva, author of the book Badass Your Brand. Pia is a speaker, Forbes.com contributor and branding expert for Worstofall Design.
She's here today to talk about narrowing your brand focus and deciding on where you fit best within your marketplace. It can be a scary process but ultimately one that will make you a leader and expert in your field.
Pia's ideas on branding and entrepreneur ship will reshape how you think about your business and your sales and marketing philosophies. This episode is a must-listen.
On today’s podcast
3:06 - The history of "brand shrink" and "Badass Your Brand"
8:14 - What's the brand shrink process like?
11:20 - How do you overcome the fear of choosing your one brand?
17:27 - How did Pia decide on her brand and her niche?
28:49 - Pia's revolutionary "solopreneur economy" concept
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It's time to go beyond the buyer persona and start thinking about your sales ecosystem. Who are the subsets of people who are influenced by you directly and indirectly that can lead to future sales?
Your colleagues, partners, customers and competitors, even social influencers, there's a message for each one of those individuals inside of your ecosystem. There's a connection or a relationship that needs to be built with each one of those individuals.
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We're wrapping up our month-long quest to get prepared and getting you ready for March and our new theme, prospecting.
Join us as we relive and analyze the best moments from February and discuss what amazing guests and topics await our deep dive into the art and science of acquiring more business.
On today’s podcast
1:15 - Where are you in sales as we enter March?
3:00 - Avoiding the Q4 blitz
12:00 - Recapping February's focus on preparation
17:50 - We interviewed a very smart, very inspirational circus clown
23:00 - Camille Clemons helped us go for the GOAL
27:20 - Find out about our AMAZING March guests
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Our guest this week is Luis Rivera, CEO for the Tactical Athlete Health & Performance Institute (TAHPI). TAHPI is based on the premise that firefighters should be treated like professional athletes as their health and fitness is critical to meeting the demands of the job.
Luis shares the amazing story of how he came to this unique idea and how he sold it to major cities across the United States. He navigated a long complex sales process but remained flexible and let the power of his bold idea do the selling.
His story is inspirational, motivational and a true tale of perseverance and the power of a great idea and hard work.
On today’s podcast...
2:00 - Luis confronts a major wellness problem in the public service sector
4:00 - Luis utilizes a major league sports strategy to start his business
8:00 - Showing value via cost savings
10:30 - Dealing with complex partnerships and complex sales processes
15:00 - How Luis refined and perfected his model for sales success
19:00 - Luis completes the long sale
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In this week's Monday Musing we want to know if you're prepared to differentiate yourself from your competition.
Why do we keep talking about being different? This is where selling starts. So many salespeople have it beaten into their heads that they need to talk about why they're better and it's not about why you're better. Better is in the eye of your prospect. Talk to them about why you are different.
Salespeople have been taught for the longest time that if you can get people to like you, if you can be friendly, if you can fit in, if you can find a way to relate, if you can become a part of that tribe, then you'll win.
Even if they like you, you still have to be different. You still have to have something appreciable about what you bring to the table that is going to create an outcome for them that they cannot currently get.
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Our guest this week is, Camille Clemons, Business Development Director at UMB Fund Services.
In a previous position Camille found herself at the top of the sales leaderboard and yet felt unsatisfied and, frankly, stuck. We discuss how she got "un-stuck" by being prepared for her next great opportunity and by properly setting and achieving goals.
Camille shares the strategies that allowed her to reach the top of the mountain and the philosophies that have guided her to the right adventures.
On today’s podcast
11:46 - How long should you give yourself to achieve a goal?
14:15 - How preparation is essential to recognizing the right opportunity
22:00 - The danger of being "antsy"
28:05 - How Camille is preparing for her next venture
34:30 - Camille's prospect preparation process
37:22 - The problem with social selling
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Get ready for this Olympics edition of Monday Musing!
Christie is extremely inspired by the story of Simon Kruger, the skiathalon competitor who fell at the beginning of his race, broke his ski pole and STILL won the race!
Listen to this story of resilience and recovery and how you can apply it to your career and life.
