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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100 Netweaving and the Value of Community Leadership with Michael E. Moore

Our guest this week is, Michael E. Moore, Founder of Buckhedge, LLC. His company works to arm small to medium size businesses in Atlanta, Georgia with the tools they need to survive and thrive in any type of economic environment. Michael has used the principles of netweaving, among other things, to establish himself as a leader in the greater Atlanta business community. 

Listen to Michael’s story and let it inspire you to find creative ways to help other businesses in your own community grow. The value that you will receive is evident in how successful Michael has become in one of the busiest and most competitive business environments in America.

On today’s podcast

2:45 – Michael is the man behind the curtain
5:46 – What can you learn from a paper route?
8:33 – The origins of “netweaving” and how it’s different from traditional networking
13:26 – Connecting people through a hyper-local business radio network
17:50 – Michael has to rebrand because of the other Michael Moore.
26:26 – The vital importance of growing and supporting your local business community
35:00 – Michael’s why is rooted all the way back to his second grade class.

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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75 Tactical Health and Tactical Sales with Luis Rivera

Our guest this week is Luis Rivera, CEO for the Tactical Athlete Health & Performance Institute (TAHPI). TAHPI is based on the premise that firefighters should be treated like professional athletes as their health and fitness is critical to meeting the demands of the job.

Luis shares the amazing story of how he came to this unique idea and how he used sales leadership to sell it to major cities across the United States. He navigated a long complex sales process but remained flexible, showed value and let the power of his bold idea do the selling.

His story is inspirational, motivational and a true tale of perseverance and the power of a great idea and hard work.

On today’s podcast…

2:00 – Luis confronts a major wellness problem in the public service sector

4:00 – Luis utilizes a major league sports strategy to start his business

8:00 – Showing value via cost savings

10:30 – Dealing with complex partnerships and complex sales processes

15:00 – How Luis refined and perfected his model for sales success

19:00 – Luis completes the long sale

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73 Getting “Un-Stuck” with Camille Clemons

Our guest this week is, Camille Clemons, Business Development Director for the United States at SGG Group. 

In a previous position Camille found herself at the top of the sales leaderboard and yet felt unsatisfied and, frankly, stuck. We discuss how she got “un-stuck” by being prepared for her next great opportunity and by properly setting and achieving goals.

Camille shares the strategies that allowed her to reach the top of the sales leadership mountain and the philosophies that have guided her to never be satisfied with “good enough.”

On today’s podcast

11:46 – How long should you give yourself to achieve a goal?

14:15 – How preparation is essential to recognizing the right opportunity

22:00 – The danger of being “antsy”

28:05 – How Camille is preparing for her next venture

34:30 – Camille’s prospect preparation process

37:22 – The problem with social selling

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71 Learning is limitless, learning is life with Bronkar Lee

Our thought leader this month is Bronkar Lee, speaker, author, creative and amazing talent who’s here to help us work through our theme for the month, preparation. How prepared do you need to be to learn a new skill? What kinds of strategies can you employ to master new skills as quickly as possible?

Bronkar has always been fascinated by learning, as both an enthusiastic student and insightful teacher. He has learned musical instruments and languages, crafted beatboxing techniques, and mastered numerous physical skills — even to the point of breaking world records. He applies these skills (as well as his interpersonal expertise in human connection) as a performer, coach, and educator, to  inspire countless audiences and individuals. A sampling of credits includes touring Europe as ringmaster to a world-renowned circus, teaching at-risk youth to develop the confidence to overcome abuse and addiction, and appearing with Jay Leno on the Tonight Show.

On this episode he shares his insights on learning, preparedness, purpose and changing what isn’t working to achieve different results.

