110 May Wrap / June Preview

We came. We saw. We executed. May is in the books and we’re looking back on a month that was all about using all of the purpose and preparations of Q1 and manifesting results.

This month we’ll be laying the ground work for the rest of our year with a focus on networking. Get ready for strategies that will help you make more connections, make better connections and make lasting connections that will lead to recurring business.

On today’s podcast

1:30 – May was an intense month of focus and intentions on and off the air

3:40 – Greg Rosner told us how to execute on presentations

5:50 – Michael Moore introduced us to netweaving and how it can help us execute better

9:00 – Dan Jourdan fired us up and helped us execute on the phone

12:20 – You can call Kelly Riggs and he will pick up the phone

14:40 – Ron Masi gave us the road map…well the mindmap…to executing as a leader

17:04 – We went behind the music! Find out more about our house band, Haskins.

21:00 – Previewing June, our month of networking including interviews with Kelly Roach, Jen Gluckow and MORE!

25:00 – We reveal our newest AMAZING book club book

Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.

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103 Battling the Leadership Dumpster Fire with Kelly Riggs


Our guest this week is, Kelly Riggs, a leadership coach, founder of Biz Locker Room and author of Counter Mentor Leadership. 

Kelly is here to help us connect the dots between executing on our quarterly targets and the sales leadership that our companies provide for us AND that we provide for ourselves. Sales performance doesn’t just materialize out of nowhere. We learn the definition of counter mentor leadership and the research that is uncovering the true qualities of sustainable and results driven leadership.

On today’s podcast

2:43 – The danger of getting into “vacation mode”
6:17 – Crushing the slow months
9:16 – Understanding the strategic numbers game of selling
11:11 – The four most dangerous words in any leaders vocabulary
16:00 – Can you be reactive AND successful?
20:48 – The crossroads of the maturing salesperson
25:30 – The difference between a manager and leader
29:18 – Solving a company’s dumpster fire with counter mentor leadership
34:30 – The meaning of counter mentor
38:42 – What drives Kelly Riggs’ success?

Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.

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102 Two Rules and Seven Magic Words with Dan Jourdan

Our guest this week is, Dan Jourdan, the Sales Energizer. Dan is a former consultant with Smith Barney, an expert Dale Carnegie speaker/coach and Gitomer Licensed Trainer.

Dan’s sales methodology often bridges the gap between “what people think they should do” and “what really works.” His sales philosophy is a cross between Confucius and Robin Williams.

He joined us for a deep dive all about how to execute on cold calls. It’s not something that many love to do but it can be a necessary step in your prospecting process. Dan gives you some crucial advice for making cold calls work for you by overcoming your hesitation and engaging the prospect.

On today’s podcast

1:38 – This is the best day of Dan Jourdan’s life
3:46 – Create some tension, create a connection
6:30 – The two rules of sales from Dan Jourdan’s father
11:48 – Thickening your sales skin with cold calling
17:00 – Cold calling is control
20:48 – Seven magic words of cold calling
26:55 – The three things that your prospects will want to give to you

Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.

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99 Monday Musing: Get Some

On this week’s Monday Musing we’re discussing the powerful act of doing. Too often we complicate things or succumb to the stress and fear of our task list. The bottom line is, the things that you’ve been putting off…they will make you successful if you execute. Listen with an open mind and let’s crush the month of May together.

Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.

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Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

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98 May is Execution Month!

We’re recapping an amazing month of April podcasts that focused on reach and reputation and ushering in May’s theme: execution. 

It is the perfect time for this theme because this is the part of the year where your planning and preparation starts to pay dividends and it’s up to you to execute and start making sales.

It’s time to pick up the phone, hit the pavement and take all of our businesses to the next level. We’re here to help this month with amazing interviews that will help you prospect, form relationships and close more deals.

On today’s podcast

1:00 – Celebrating an amazing April lineup that included Donald C. Kelly, Jack Kosakowski, Bob Waltenspiel, Phill Keene, Tony Rhine and Keenan

5:00 – The key to a large reach and stellar reputation

7:00 – Christie’s biggest takeaway from April

13:00 – It doesn’t take a thousand fans to make a living

15:15 – This is the perfect time for our May theme, execution.

18:00 – Execution is essential for small business breakthrough

21:00 – What we’re focusing on during our execution month

25:30 – A one time offer to our listeners for our first Small Business Breakthrough program

Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.

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Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

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97 Creating Conversations Through Your Presentations with Greg Rosner

How do I present in a way that is persuasive, effective and ultimately leads me to my goal?

Our guest this week is, Greg Rosner, CEO of Pitch Kitchen. He’s not an actual chef but he’s cooked up a brilliant recipe for turning boring presentations into engaging conversations that delight and empower audiences. Throw away those boring slides and start thinking about making a conversation.

Listen for tips and strategies that you can use right now to re-think and re-imagine how you are presenting your sales and business information.

On today’s podcast

2:26 – Most people aren’t born great sales people
4:20 – What is the definition and purpose of a presentation?
8:30 – Presentations as “containers for conversations”
10:35 – The mistake you’re making in your presentation and how Greg’s mindmap method can help you correct it.
17:06 – What if my presentation topic is boring?!
22:38 – You do NOT want to make a TED Talk
28:12 – Presentation style versus substance

Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

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96 Monday Musing: Productivity Thieves

In an honest and insightful Monday Musing, Christie discusses one of the biggest challenges for entrepreneurs: productivity thieves. We’re on the verge of our new theme for May, execution, and there are things that happen to us and happen because of us that work to steal precious time and productivity. Listen to find out what those are, how to battle them and how Christie is dealing with them in her own business.

Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

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69 Monday Musing: Do your job

This week’s Monday Musing goes right along with our theme for the month of February, preparation. A sales gameplan means very little if you don’t go out and execute. Let Jeff pump you up for the week ahead and help you do…your…job.

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