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Our thought leader this month is Bronkar Lee, speaker, author, creative and amazing talent who's here to help us work through our theme for the month, preparation. How prepared do you need to be to learn a new skill? What kinds of strategies can you employ to master new skills as quickly as possible?
Bronkar has always been fascinated by learning, as both an enthusiastic student and insightful teacher. He has learned musical instruments and languages, crafted beatboxing techniques, and mastered numerous physical skills — even to the point of breaking world records. He applies these skills (as well as his interpersonal expertise in human connection) as a performer, coach, and educator, to inspire countless audiences and individuals. A sampling of credits includes touring Europe as ringmaster to a world-renowned circus, teaching at-risk youth to develop the confidence to overcome abuse and addiction, and appearing with Jay Leno on the Tonight Show.
On this episode he shares his insights on learning, preparedness, purpose and changing what isn't working to achieve different results.
On today’s podcast
2:31 - Bronkar's unique preparation process
3:48 - The importance of lifelong learning in sales leadership
9:22 - How clown school and joining the circus changed Bronkar's life
14:06 - "The Mindset of the Serial Learner"
17:36 - How knowing yourself can unlock the keys to mastering skills quickly
21:06 - Bronkar's mathematical forumla to learning a skill
27:53 - The multiple definitions of "mastery"
35:00 - How being a child-like scientist can guide and accelerate learning
44:52 - More keys to develop new skills and become the best version of you
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When you think of someone who is prepared for anything, does anyone match that description more than a military veteran?
Our guest this week is, Paul Boucherle, a Marine veteran, titan of the security sales industry and now a consultant who is devoting his life to helping companies find the right talent and veterans find good jobs.
In this fascinating interview we talk about his new venture, SalesMarines. SalesMarines provides veterans and employers an opportunity to discover the perfect fit. They align and train veterans using 50+ years of combined knowledge and experience to offer top of the line candidates.
Learn more about SalesMarines here.
Learn more about Paul here.
On today’s podcast
4:31 - How Paul is helping companies find qualified sales people and helping veterans find good jobs.
7:46 - How to identify people who are qualified for sales
11:30 - The number one concern of all senior management
15:00 - Matching a company and an individual using the principle of "time to productivity"
19:44 - Does the regimented life of a veteran hurt them in sales?
21:54 - How does veteran preparedness translate to sales preparedness
24:28 - How to balance objective assessments versus subjective analysis in hiring and recruiting
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This week's Monday Musing goes right along with our theme for the month of February, preparation. A sales gameplan means very little if you don't go out and execute. Let Jeff pump you up for the week ahead and help you do...your...job.
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We're beginning our discussion of preparation with one of the fiercest and most dedicated planners that we know. Antony Rhine is a Senior Strategic Account Executive at Octiv, an automated document generation company. His position in sales leadership requires him to both balance the needs of his accounts and also manage his department. He's adapted to this by developing a planning system that lives inside his "serial killer" notebook and is the envy of Jeff and Christie.
This is a fascinating deep dive into the why and how of planning PLUS he shares some of his philosophies on purpose and change that will leave you thinking...and planning your next moves.
Learn more about Octiv here.
On today's show...
1:30 - Learn more about Jeff Bajorek's "Office Hours" program
5:00 - How Antony uses a "serial killer" notebook to juggle account sales AND management level responsibilities
7:15 - Why Antony developed his planning system
8:50 - Is there a negative perception of "the planner" around the office?
11:40 - Can your "why" change?
15:29 - Embracing the messy world and adapting a growth mindset
22:50 - How far out does Antony plan in detail and how rigid is his plan?
29:15 - What's missing from most people's planning process?
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When you are producing or providing service, do you focus on quantity or quality? Is there a way to achieve both?
On this week's Monday Musing, Christie reflects on the concepts of quality, quantity and the bridge between the two. Rather than focusing on one or the other, Christie is using quantity to achieve quality. Listen to find out what inspired her strategy and how you can use it to prepare yourself and achieve quality everyday.
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Jeff and Christie recap an amazing January where the focus of their Monday Musings and amazing guest interviews were on "purpose."
This month we shift gears to discuss "preparation." How do you prepare yourself? How do you learn? How do you prepare for objections? Is there such a thing as preparing too much?
