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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108 Monday Musing: Like Riding a Bike

After a long period on training wheels, Jeff’s kids finally learned how to ride a bike. It took a very short time to teach them relative to the time they spent on training wheels. That gap has Jeff thinking this week.

What have you been less than successful with lately and totally frustrated by? Maybe it’s a prospecting technique. Maybe it’s getting a customer through that last portion of their sales journey or their buying journey to make a commitment. Maybe it’s something with social media. Maybe it’s something with preparation or discovery. Maybe there’s something about time management or priority management that you need to get better at. What could you improve drastically if you just took a little bit of time to study what it would take to improve? What could you be more successful with and less frustrated by in a matter of a few days if you only took a little bit of time out to figure out how to best do that?

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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84 Monday Musing: Quality over Quantity

A few weeks ago Christie discussed “Quantity over Quality” for preparation month. This month is all about prospecting and Jeff is flipping the script on that idea in this week’s Monday Musing. Does it still make any sense to dial for dollars? To make 100 cold calls a day? Or is some of that time better spent building relationships that will lead to greater sales?

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76 March is Prospecting Month

We’re wrapping up our month-long quest to get you sales prepared and getting you ready for March and our new theme, prospecting.

Join us as we relive and analyze the best moments from February and discuss what amazing guests and topics await our deep dive into the art and science of acquiring more business.

On today’s podcast

1:15 – Where are you in sales as we enter March?

3:00 – Avoiding the Q4 blitz

12:00 – Recapping February’s focus on preparation

17:50 – We interviewed a very smart, very inspirational circus clown

23:00 – Camille Clemons helped us go for the GOAL

27:20 – Find out about our AMAZING March guests

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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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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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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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67 Monday Musing: Quantity Over Quality

When you are producing or providing service, do you focus on quantity or quality? Is there a way to achieve both?

On this week’s Monday Musing, Christie reflects on the concepts of quality, quantity and the bridge between the two. Rather than focusing on one or the other, Christie is using quantity to achieve quality. Listen to find out what inspired her strategy and how you can use it to prepare yourself and achieve quality everyday.

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66 February’s Theme: Preparation

Jeff and Christie recap an amazing January where the focus of their Monday Musings and amazing guest interviews were on “purpose.”

This month we shift gears to discuss “preparation.” How do you prepare yourself? How do you learn? How do you prepare for objections? Is there such a thing as preparing too much?

You can’t just knock on the door of the CEO’s office and expect to win. Preparation is core to the sales process and we can’t wait to introduce you to guests and concepts that will help you to prepare to make your next sale and your next thousand sales.

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