34 Managing with the Brain in Mind with Chad Harrison – Part 1

Based on a special report titled “Managing with the Brain in Mind” written by David Rock, founding president of the NeuroLeadership Institute.  Chad Harrison takes us through the concept of managing employee engagement using the SCARF method.

What is the SCARF method you ask?  Neuroscientists believe people respond to all things with either a threat or a reward response.  In turn, they also believe you can drive specific behavior if you focus on five key social qualities that will trigger a reward response.  These five qualities are Status, Certainty, Autonomy, Relatedness, and Fairness (SCARF).

If you are a leader (or aspiring leader) in your organization, plan to listen to this one more than once.  There was so much richness in this discussion, we had to split it in to 2 parts.

Discussed in This Episode

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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

Discussed in This Episode

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21 Predictable Prospecting with Marylou Tyler

It seems everywhere we look, someone is talking about prospecting.  What to do, what not to do, how to win, what pitfalls to avoid…It can be overwhelming for even the best sales people to know the right approach to take.

In this episode, we talk with Marylou Tyler, author of Predictable Prospecting about her experience helping companies like Apple, Bose, and UPS grow their revenue by increasing their sales pipeline.  Some of the topics we cover include:

  • How to land crucial meetings
  • Twelve habits of highly successful SDRs
  • How to leverage the right tools for predictable prospecting

Discussed in This Episode

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19 How to be an SDR Superstar with Morgan J Ingram

Morgan J Ingram joins us on this week’s episode of The Why and The Buy.  Morgan started recording his journey as a new sales development rep a year ago on a YouTube channel called The SDR Chronicles.  If you have ever expressed concern about millennials in the workplace, if you are responsible for hiring a workforce that includes millennials, or if you are a millennial trying to make a difference in the workplace – you MUST listen to this episode.

I thought, if I could get through the hard parts now, everything else in life would be so much… Click To Tweet

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Discussed in This Episode

6th Annual Golf Fore Chosen Vision Marathon

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13 Eliminate the Noise – Putting Sales Distractions on Mute

“I’m late, I’m late for a very important date. No time to say hello, goodbye. I’m late, I’m late, I’m late.” Too many of us feel like the White Rabbit in Alice in Wonderland these days.  Busy…busy…busy…We are all just so busy.  Unfortunately, ‘busyness’ does not equate to business and your level of success will be determined by your focus.

Distractions come in all shapes and sizes.  Sometimes they are big and are forced upon us when a loved one is sick or a car breaks down. These distractions deserve our attention and are usually not the culprit of our lack of sales success. More often, the most impactful distractions are sneaky.  They are small, meaningless daily detours; time spent with the wrong people, the wrong technology, or the wrong focus.

“Where do you draw the line between what is productive and what is productive procrastination?”

Although it isn’t possible or even recommended to eliminate all distractions, you can minimize their impact on your overall success:

  • Steer clear of Time Wasters and Naysayers
  • Put technology in it’s place
  • Flip the script in your head
  • Feed your mind

Discussed in This Episode

Significant Quotes

Don’t give your time to people who don’t deserve it…ignore idiots and zealots – Jeffrey Gitomer

Tweet: Don’t give your time to people who don’t deserve it…ignore idiots and zealots #Gitomer #eliminatethenoise

Flip the script – What if the customer says no? becomes What if the customer says yes? What does that make possible?

Tweet: Flip the script – What if the customer says no? becomes What if the customer says yes?  What does this make possible? #eliminatethenoise

09 – Goal Setting – Using tools and techniques learned from Steven Covey, Zig Ziglar and Brian Moran

In this episode, we cover the ever popular topic of Goal Setting.  Yes, I heard collective groans as soon as I typed that topic.  All joking aside, if you want to achieve true success, you have to take this topic seriously…and we don’t mean just once per year!

It’s not WHAT you know, it’s not even WHO you know, It’s what you IMPLEMENT that counts. – Brian Moran

Goal planning is not a one-time event.  It is an on-going, iterative process.  So how do you plan for goal success?  In this episode, we will discuss techniques such as:

  • Establishing a baseline
  • Challenging your assumptions
  • Breaking down your goal into 12 week objectives
  • Getting an accountability partner

Discussed in This Episode

Significant Quotes

You can take a big step or a small step, just take a step, whatever you can do, and take it now – Zig Ziglar

Tweet: You can take a big step or a small step, just take a step, whatever you can do, and take it now #thewhyandthebuy #zigziglar #goalsetting

Is the goal you are setting aligned with what is ultimately important to you? – Jeff

Tweet: Is the goal you are setting aligned with what is ultimately important to you? #thewhyandthebuy  #goalsetting

It’s a lot easier to do something on someone else’s behalf than it is to do something just for yourself – Christie

Tweet: It's a lot easier to do something on someone else's behalf than it is to do something just for yourself #thewhyandthebuy  #goalsetting

08 Simple Networking with Chi Chi Okezie

In this episode, Jeff and Christie interview Chi Chi Okezie.  As owner/producer of SIMPLEnetworking, LLC in Atlanta, GA, Chi Chi Okezie enjoys helping university students, professionals, companies and state / government agencies polish their professional approach.

Some people don’t realize they needed to invest more in their network until they need that network to help them.  You have to plan, build, and pay it forward first. – Chi Chi Okezie

Chi Chi discusses her path to entrepreneurship and the networking approach she teaches others:

  • INDUCT
  • INFORM
  • INQUIRE
  • INVITE

Listen in for more information on this simple, yet effective approach.