You can't just knock on the door of the CEO's office and expect to win. Preparation is core to the sales process and we can't wait to introduce you to guests and concepts that will help you to prepare to make your next sale and your next thousand sales.
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Our guest this week is Jane Gentry. Jane is a sales and leadership consultant and a dynamic speaker whose presentations help to engage employees, increase sales and drive business results. She's worked with some of the most successful companies in the world including Assurant, The Home Depot, Milliken, Philips and Coca-Cola.
She's here today to talk about authenticity, purpose, surviving in small and large organizations and that hottest of topics...millennials. Her views on how to engage and coach millennial salespeople is as fascinating as it is challenging. This is a must listen for managers, entrepreneurs and those young in sales.
You can find out more about Jane here.
On today's show!
2:43 - Jane learns a valuable lesson from her early acting career
5:35 - In defense of small companies
8:30 - How Jane uses data-driven sales diagnostics to help grow sales
14:19 - The number one mistake that company leaders are making today
17:19 - The keys to working with and understanding your millennial workforce
30:22 - What you can and can't teach millennials
Hustle. It's the magic missing piece in your sales puzzle. The prescription for what ails your sales, right? Wrong. It's a buzzword and it's overrated. Listen to find out how constantly focusing on hustle can be a danger to your health, your priorities and ultimately your sales.
Our guest today is Paul Watts, host of the Sales Reinvented podcast and his purpose is to change the way people think about selling, salespeople and; ultimately, make sales a profession people can be proud of.
We discuss his podcast, how he found his purpose and what salespeople can do right now to be more approachable and more trustworthy (spoiler: it's not 'Always Be Closing')
On today's show...
4:30 - Why did Paul start his podcast?
6:00 - Where does the negative image of salespeople come from?
10:55 - How sales and engineering are actually very similar.
16:26 - How your business title is driving your behavior
19:26 - Paul describes a revolutionary sales incentive program
26:23 - Paul describes how his organization found its vision and purpose
Find out more about Paul Watts...
Website – www.salesreinvented.com
Twitter - www.twitter.com/salesreinvented
Facebook - www.facebook.com/sales.reinvented
LinkedIn - www.linkedin.com/company/sales-reinvented
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Christie announces her new "Question of the week" initiative. A question that she will ask herself every day of a given week to help focus in on her purpose and provide accountability in a world full of distractions.
If you want Christie's question of the week every week visit her at christiewalters.com and connect with her on social media. And we invite you to come up with your own question of the week and share it with us!
Today we release the first in our new monthly series of thought leader interviews. We're bringing in top thinkers from around the sales and marketing world to help discuss and analyze our monthly theme. January is all about purpose.
This week we have Marilyn Carpenter and Joe Schum from Network Orchestrators in to help us define, decide on and create common purpose that will ultimately lead to the thing that we all want, more and better business.
On today's show...
3:50 - Bringing the human back into sales and marketing.
15:10 - Common Language vs. Common Understanding
22:50 - How do people use purpose to accelerate their business?
39:58 - Why do people choose human-centric businesses?
50:15 - The difference between "helping" and "serving."
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Vince Fowler left the military and got into sales because his buddy told him it would be "fun." He fell in love with sales. Had a messy divorce with sales, then fell in love with sales all over again. Now he's a business development coach with a great philosophy on purpose, commitment and rebooting your personal operating system that audiences really connect with.
Follow Vince on twitter and visit his website!
On today's show...
2:05 - Vince has a man-crush on Jeff.
5:51 - How Vince fell in love with sales, then got divorced from sales, then fell in love with sales all over again.
8:34 - Why are all kids great at sales when most adults aren't?
17:04 - Vince reveals the number on obstacle to building a successful business.
20:50 - How resetting your personal operating system can revolutionize your sales, your business and your life.
35:50 - Value based decision making: the importance of committing to your purpose.
Our guest today is Lisa Fey. She's often described as a humorist with a message and she has a great message for you today.
Lisa uses her creativity and her humor to inspire, collaborate and inform audiences around the world. She was a corporate rockstar with Coca Cola before branching off on her own to help consult and advise business professionals like you. Her insights are invaluable and her humor is unquestioned.
