This week, we are beginning to unpack several elements from Jeff Bajorek’s new e-book – Rethink The Way You Sell. This will be the first of a series of 5 episodes aired over the coming months and focused on prospecting. Jeff lists 5 key ingredients to a strong prospecting plan in his e-book and we will dive into them one at a time.
The success or failure of today’s sales professional can hinge on the depth of the questions they ask. Perfecting the art of asking the right questions and listening to understand vs respond is a skill you have to practice everyday. In this episode of The Why and The Buy, Christie and Jeff explore the concept of powerful questioning.
When is “Good”, good enough? Anyone who suffers from hyper-achiever syndrome knows that you are always striving for that ever-elusive measure of perfection. Listen in as Coach Christie helps Jeff see a different perspective on this challenge in his own life.
This week, Scott Ingram – Host of Sales Success Podcast and Inspired Marketing Podcast joins us to talk about what he has learned interviewing top sales professionals in organizations across the country. You are going to want to listen to this episode over and over.
If you are a regular listener of The Why and The Buy, you know that Christie and Jeff are avid golfers. We believe that golf and sales are very similar and strive to include golfing in our businesses as often as we can. Justin Benton joins us this week to talk about all the ways that sales and golf are alike. Some of the key parallels discussed include:
Buyers have changed the way they buy. Mobile and Google have put “anything I want to know or buy – now!” in the palms of their hands. We are literally in the midst of a Digital Revolution when it comes to how people buy. While consumers are buying “at the speed of thought,” companies are still moving at corporate speed. Their sales are slipping as a result. What is a business to do?
This week, Jeff interviews Kristin Zhivago, author of Roadmap to Revenue about:
What the digital market leaders are doing
What tools marketers can use to catch up
What principles will ensure they make the best use of those tools
Being a small business owner can be overwhelming and if you are the owner of a “service” based business, it’s doubly so. Not only are you chief cook and bottle washer, but often times, you are so busy DOING the business, you aren’t putting in the time to GET the business. We all know the best business comes from referrals, but where do you find that ever elusive referral network?
It seems everywhere we look, 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 talk with Marylou Tyler, author of Predictable Prospecting about her experience helping companies like Apple, Bose, and UPS grow their revenue by increasing their sales pipeline. 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
It seems everyone is asking “Why do customers buy” these days. It’s easy to get excited by the latest shiny object in your toolkit, but …NEWSFLASH… nobody cares about your product. They care about their needs that your product might meet and they care about whether or not they like doing business with you…plain and simple!
Sales reps will enjoy this discussion with Phil, but Sales Managers will play it over and over again. If you have responsibility for more than yourself in your organization, grab a notebook. You won’t want to miss one single nugget of value on this one.
Morgan J Ingram joins us on this week’s episode of The Why and The Buy. Morgan started recording his journey as a new sales development rep a year ago on a YouTube channel called The SDR Chronicles. If you have ever expressed concern about millennials in the workplace, if you are responsible for hiring a workforce that includes millennials, or if you are a millennial trying to make a difference in the workplace – you MUST listen to this episode.