31 Rethink the Way You Sell – Prospecting Strategy #1

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.

  • Know what you bring to the table
  • Know who you need to be talking to
  • Create tension to create sales
  • Be the expert
  • Keep your swagger

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30 Powerful Questions – Are You Asking The Right Ones?

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.

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29 When is Good Good Enough?

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.

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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.

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27 How Do You Get Your Team Working in Sync? Tracy Larson with WeSuite talks all things CRM

This week, Jeff and Christie talk all things CRM and Sales Enablement with Tracy Larson, President of WeSuite.  If you have ever struggled through a CRM implementation or aren’t sure if you need a CRM system, this episode is definitely for you.  Some sage advice from Tracy:

  • Don’t over customize the system
  • Make it easy for your team to enter and get data
  • Show performance and predicted performance data to your team
  • Don’t underestimate the value of the coaching process during implementation

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26 What Motivates You?

Motivation is a fire from within. @stephenrcovey Click To Tweet

What gets you out of bed in the morning?  What motivates you?  Did you know that motivation is a finite resource?  Listen to Christie and Jeff talk about motivation and how they keep the “fire in the belly” every day.

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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.

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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

 

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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

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