Find out more about Lisa here: lisafey.com
On today's show...
4:18 - What's it like to move from the corporate world to a world of public speaking and humor?
11:40 - How did comedy become an integral part of Lisa's speaking style?
17:50 - Lisa learns that their are rules of comedy and improv
23:30 - The art of listening: essential for improv AND sales
25:04 - Lisa reveals the secret behind her success
[powerpress]
We're starting our new podcast series, Monday Musings, with "Four Words" an annual tradition that helps kickoff Christie's new year.
Identifying words, ideas and themes that will define your year can help you hone in on your purpose and allow you to find your why. As you listen to this begin to think about what your four words would be and how they will influence the great year we know you're going to have in 2018.
Today we are kicking off 2018 with a purpose! “Purpose” is our theme for them month of January and we’ve got some amazing content to share with you that will help you define and achieve greater purpose in sales and life.
On today’s show…
4:11 – What our podcast has in store for you in 2018
7:11 – Explaining some of the new features of our show
13:38 – We introduce our theme for the month, “purpose”
17:35 – Purpose isn’t just for yogis and mystics, it can work for you too
19:12 – Jeff’s process for finding purpose
28:21 – What’s up next for The Why and The Buy
Can you believe that we've been podcasting for an entire year?! What a year it has been. We reflect on our growth, our why and our plans for next year. Spoiler: we plan on doing even MORE to help you in 2018
On today's show:
10:15 - Stop trying to be perfect and start being real
13:30 - Our favorite guests of 2017
19:00 - The (HUGE) plans for The Why and The Buy podcast in 2018
SHOW LINKS
Sign up for the Sales Success Summit: top1.fm/whybuy2
Our guest this week is Carl Gould, a best-selling author, award winning coach and serial entrepreneur. He's the author of a new book, Quit and Get Rich, Fix It In 5.
Carl helps people start and grow powerful businesses with his writing, speaking and coaching. In this interview he shares wisdom that will help you in every part of the sales and business development process and wherever you are in your career.
Visit Carl's website and type in the word COACHING in the contact form to get a free coaching session: http://www.carlgould.com
Reserve your copy of the book: http://www.gteamradio.com/fix-it-in-5
On today's show...
2:55 - How did Carl come up with the idea for Fix it in Five?
5:09 - Do you have the wrong business partner?
11:00 - How to manage your company's growth the RIGHT way
16:30 - "One of the top skills of a CEO is how quickly can they get a task off their plate."
19:00 - Carl Gould breaks down the two parts to a sales transaction
Our guest today is Sean Ogle, the Head Rebel at Location Rebel, a company that helps people realize their dream of starting a small business while working anywhere on Earth.
Sean Ogle doesn't fear change. He entered the job market out of college during the height of the 2008 recession when so much of our economy was changing. 3 years later he had moved to Thailand, started his own business and was helping others make the changes that gave him back his freedom and happiness. Listen to his story of risk, change and the search for career meaning.
On today's show...
2:40 - The moment everything changed for Sean...
6:26 - "I knew if i wasn't happy, I wasn't going to be very valuable to anyone else"
11:00 - Rethinking the American retirement dream
15:40 - Sean's key to getting "unstuck" from your current situation
27:58 - The 3 phases/stages of uncertainty
Visit Sean's website: locationrebel.com
Follow Sean on twitter and instagram
Jason and Laurel from Slabtown Marketing are BACK! Today we're talking about content marketing. It can seem daunting to some, especially those working by themselves or on a budget. Jason and Laurel are here to help you create compelling, money-making content in ANY situation.
Visit slabtownmarketing.com today to find out how Jason and Laurel can help your content marketing strategy!
On today's show...
4:00 - Where do you even start with content marketing?!
8:20 - How much should I post? Quantity vs. Quality
11:00 - The importance of knowing your greatest strength
18:00 - How can you turn good content into dollars in your bank account?
Our guests this week are Laurel Truax and Jason Manke from Slabtown Marketing. This Michigan marketing firm has been successful approaching marketing from a sales perspective and sales from a marketing perspective. There's always a lot of talk about sales and marketing alignment, but not a lot of action. Laurel and Jason are here today to convince you that sales and marketing synergy can lead to more innovation, less friction and ultimately increased revenue.
