25 TedX, Virtual Reality, and Genuine Connections with “The Other” Terry Bean

Terry Bean stops by the studio this week to talk about everything from working with the longest running TedX event in the world, what’s super cool about virtual reality, and how to make genuine connections.

Who is Terry?  Terry has written a book on business networking and has received some nice accolades. In 2009 he received the “Presidential Volunteer Service Award” from President Obama. In 2010 he was honored as a Leader and Innovator through Lawrence Tech University. In March of 2012 he received the Detroit2020 person of the week award from Local ABC affiliate Channel 7.

Discussed in This Episode

Significant Quotes

24 Why Sales is Like Golf with Justin Benton

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:

You have to train a little bit every day #whysalesislikegolf @justinbenton Click To Tweet
Be consistent and persistent regardless of your numbers #whysalesislikegolf @justinbenton Click To Tweet

You have to work on your weaknesses #whysalesislikegolf @justinbenton Click To Tweet

23 How to Build a Roadmap to Revenue with Kristin Zhivago

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

 

Discussed in This Episode

22 Cheerleaders and Connectors – A Small Business Guide to Referrals with Joe Schum

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?

If you have money, then advertise. If you have no money, then socialize. @saysjoeschum Click To Tweet

Joe Schum joins us this week to discuss networking must dos for every busy solopreneur.  Some of Joe’s Gems of Wisdom include:

  • Always have a goal
  • Be consistent and persistent
  • Review regularly
  • Remember it’s not about you

Discussed in This Episode

Significant Quotes

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

Significant Quotes

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 easier #millenialsaregoingtosaveus Click To Tweet

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Discussed in This Episode

6th Annual Golf Fore Chosen Vision Marathon

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17 No Is Not Forever – Objection Handling with Don “The Idea Guy”

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

Discussed in This Episode

Significant Quotes

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

13 Eliminate the Noise – Putting Sales Distractions on Mute

“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

Discussed in This Episode

Significant Quotes

Don’t give your time to people who don’t deserve it…ignore idiots and zealots – Jeffrey Gitomer

Tweet: Don’t give your time to people who don’t deserve it…ignore idiots and zealots #Gitomer #eliminatethenoise

Flip the script – What if the customer says no? becomes What if the customer says yes? What does that make possible?

Tweet: Flip the script – What if the customer says no? becomes What if the customer says yes?  What does this make possible? #eliminatethenoise

12 Everyone Sells Something with Liz Wendling

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:

  • 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

Discussed in This Episode

Significant Quotes

They take that outdated approach that didn’t work face to face and then apply it with technology…newsflash, it still doesn’t work

Tweet: They take that outdated approach that didn’t work face to face and then apply it with technology…newsflash, it still doesn’t work

The hard work is in the discovery..once you do it, you will reap the rewards over and over

Tweet: The hard work is in the https://ctt.ec/GSumf+ you do it, you will reap the rewards over and over #everyonesells #thewhyandthebuy

You have a choice, hate selling and go broke or learn to love it and sell in a way that honors everyone involved

Tweet: You have a choice, hate selling and go broke or learn to love it and sell in a way that honors everyone involved #everyonesells