45 What Does it Mean to be “Connected” with Jesse Perreault

Our guest this week is Jesse Perreault, Director of Business Development and Digital Marketing Strategist for Soap Media, Inc.

Jesse began his first business when he was 15 and quickly began to understand that technology and data would be key to reaching the goals he set for himself. Ironically it was technology and data that helped him to his second realization, quality relationships are better than plentiful connections.

His article, “How I Met 500 people in 500 hours,” is all about making quality connections that lead to lasting relationships. He believes that learning about 500 people is way more powerful than 500 Linkedin connections.

6:30 – What Jesse learned in a life of entrepreneurship

11:25 – How Jesse came up with his list of 500 people he met in 500 hours.

12:30 – “If I can learn from somebody, what may have taken them several years to learn the hard way, in a matter of an hour…I consider that pretty good growth.”

18:00 – How Jesse built a book of business without a “mentality of closing”

23:00 – Jeff breaks down the right reasons to take a meeting

29:30 – Jesse reveals his “Why”!

Discussed in This Episode

Significant Quotes

43 Intelligent Inbound Marketing with Jen Spencer

Our guest this week is Jen Spencer, Vice President of Sales and Marketing at SmartBug Media. She believes that the best way to have a presence online is to have a presence in-person. Her inbound marketing strategies will open your eyes to new ways of getting attention AND portraying your best online identity.

3:13 – Jen explains her love of scotch

6:17 – What is “intelligent inbound marketing?”

9:15 – The difference between a marketing novice and revenue generating marketing professional

12:00 – How to stay on top of your prospecting pipeline when buyer trends change so quickly.

17:50 – “Your digital presence is an extension of your in-person presence.”

24:50 – “The more you can understand the way people communicate, the better off you’re going to be as a sales person”

Discussed in This Episode

Significant Quotes

42 Rethink Your Prospecting #5

Swagger. You can get through life without it, but you can’t get through sales. It is the fifth and final key ingredient of a strong prospecting plan from Jeff’s free e-book, Rethink the Way You Sell. Jeff and Christie discuss how to find your swagger and keep it even through rejection.

4:08 – Jeff defines his recipe for “swagger”

9:46 – Christie lays out the fallacy of “‘no’ means, ‘not yet'” prospecting

16:27 – Is marketing automation killing your sales swagger?

21:16 – Jeff and Christie discuss their favorite rockstars and how they used their swagger.

Discussed in This Episode

Significant Quotes

40 Rethink the Way You Sell – Part 4 – Be The Expert

This week, we are beginning to unpack several elements from Jeff Bajorek’s new e-book – Rethink The Way You Sell.  This will be the first of a series of 5 episodes aired over the coming months and focused on prospecting.  Jeff lists 5 key ingredients to a strong prospecting plan in his e-book and we will dive into them one at a time.

  • Know what you bring to the table
  • Know who you need to be talking to
  • Create tension to create sales
  • Be the expert
  • Keep your swagger

Discussed in This Episode

Significant Quotes

36 Rethink The Way You Sell – Prospecting Strategy #2

This week, we are beginning to unpack several elements from Jeff Bajorek’s new e-book – Rethink The Way You Sell.  This will be the first of a series of 5 episodes aired over the coming months and focused on prospecting.  Jeff lists 5 key ingredients to a strong prospecting plan in his e-book and we will dive into them one at a time.

  • Know what you bring to the table
  • Know who you need to be talking to
  • Create tension to create sales
  • Be the expert
  • Keep your swagger

Discussed in This Episode

Significant Quotes

31 Rethink the Way You Sell – Prospecting Strategy #1

This week, we are beginning to unpack several elements from Jeff Bajorek’s new e-book – Rethink The Way You Sell.  This will be the first of a series of 5 episodes aired over the coming months and focused on prospecting.  Jeff lists 5 key ingredients to a strong prospecting plan in his e-book and we will dive into them one at a time.

  • Know what you bring to the table
  • Know who you need to be talking to
  • Create tension to create sales
  • Be the expert
  • Keep your swagger

Discussed in This Episode

Significant Quotes

30 Powerful Questions – Are You Asking The Right Ones?

The success or failure of today’s sales professional can hinge on the depth of the questions they ask.   Perfecting the art of asking the right questions and listening to understand vs respond is a skill you have to practice everyday.  In this episode of The Why and The Buy, Christie and Jeff explore the concept of powerful questioning.

Discussed in This Episode

Significant Quotes

23 How to Build a Roadmap to Revenue with Kristin Zhivago

Buyers have changed the way they buy. Mobile and Google have put “anything I want to know or buy – now!” in the palms of their hands. We are literally in the midst of a Digital Revolution when it comes to how people buy. While consumers are buying “at the speed of thought,” companies are still moving at corporate speed. Their sales are slipping as a result.  What is a business to do?

This week, Jeff interviews Kristin Zhivago, author of Roadmap to Revenue about:

  • What the digital market leaders are doing
  • What tools marketers can use to catch up
  • What principles will ensure they make the best use of those tools

 

Discussed in This Episode

22 Cheerleaders and Connectors – A Small Business Guide to Referrals with Joe Schum

Being a small business owner can be overwhelming and if you are the owner of a “service” based business, it’s doubly so.  Not only are you chief cook and bottle washer, but often times, you are so busy DOING the business, you aren’t putting in the time to GET the business.  We all know the best business comes from referrals, but where do you find that ever elusive referral network?

If you have money, then advertise. If you have no money, then socialize. @saysjoeschum Click To Tweet

Joe Schum joins us this week to discuss networking must dos for every busy solopreneur.  Some of Joe’s Gems of Wisdom include:

  • Always have a goal
  • Be consistent and persistent
  • Review regularly
  • Remember it’s not about you

Discussed in This Episode

Significant Quotes

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

Significant Quotes