Connect with Slabtown on Linkedin: https://www.linkedin.com/company/slabtown-marketing/
2:50 - The origin behind the name
5:00 - How do you start your own marketing firm?
7:00 - The eternal battle between sales vs. marketing
14:30 - Thinking of sales and marketing as revenue centers
19:00 - How they operate as a third party marketing consultant.
21:30 - Does Slabtown see marketing and sales spending more time together in the future?
Today's guest is Scott Ingram, host of the Sales Success Stories podcast.
He's back on the show to talk about a topic vital to today's salesforce, mentoring. It's what he's dedicated his podcast to and what will certainly be a hot topic at his Sales Success Summit event in May. Scott says that so many of the successful people he has met around the country and through his podcast have had one thing in common; they had great mentors. By being available to be a mentor and to be mentored to you can uncover new ideas, creative solutions and better insight into the challenges that you face.
Subscribe to Scott's podcast!
On today's show...
5:00 - Coaching vs. Mentorship
9:00 - The informality of mentoring and what to look for in a mentor
16:30 - How Scott's Sales Success Stories Podcast has become a mentoring vehicle for his guests and listeners
17:30 - The dangers of the sales "echo chamber"
19:20 - Mentors are everywhere...they can even be your CUSTOMERS!
Special for our listeners, Scott has a great offer on the Austin event discussed on the show! PROMO CODE: why
[powerpress]
Our guest this week is Robyn Crane. She is a money, growth, business expert and the author of a new book, Make More Money, Help More People: A Female Entrepreneur's Guide To Attract Ideal Clients, Close More Sales, & Increase Your Revenue
Robyn's passion lies in mentoring female entrepreneurs but her guidance on wealth management and self-care applies across all boundaries. Robyn shares her life's work and great personal stories of trial and triumph in one of our best episodes yet.
On today's show...
6:20 - "Your brain is designed to sabotage you."
11:30 - How to overcome self-doubt and fear so that you can help people.
20:20 - Robyn reveals her 5 "money-types." Which type are you?
27:30 - How will making more money allow you to help more people?
32:00 - Robyn's personal crisis story and having to take her own medicine.
[powerpress]
Our guests this week are Mike and Mike from The Catalyst Sale Podcast.
"Sales is not rocket science." That's the message from hosts Mike Conner and Mike Simmons. Developing the fundamentals and thinking about your process are key to your sales success.
3:30 - The one thing that's changed in sales over the past 30 years.
11:30 - Sales is a thinking process.
17:45 - Don't make your process about you, focus on what the customer is looking for.
27:45 - Mike and Mike's "Why"
This week's guest is Steve Nudelberg, author of Confessions of a Serial Salesman: 27 rules for influencers and leaders that will change your life and business.
Steve Nudelberg's attitude has kept him at the top of his game in sales and life. It's evident in his writing, speaking and sales training. Today we discuss how he achieved that attitude, how the world of sales is changing and what he thinks you should be doing right now to take advantage and beat your competition.
Check out Steve's website nudelberg.com and follow him on twitter @Nudelberg
1:49 - How Steve manages to stay on fire and how that's propelled all of his success.
5:50 - Why did Steve decide on 27 rules?
14:30 - "If you spend all your time trying to sell something, that feels like a very shallow existence."
18:30 - Steve's "At-Bat" principle of sales
33:30 - Steve's killer reading recommendations
Our guest this week is Jesse Perreault, Director of Business Development and Digital Marketing Strategist for Soap Media, Inc.
Jesse began his first business when he was 15 and quickly began to understand that technology and data would be key to reaching the goals he set for himself. Ironically it was technology and data that helped him to his second realization, quality relationships are better than plentiful connections.
His article, "How I Met 500 people in 500 hours," is all about making quality connections that lead to lasting relationships. He believes that learning about 500 people is way more powerful than 500 Linkedin connections.
6:30 - What Jesse learned in a life of entrepreneurship
11:25 - How Jesse came up with his list of 500 people he met in 500 hours.
