28 What do Top Sales Performers Do? With Scott Ingram

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.

Discussed in This Episode

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21 Predictable Prospecting with Marylou Tyler

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

Discussed in This Episode

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19 How to be an SDR Superstar with Morgan J Ingram

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.

I thought, if I could get through the hard parts now, everything else in life would be so much… Click To Tweet

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Discussed in This Episode

6th Annual Golf Fore Chosen Vision Marathon

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14 Servant Leadership with Alejandro Tornato

Servant leadership is a very popular topic 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

Discussed in This Episode

Significant Quotes

“There are far too many people in this world who claim the title of leader and do not display the elements of true leadership”

Tweet: There are far too many people in this world who claim the title of leader and do not display the elements of true leadership @alejowordpower

“A servant leader is someone who is putting all of his or her creativity and capability into helping others grow”

Tweet: A servant leader is someone who is putting all of his or her creativity and capability into helping others grow @alejowordpower

11 – The American Dream with Kristina Evans

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

Discussed in This Episode

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Don’t try to be perfect, be authentic – Kristina

Tweet: Don’t try to be perfect, be authentic – @thekristinashow  #thewhyandthebuy  #theamericandream

There is that thing we get paid to do and that thing we love to do – Christie

Tweet: There is that thing we get paid to do and that thing that we love to do @walterschristie #thewhyandthebuy #theamericandream

Sometimes the enemy of good is perfect…sometimes action is more important – Jeff

Tweet: Sometimes the enemy of good is perfect…sometimes action is more important @jeffbajorek #thewhyandthebuy #theamericandream

10 – Must Be Present to Win

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

Discussed in This Episode

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You will be shocked at the amount of mediocrity that disguises itself as successful – Jeff

Tweet: You will be shocked at the amount of mediocrity that disguises itself as successful #reliability

Rule #1 – Keep your customers, not just happy, but thrilled. Over deliver on your promises. Do something no one else is doing. – Christie

Tweet: Rule #1 - Keep your customers, not just happy, but thrilled. Over deliver on your promises. Do something no one else is doing. #reliability

09 – Goal Setting – Using tools and techniques learned from Steven Covey, Zig Ziglar and Brian Moran

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

Discussed in This Episode

Significant Quotes

You can take a big step or a small step, just take a step, whatever you can do, and take it now – Zig Ziglar

Tweet: You can take a big step or a small step, just take a step, whatever you can do, and take it now #thewhyandthebuy #zigziglar #goalsetting

Is the goal you are setting aligned with what is ultimately important to you? – Jeff

Tweet: Is the goal you are setting aligned with what is ultimately important to you? #thewhyandthebuy  #goalsetting

It’s a lot easier to do something on someone else’s behalf than it is to do something just for yourself – Christie

Tweet: It's a lot easier to do something on someone else's behalf than it is to do something just for yourself #thewhyandthebuy  #goalsetting

08 Simple Networking with Chi Chi Okezie

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.

Discussed in This Episode

Significant Quotes

Many people approach networking like club hopping. Are you collecting cards or building relationships? – Chi Chi Okezie

Tweet: Many people approach networking like club hopping. Are you collecting cards or building relationships?  #thewhyandthebuy #chichiokezie

You have to constantly reevaluate your network and social capital.  If you have been generous and purposeful in supporting others, that investment will pay dividends for years. – Christie

Tweet: If you have been generous and purposeful in supporting others, that investment will pay dividends for years  #thewhyandthebuy #chichiokezie

Do you ever notice the more you talk to someone the more you have in common with them? – Jeff

Tweet: Do you ever notice the more you talk to someone the more you have in common with them?  #chichiokezie #thewhyandthebuy #networking

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

Tweet: Some don't realize they needed to invest more in their network until they need that network to help them.  You have to pay it forward first

07 Unusual Creativity with Don the Idea Guy

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

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Significant Quotes

Creativity isn’t just about painting the pretty picture from scratch..it’s about understanding who is going to consume that idea, who is going to connect with that idea, and being able to speak in their language, not yours. – Christie

Tweet: Creativity isn't about the idea, it's about understanding who is going to consume that idea and speaking in their language not yours

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

Tweet: I guarantee you, one or two of the worst ideas, the worst solution possible, is going to be the seed from which the ideal solution grows. 

Creativity is often underrated because most people don’t spend time thinking about it or don’t feel they are very good at being creative. – Jeff

Tweet: Creativity is often underrated because most people don't spend time thinking about it or don't feel they are very good at being creative

The flip side of that was when we would go to the client and say, “We were brainstorming ideas for you…” wait..what?  They were so flattered. – Don The Idea Guy

Tweet: The flip side was when we would go to the client and say - We were brainstorming ideas for you - Wait, What?  They were so flattered.

04 Sales Call Preparation – Techniques from Jeffrey Gitomer, Harvey Mackay, and Rick Page

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?

Discussed in This Episode

Significant Quotes

What are you doing to prepare yourself for success with your sales calls? Your meetings?  Your networking events?  Your opportunities? – Jeff

 

Oftentimes, I find that the more experience you have, the less you prepare because you think you’ve got this.  When in reality, you are so focused on what you know, you forget to find out what the customer really needs – Christie

 

Thomas Jefferson once said “I find that the harder I work, the more luck I have” – Christie

 

…all things being equal, people want to do business with their friends.  All things being not so equal, people still want to do business with their friends. – Jeff

 

Objections are great opportunities.  You don’t fail because you get objections, you fail if you aren’t prepared to deal with those objections. – Christie