33 Success from Scratch with Nick Ruiz

Nick Ruiz is a TWICE self made entrepreneur who started out in real estate in his late teens and built a multi million dollar net worth by his mid twenties only to lose it in the economic crisis in 2008.  He has since been able to rebuild and scale his business back and he is now teaching others how to apply some of psychological strategies that have been critical to his success.

During this episode, we discuss his new book, Success from Scratch – Mental Strategies for Success in a Survival of the Fittest Environment.

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32 How to Suck Less and Sales Lessons from Caddyshack with Bob Waltenspiel at Podcast Detroit

We are excited to welcome Bob Waltenspiel from Podcast Detroit to the podcast this week.  The Why and The Buy is now a part of the Podcast Detroit Network which is a cool way for us to reach new audiences.  Jeff and Christie had a great time talking all things Caddyshack and how to suck less at sales.  You will enjoy this one

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Career Lessons You Missed From Caddyshack

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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