12:30 - "If I can learn from somebody, what may have taken them several years to learn the hard way, in a matter of an hour...I consider that pretty good growth."
18:00 - How Jesse built a book of business without a "mentality of closing"
23:00 - Jeff breaks down the right reasons to take a meeting
29:30 - Jesse reveals his "Why"!
[powerpress]
Our guest this week is Amahl Williams, VP of Smarketing at Pluris Marketing and, no, that isn't a typo. Amahl is frustrated by the conflict between sales and marketing and how it's rooted in old stereotypes. He thinks most sales and marketing departments are stuck in a pre-2008 mindset and the only way to 'get out' is to 'get smart.'
1:18 - What is "smarketing"?
6:00 - "A lot of the ideas that used to be viewed as best practice for sales and marketing aren't just irrelevant, they're erroneous"
18:30 - Why Amahl thinks that it's still all about revenue and how that affects the way businesses approach marketing
28:00 - "If you don't have content on your site...I don't understand you."
37:50 - Amahl gives you MUST-READ recommendations for "smarketing"
[powerpress]
Our guest this week is Jen Spencer, Vice President of Sales and Marketing at SmartBug Media. She believes that the best way to have a presence online is to have a presence in-person. Her inbound marketing strategies will open your eyes to new ways of getting attention AND portraying your best online identity.
3:13 - Jen explains her love of scotch
6:17 - What is "intelligent inbound marketing?"
9:15 - The difference between a marketing novice and revenue generating marketing professional
12:00 - How to stay on top of your prospecting pipeline when buyer trends change so quickly.
17:50 - "Your digital presence is an extension of your in-person presence."
24:50 - "The more you understand the way people communicate, the better off you're going to be as a sales person."
Swagger. You can get through life without it, but you can't get through sales. It is the fifth and final key ingredient of a strong prospecting plan from Jeff's free e-book, Rethink the Way You Sell. Jeff and Christie discuss how to find your swagger and keep it even through rejection.
4:08 - Jeff defines his recipe for "swagger"
9:46 - Christie lays out the fallacy of "'no' means, 'not yet'" prospecting
16:27 - Is marketing automation killing your sales swagger?
21:16 - Jeff and Christie discuss their favorite rockstars and how they used their swagger.
It sees everywhere you turn, someone is talking about prospecting. What to do, what not to do, how to win, what pitfalls to avoid...It can be overwhelming for even the best sales people to know the right approach to take.
In this episode, we interview Marylou Tyler, author of Predictable Prospecting and it's predecessor, Predictable Revenue. Some of the topics we cover include:
- How to land crucial meetings
- Twelve habits of highly successful SDRs
- How to leverage the right tools for predictable prospecting
What do you do when you hear "No"? Do you just walk away or do you use it as a springboard for the next conversation? We love it when Don "The Idea Guy" Snyder visits us on an episode of The Why and The Buy podcast. He always has a unique perspective and gets us thinking in different ways.
In this episode, we dissect what "No" means and why you should look at this little two letter word through new lenses.
"NO...it's just one word. Expect it, prepare for it...adjust"
In this episode, we cover such scintillating topics as:
- Why "NO" is like Sonar on a submarine
- Tools you can use to practice objection handling in your next sales meeting
- What to do after you have lost a sale
- Top 3 strategies for handling objections
[powerpress]
Another mini-sode in the can! Jeff and Christie have a ton of fun in this short episode that is all about FUN! In fact, we say fun 63 times in this short episode.
So why an episode on fun you ask? Well, we believe you've got to have fun to make sales worthwhile. We don't know a single successful sales person that just collects a paycheck and if you do, don't be surprised if your customers start running for the hills. Don't let yourself become robotic in your interactions and make it your mission to ensure others have fun too.
"If you aren't having fun, you are doing something wrong. Work hard, sell hard, but have fun doing it. "
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In this episode, we discuss the importance of digital authenticity with Shannon Peng. A self-described "Digital Gladiator", Shannon Peng has created a strong following in social media by being unapologetically real in everything she posts.