Discussed in This Episode

Significant Quotes

Many people approach networking like club hopping. Are you collecting cards or building relationships? – Chi Chi Okezie

Tweet: Many people approach networking like club hopping. Are you collecting cards or building relationships?  #thewhyandthebuy #chichiokezie

You have to constantly reevaluate your network and social capital.  If you have been generous and purposeful in supporting others, that investment will pay dividends for years. – Christie

Tweet: If you have been generous and purposeful in supporting others, that investment will pay dividends for years  #thewhyandthebuy #chichiokezie

Do you ever notice the more you talk to someone the more you have in common with them? – Jeff

Tweet: Do you ever notice the more you talk to someone the more you have in common with them?  #chichiokezie #thewhyandthebuy #networking

Some people don’t realize they needed to invest more in their network until they need that network to help them.  You have to plan, build, and pay it forward first. – Chi Chi Okezie

Tweet: Some don't realize they needed to invest more in their network until they need that network to help them.  You have to pay it forward first

07 Unusual Creativity with Don the Idea Guy

In this episode, we discuss the importance and process of developing Unusual Creativity with Don The Idea Guy. This one is a little longer than some of our previous episodes, but trust me, you will not be disappointed.

Who is Don The Idea Guy you ask?

“The most creative person I know” – Jeff Bajorek

Don has sold, shared, or traded ideas with the likes Sears-Kenmore, Ford Motor Company, Palm, American Airlines, Coca-Cola, Kelloggs, The American Marketing Association, Doug Hall, Seth Godin, Daniel Pink, Jeffrey Gitomer, and The Tom Peters Company who described Don The Idea Guy as “the perfect example of a strong and successful brand“.

In this episode, Don discusses:

  • Connecting with customers in new and exciting ways
  • Idea creation vs idea execution
  • How to guarantee a win on your next pitch
  • The appeal of chocolate scented shirts

I guarantee you, that one or two of those worst ideas, the worst solution possible, is going to be the seed from which the ideal solution grows. – Don The Idea Guy

Discussed in This Episode

Significant Quotes

Creativity isn’t just about painting the pretty picture from scratch..it’s about understanding who is going to consume that idea, who is going to connect with that idea, and being able to speak in their language, not yours. – Christie

Tweet: Creativity isn't about the idea, it's about understanding who is going to consume that idea and speaking in their language not yours

I guarantee you, that one or two of those worst ideas, the worst solution possible, is going to be the seed from which the ideal solution grows. – Don The Idea Guy

Tweet: I guarantee you, one or two of the worst ideas, the worst solution possible, is going to be the seed from which the ideal solution grows. 

Creativity is often underrated because most people don’t spend time thinking about it or don’t feel they are very good at being creative. – Jeff

Tweet: Creativity is often underrated because most people don't spend time thinking about it or don't feel they are very good at being creative

The flip side of that was when we would go to the client and say, “We were brainstorming ideas for you…” wait..what?  They were so flattered. – Don The Idea Guy

Tweet: The flip side was when we would go to the client and say - We were brainstorming ideas for you - Wait, What?  They were so flattered.

04 Sales Call Preparation – Techniques from Jeffrey Gitomer, Harvey Mackay, and Rick Page

In this episode, we continue our discussion about preparation by focusing attention on how you prepare for a sales call.

Some of the questions we tackle in this episode:

  • How well do you know your audience?
  • Why would your product/service matter to them?
  • Can you talk their language?
  • What are you hoping to accomplish in this meeting?

Discussed in This Episode

Significant Quotes

What are you doing to prepare yourself for success with your sales calls? Your meetings?  Your networking events?  Your opportunities? – Jeff

 

Oftentimes, I find that the more experience you have, the less you prepare because you think you’ve got this.  When in reality, you are so focused on what you know, you forget to find out what the customer really needs – Christie

 

Thomas Jefferson once said “I find that the harder I work, the more luck I have” – Christie

 

…all things being equal, people want to do business with their friends.  All things being not so equal, people still want to do business with their friends. – Jeff

 

Objections are great opportunities.  You don’t fail because you get objections, you fail if you aren’t prepared to deal with those objections. – Christie

03 Personal Preparation – Life Lessons from Julie Morgenstern, Brian Moran, and Best Self Co.

In this episode, we discuss the importance of personal preparation.  What do you every day to ensure success?

“It is not often that a man can make opportunities for himself.  But he can put himself in such shape that when or if the opportunities come he is ready”  – Theodore Roosevelt

We started this podcast with the concept of preparing for the sales call.  Although we will address that topic in the next podcast, it became apparent to us both that we couldn’t discuss preparing for a sales call if we didn’t address the importance of personal preparation first.

  • How do you start your day?
  • Are you focusing your energy on habits that set you up for success?
  • What are your goals for this week and how will you accomplish them?
  • Do your short term goals and habits tie back to your long term plan?  If not, why?

Discussed in This Episode

Significant Quotes

Most people aren’t willing to do the hard prep work in order to make the selling part easy – Jeff

 

There is what you do for the sales call…then there is what you do to prepare the rest of your life to be successful and manage [that success] well – Christie

 

A goal setting strategy on too long of a scale, or too wide of a scope really isn’t beneficial – Jeff

 

We need a little pressure in the system to perform effectively – Christie

 

Productivity for productivity’s sake can be counterproductive…which is kind of funny – Jeff

 

What you do first thing in the morning sets the tone for the rest of your day. – Christie

 

Preparation is not just that 15 minutes before the call or the half hour the night before.  It’s what you do on a daily basis consistently if you want to be ready when opportunity presents itself. – Jeff