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.

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Discussed in This Episode

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51 Melissa Smith Gives You Permission to Break the Rules

Our guest this week is Melissa Smith, Virtual Assistant Matchmaker for The PVA. She helps people around the world…do business around the world by helping them to find virtual assistants. We discuss how the idea of when and how we work is constantly shifting and why being flexible with the “rules” can help you achieve goals that have otherwise eluded you.

On today’s show…

6:15 – Why Melissa believes there’s no such thing as “work/life balance.”

14:26 – What to think about when thinking about a virtual assistant

19:00 – How a virtual assistant could change your life

23:20 – When it comes to differentiation…sweat the small stuff!

Discussed in This Episode

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47 The Why and The Catalyst

Our guests this week are Mike and Mike from The Catalyst Sale Podcast.

“Sales is not rocket science.” That’s the message from hosts Mike Conner and Mike Simmons. Developing the fundamentals and thinking about your process are key to your sales success.

3:30 – The one thing that’s changed in sales over the past 30 years.

11:30 – Sales is a thinking process.

17:45 – Don’t make your process about you, focus on what the customer is looking for.

27:45 – Mike and Mike’s “Why”

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46 Steve Nudelberg is On Fire for Sales and Life

This week’s guest is Steve Nudelberg, author of Confessions of a Serial Salesman: 27 rules for influencers and leaders that will change your life and business.

Steve Nudelberg’s attitude has kept him at the top of his game in sales and life. It’s evident in his writing, speaking and sales training. Today we discuss how he achieved that attitude, how the world of sales is changing and what he thinks you should be doing right now to take advantage and beat your competition.

Check out Steve’s website nudelberg.com and follow him on twitter @Nudelberg

1:49 – How Steve manages to stay on fire and how that’s propelled all of his success.

5:50 – Why did Steve decide on 27 rules?

14:30 – “If you spend all your time trying to sell something, that feels like a very shallow existence.”

18:30 – Steve’s “At-Bat” principle of sales

33:30 – Steve’s killer reading recommendations

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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.

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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 easier #millenialsaregoingtosaveus 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