91 Monday Musing: Getting Back to Basics

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.

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89 Monday Musing: Rethink Your Connections

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?

It’s time to stop obsessing over the number of twitter and linkedin follows you have and start obsessing over how connected you are to the people that do follow 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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86 Monday Musing: Who Do You Serve?

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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84 Monday Musing: Quality over Quantity

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 that will lead to greater sales?

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82 Monday Musing: Keep It B.R.I.E.F

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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77 Monday Musing: Your Sales Ecosystem

So many companies and sales managers have gone through the buyer persona exercise as part of a focus on prospecting? Have you?

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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74 Monday Musing: If You Cannot Differentiate, You Cannot Sell

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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72 Monday Musing: How do you recover?

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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70 Selling like a Marine with Paul Boucherle

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. He says most veterans are equipped to be great sales leaders. 

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 sales 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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69 Monday Musing: Do your job

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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