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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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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63 The bias against salespeople and how to overcome it with Paul Watts

Our guest today is Paul Watts, host of the Sales Reinvented podcast and his purpose is to change the way people think about selling, salespeople and; ultimately, make sales a profession people can be proud of.

We discuss his podcast, how he found his purpose and what salespeople can do right now to be more approachable and more trustworthy (spoiler: it’s not ‘Always Be Closing’)

On today’s show…

4:30 – Why did Paul start his podcast?

6:00 – Where does the negative image of salespeople come from?

10:55 – How sales and engineering are actually very similar.

16:26 – How your business title is driving your behavior

19:26 – Paul describes a revolutionary sales incentive program

26:23 – Paul describes how his organization found its vision and purpose

Find out more about Paul Watts…

Website – www.salesreinvented.com

Twitter – www.twitter.com/salesreinvented

Facebook – www.facebook.com/sales.reinvented

LinkedIn – www.linkedin.com/company/sales-reinvented

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62 Monday Musing: Question of the week

Christie announces her new “Question of the week” initiative. A question that she will ask herself every day of a given week to help focus in on her purpose and provide accountability in a world full of distractions.

If you want Christie’s question of the week every week visit her at christiewalters.com and connect with her on social media. And we invite you to come up with your own question of the week and share it with us!

61 Defining, deciding and creating common purpose with Marilyn Carpenter and Joe Schum

Today we release the first in our new monthly series of thought leader interviews. We’re bringing in top thinkers from around the sales and marketing world to help discuss and analyze our monthly theme. January is all about purpose.

This week we have Marilyn Carpenter and Joe Schum from Network Orchestrators in to help us define, decide on and create common purpose that will ultimately lead to the thing that we all want, more and better business.

On today’s show…

3:50 – Bringing the human back into sales and marketing.

15:10 – Common Language vs. Common Understanding

22:50 – How do people use purpose to accelerate their business?

39:58 – Why do people choose human-centric businesses?

50:15 – The difference between “helping” and “serving.”

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60 Updating your personal operating system with Vince Fowler

Vince Fowler left the military and got into sales because his buddy told him it would be “fun.” He fell in love with sales. Had a messy divorce with sales, then fell in love with sales all over again. Now he’s a business development coach with a great philosophy on purpose, commitment and rebooting your personal operating system that audiences really connect with. You have to listen to his incredible story and his sales tips on creating and sustaining business.

Follow Vince on twitter and visit his website!

On today’s show…

2:05 – Vince has a man-crush on Jeff.

5:51 – How Vince fell in love with sales, then got divorced from sales, then fell in love with sales all over again.

8:34 – Why are all kids great at sales when most adults aren’t?

17:04 – Vince reveals the number on obstacle to building a successful business.

20:50 – How resetting your personal operating system can revolutionize your sales, your business and your life.

35:50 – Value based decision making: the importance of committing to your purpose.

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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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