On today’s podcast

2:31 – Bronkar’s unique preparation process

3:48 – The importance of lifelong learning in sales leadership

9:22 – How clown school and joining the circus changed Bronkar’s life

14:06 – “The Mindset of the Serial Learner”

17:36 – How knowing yourself can unlock the keys to mastering skills quickly

21:06 – Bronkar’s mathematical forumla to learning a skill

27:53 – The multiple definitions of “mastery”

35:00 – How being a child-like scientist can guide and accelerate learning

44:52 – More keys to develop new skills and become the best version of you

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68 Preparing like a serial killer with Antony Rhine

We’re beginning our discussion of preparation with one of the fiercest and most dedicated planners that we know. Antony Rhine is a Senior Strategic Account Executive at Octiv, an automated document generation company. His position in sales leadership requires him to both balance the needs of his accounts and also manage his department. He’s adapted to this by developing a planning system that lives inside his “serial killer” notebook and is the envy of Jeff and Christie.

This is a fascinating deep dive into the why and how of planning PLUS he shares some of his philosophies on purpose and change that will leave you thinking…and planning your next moves.

Learn more about Octiv here.

On today’s show…

1:30 – Learn more about Jeff Bajorek’s “Office Hours” program

5:00 – How Antony uses a “serial killer” notebook to juggle account sales AND management level responsibilities

7:15 – Why Antony developed his planning system

8:50 – Is there a negative perception of “the planner” around the office?

11:40 – Can your “why” change?

15:29 – Embracing the messy world and adapting a growth mindset

22:50 – How far out does Antony plan in detail and how rigid is his plan?

29:15 – What’s missing from most people’s planning process?

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56 Kicking Off 2018

Today we are kicking off 2018 with a purpose! “Purpose” is our theme for them month of January and we’ve got some amazing content to share with you that will help you define and achieve greater purpose in sales and life.

On today’s show…

4:11 – What our podcast has in store for you in 2018

7:11 – Explaining some of the new features of our show

13:38 – We introduce our theme for the month, “purpose”

17:35 – Purpose isn’t just for yogis and mystics, it can work for you too

19:12 – Jeff’s process for finding purpose

28:21 – What’s up next for The Why and The Buy

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54 Carl Gould Helps us Get Our Heads Out of Our Assets

Our guest this week is Carl Gould, a best-selling author, award winning coach and serial entrepreneur. He’s the author of a new book, Quit and Get Rich, Fix It In 5.

Carl helps people start and grow powerful businesses with his writing, speaking and coaching. In this interview he shares wisdom that will help you in every part of the sales and business development process and wherever you are in your career.

Visit Carl’s website and type in the word COACHING in the contact form to get a free coaching session: http://www.carlgould.com

Reserve your copy of the book: http://www.gteamradio.com/fix-it-in-5

On today’s show…

2:55 – How did Carl come up with the idea for Fix it in Five?

5:09 – Do you have the wrong business partner?

11:00 – How to manage your company’s growth the RIGHT way

16:30 – “One of the top skills of a CEO is how quickly can they get a task off their plate.”

19:00 – Carl Gould breaks down the two parts to a sales transaction

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49 Scott Ingram on Mentoring Your Way to Sales Success

Today’s guest is Scott Ingram, host of the Sales Success Stories podcast.

He’s back on the show to talk about a topic vital to today’s salesforce, mentoring. It’s what he’s dedicated his podcast to and what will certainly be a hot topic at his Sales Success Summit event in May. Scott says that so many of the successful people he has met around the country and through his podcast have had one thing in common; they had great mentors. By being available to be a mentor and to be mentored to you can uncover new ideas, creative solutions and better insight into the challenges that you face.

Subscribe to Scott’s podcast!

On today’s show…

5:00 – Coaching vs. Mentorship

9:00 – The informality of mentoring and what to look for in a mentor

16:30 – How Scott’s Sales Success Stories Podcast has become a mentoring vehicle for his guests and listeners

17:30 – The dangers of the sales “echo chamber”

19:20 – Mentors are everywhere…they can even be your CUSTOMERS!

Special for our listeners, Scott has a great offer on the Austin event discussed on the show! PROMO CODE: why

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