"The world is not flat, so your content shouldn't be flat either." - Shannon Peng
Shannon talks with us about why social media matters and how it has helped her be more authentic. Some of the topics we tackle include
- Content ADD and the social zombie apocalypse
- The power of originality
- Authenticity in a digital world
- Creating epic moments for your followers
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Liz Wendling joins us in The Why and The Buy podcast studio this week. Author of Everyone Sells Something and The Unstoppable Business Woman, Liz shares her insights on selling in the modern world.
Much like a magnet, you are either attracting business or you are repelling it with your sales and marketing messages - Liz
There are so many gems in this episode, we can't possibly list all of the salient points Liz makes here. Some highlights to listen for, include:
- Why movies like Glengarry Glen Ross have skewed our view of sales
- Why serving, listening, and sharing are not selling
- Why technology is killing your business
The idea of “servant leadership” is a very popular concept in management training these days. Robert Greenleaf coined the term 35 years ago, but the concept is still vital and empowering. Granted, “servant” doesn’t sound nearly as powerful as “boss,” but it has the potential to deliver far more of what most of us are really after: influence. The reason is simple. When you have a servant mentality, it’s not about you.
Removing self-interest and personal glory from your motivation on the job is the single most important thing you can do to inspire trust.
When you focus first on the success of your organization and your team, it comes through clearly. Alejandro Tornato talks with us about what you need to do be a Servant Leader. It's simple really:
- Ask more questions
- Listen more carefully
- Actively value others’ needs and contributions
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"I'm late, I'm late for a very important date. No time to say hello, goodbye. I'm late, I'm late, I'm late." Too many of us feel like the White Rabbit in Alice in Wonderland these days. Busy...busy...busy...We are all just so busy. Unfortunately, 'busyness' does not equate to business and your level of success will be determined by your focus.
Distractions come in all shapes and sizes. Sometimes they are big and are forced upon us when a loved one is sick or a car breaks down. These distractions deserve our attention and are usually not the culprit of our lack of sales success. More often, the most impactful distractions are sneaky. They are small, meaningless daily detours; time spent with the wrong people, the wrong technology, or the wrong focus.
"Where do you draw the line between what is productive and what is productive procrastination?"
Although it isn't possible or even recommended to eliminate all distractions, you can minimize their impact on your overall success:
- Steer clear of Time Wasters and Naysayers
- Put technology in it's place
- Flip the script in your head
- Feed your mind
In this episode, Kristina Evans shares her social media journey and how she went from 200 LinkedIn followers to over 10,000 in less than one year.
I get a great sense of fulfillment sharing with others and I'm okay if I ruffle a few feathers now and then - Kristina
Kristina doesn't share a magic formula for success on LinkedIn, in fact, she has had a lot of content that fell flat with no engagement. She does, however, share some insights on how to engage effectively. Some of the topics we cover include:
- The importance of authenticity
- How to manage disagreement
- Just hit publish
Our first MINI-SODE! In this shorter than usual episode, Christie and Jeff discuss the importance of showing up. That's right. The first key to success is showing up on time, every time. Do what you say you will do and when you say you will do it. It's simple really.
Hard work beats talent when talent doesn't work hard - Hines Ward
In this episode, we cover the ever popular topic of Goal Setting. Yes, I heard collective groans as soon as I typed that topic. All joking aside, if you want to achieve true success, you have to take this topic seriously...and we don't mean just once per year!
It's not WHAT you know, it's not even WHO you know, It's what you IMPLEMENT that counts. - Brian Moran
Goal planning is not a one-time event. It is an on-going, iterative process. So how do you plan for goal success? In this episode, we will discuss techniques such as:
- Establishing a baseline
- Challenging your assumptions
- Breaking down your goal into 12 week objectives
- Getting an accountability partner
In this episode, Jeff and Christie interview Chi Chi Okezie. As owner/producer of SIMPLEnetworking, LLC in Atlanta, GA, Chi Chi Okezie enjoys helping university students, professionals, companies and state / government agencies polish their professional approach.
"Some people don't realize they needed to invest more in their network until they need that network to help them. You have to plan, build, and pay it forward first." - Chi Chi Okezie
Chi Chi discusses her path to entrepreneurship and the networking approach she teaches others:
- INDUCT
- INFORM
- INQUIRE
- INVITE
Listen in for more information on this simple, yet effective approach.
In this episode, we discuss the importance and process of developing Unusual Creativity with Don The Idea Guy. This one is a little longer than some of our previous episodes, but trust me, you will not be disappointed.
Who is Don The Idea Guy you ask?
"The most creative person I know" - Jeff Bajorek
Don has sold, shared, or traded ideas with the likes Sears-Kenmore, Ford Motor Company, Palm, American Airlines, Coca-Cola, Kelloggs, The American Marketing Association, Doug Hall, Seth Godin, Daniel Pink, Jeffrey Gitomer, and The Tom Peters Company who described Don The Idea Guy as “the perfect example of a strong and successful brand“.
In this episode, Don discusses:
- Connecting with customers in new and exciting ways
- Idea creation vs idea execution
- How to guarantee a win on your next pitch
- The appeal of chocolate scented shirts
"I guarantee you, that one or two of those worst ideas, the worst solution possible, is going to be the seed from which the ideal solution grows." - Don The Idea Guy
In this episode, we discuss the role that fear plays in our success or failure as a sales person.
"Do one thing that scares you every single day" - Anonymous
Fear is an incredible motivator. It is what kept us safe from predators during caveman times. It is what keeps you from walking off the edge of a cliff, and unfortunately, it is often also what holds us back from success in business and in life. There are several types of fear that we discuss in this episode such as:
- Fear of failure
- Fear of non-action
- Fear of action
- Fear of success
- Fear of missing out!
In this episode, we dissect the importance of data in business, baseball, and even daily life
Some of the questions we tackle in this episode:
- How are you measuring success? What story does your data tell you? When is there too much data?
- Why is it important to challenge your long held beliefs or preconceived notions?
- How do you evaluate your daily/weekly/monthly activities to ensure you are focused on the right things?
In this episode, we discuss the concept of sacred cows. What is a sacred cow you ask?
Merriam-Wester definition
sacred cow –one that is often unreasonably immune from criticism or opposition
In our last podcast, we covered the concept of personal biases and beliefs vs data that proves otherwise. Preconceived ideas and long held beliefs are being challenged everyday in our society. Some of the topics we address include:
- How are you challenging your preconceived notions about your business?
- How is your competitive landscape changing? What about your customer’s competitive landscape?
- How are you challenging yourself? Does your current role suit you best or are you doing it because that’s what you have always done?
- How are you evaluating your performance? How are you challenging your ideas about how you should spend your time?
In this episode, we discuss the importance of personal preparation. What do you every day to ensure success?
“It is not often that a man can make opportunities for himself. But he can put himself in such shape that when or if the opportunities come he is ready” – Theodore Roosevelt
We started this podcast with the concept of preparing for the sales call. Although we will address that topic in the next podcast, it became apparent to us both that we couldn’t discuss preparing for a sales call if we didn’t address the importance of personal preparation first.
- How do you start your day?
- Are you focusing your energy on habits that set you up for success?
- What are your goals for this week and how will you accomplish them?
- Do your short term goals and habits tie back to your long term plan? If not, why?
In this episode, we continue our discussion about preparation by focusing attention on how you prepare for a sales call.
Some of the questions we tackle in this episode:
- How well do you know your audience?
- Why would your product/service matter to them?
- Can you talk their language?
- What are you hoping to accomplish in this meeting?
In this episode, we discuss the secret to a YES! attitude. Attitude is the single most important element of success in our business, social and spiritual lives, yet we spend virtually NO time studying attitude formally.
“Positive attitude is defined as the way you dedicate yourself to the way you think. The definition for a negative attitude is exactly the same.” – Jeffrey Gitomer
We spend a LOT of time thinking, teaching, and working on the subject of attitude. Working with Jeffrey Gitomer and some of the other Gitomer Certified Advisors has been pivotal to our success because of the team’s focus on getting and maintaining a YES! attitude. So how can you get your YES! attitude? In this episode, we will discuss techniques such as:
- Visualizing your YES! moments
- Maintaining the proper perspective
- Focus on those things within your control
- Controlling what goes into your mind