98 May is Execution Month!

We’re recapping an amazing month of April podcasts that focused on reach and reputation and ushering in May’s theme: execution. 

It is the perfect time for this theme because this is the part of the year where your planning and preparation starts to pay dividends and it’s up to you to execute and start making sales.

It’s time to pick up the phone, hit the pavement and take all of our businesses to the next level. We’re here to help this month with amazing interviews that will help you prospect, form relationships and close more deals.

On today’s podcast

1:00 – Celebrating an amazing April lineup that included Donald C. Kelly, Jack Kosakowski, Bob Waltenspiel, Phill Keene, Tony Rhine and Keenan

5:00 – The key to a large reach and stellar reputation

7:00 – Christie’s biggest takeaway from April

13:00 – It doesn’t take a thousand fans to make a living

15:15 – This is the perfect time for our May theme, execution.

18:00 – Execution is essential for small business breakthrough

21:00 – What we’re focusing on during our execution month

25:30 – A one time offer to our listeners for our first Small Business Breakthrough program

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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94 Monday Musing: Who Reaches You?

On today’s Monday Musing Jeff digs into the word reach as part of this month’s theme: reach and reputation.

We’ve spent April discussing how you can extend your reach, impact more people’s lives and increase your market share. Today we flip the script and ask, “Who is reaching you?”

Who do you surround yourself with? Who’s voice has an impact on the way you operate in life and in business? With all of the so-call experts in our field, are you able to filter the nonsense from the truly helpful?

Listen and challenge yourself to be intentional about the coaching you allow in your life.

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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93 Thought Leader: Keenan Wants to Show You the “Show Me” Economy

Our thought leader is month is Keenan, A Sales Guy Inc’s CEO/President and Chief Antagonist. This is reach and reputation month and when we think of reach, we think of Keenan because he popularized the term!

He’s been selling something to someone for his entire life and it’s made him one of the most authentic thought leaders we’ve had. He’s been teaching and coaching almost as long. With over 20 years of sales experience, which he’ll tell you he doesn’t give a s#%t about, Keenan has been influencing, learning from and shaping the world of sales for a long time. Finder of the elephant in the room, Keenan calls it as he sees it and lets nothing or no one go unnoticed.

Keenan is a sales rock star, a true rebel, innovator, thought provoker and thought leader. Check out his website for more crazy Keenan facts and listen to this episode for insights into how to extend your reach, reputation and

On today’s podcast

3:00 – Keenan’s “why” is fleeting

5:30 – What does the word “professional” mean in today’s sales world?

8:56 – Stop living in the “tell me” economy, start living in the “show me” economy

13:26 – How to start living in the “show me” economy. Brand building in the social era.

17:50 – Finding your own voice in a world of noise

23:18 – What drives Keenan and how does sales fill that tank

27:30 – Tell us what Keenan was buying at the Home Depot in this video. Email info@thewhyandthebuy.com.

30:48 – The 3 things that keep people from learning and becoming their best selves

38:00 – Social media branding is not about YOU, it’s about THEM!

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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92 Pissing Off the CEO with Jack Kosakowski

Our guest this week is, Jack Kosakowski, CEO of Creation Agency US division and a digital marketing pioneer. Basically, he’s a sales guy running a marketing agency. When Jack began his career he struggled to understand the meaning and worth of marketing. It was only after he entered the sales world and began to understand the value of marketing himself digitally that he truly found his calling and reached his full potential. 

Jack is here to help you evaluate the true value of the content that you are sharing, the way you are starting conversations with potential clients and ultimately how you are establishing your reputation in your marketplace. It’s not all about WHO you know, it’s about WHAT you know.

This episode is marketing for those that hate to market. This is marketing for salespeople. This is marketing for people who want to grow their reach, reputation and wallet.

On today’s podcast

3:15 – What attracted Jack to digital/social selling before it was cool?
8:10 – Salespeople should NOT be writing content
11:54 – The “Why” behind creating content
12:53 – Creating conversations vs. forcing conversations
18:00 – How can individuals create reach that will impact their sales?
21:50 – The best way to talk to a CEO is….pissing him off?
25:18 – Jack’s go-to thought leaders and how he develops content strategy
27:40 – The outcome of the conversation
34:43 – Are the things on your online resume worthy of being there?

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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91 Monday Musing: Getting Back to Basics

Christie is back from the Outbound Conference in Atlanta and has a LOT to share on this Monday Musing. Salespeople everywhere are being inundated with strategies and advice about advancing their online and social sales presence. But if you lose sight of the basics of connecting you could end up with a false sense of reach and very little reputation.

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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90 IT in the D with Bob Waltenspiel

Our guest this week is Bob Waltenspiel, co-founder of the Podcast Detroit network and host of several podcasts, among them, IT in the D, a podcast that’s helping IT professionals across the US. 

The podcast grew out of an idea Bob had for a different kind of networking group. He wanted something that resembled an anti-Chamber of Commerce for people that were doing the same thing he was doing.

In this episode he’ll tell us how he increased the reach of his networking group and established reputation in his industry and the podcast community without ever writing a business plan.

On today’s podcast…

2:00 – The origins of the podcast and how he turned it into a business
6:49 – Bob is creating the Anti-Chamber of Commerce called the Career Academy
13:39 – What keeps people from creating alternative networking groups?
19:00 – Why Bob doesn’t let “That Guy” into his networking events?
22:00 – Don’t sell at the tradeshow
26:30 – The Podcast Detroit Network

We’re excited to announce the release of the beta version of our Small Business Breakthrough Program this month and we need your help. If you want to know more about owning and operating a small business from two people who have been through it all (…us) then email breakthrough[at]thewhyandthebuy.com for more information

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88 April Kickoff: Reach and Reputation Month

In this episode we’re recapping some of the amazing things we’ve learned from our guests in the month of March and introducing our theme for April: reach and reputation. This month we’ll explore how to extend your reach in whatever market you are in and gain the reputation that will lead you to more relationships, more referrals and ultimately…more sales.

!ANNOUNCEMENT! We’re excited to announce the release of the beta version of our Small Business Breakthrough Program this month and we need your help. If you want to know more about owning and operating a small business from two people who have been through it all (…us) then email breakthrough[at]thewhyandthebuy.com for more information.

On today’s podcast

5:00 – Find out about Jeff’s new ebook

8:00 – Recapping the month of March: Pia Silva helped us badass our brands

11:00 – Derrick Williams joined us and faced down our SDR/BDR skepticism and fear

17:00 – On our Monday Musings this month we kept it brief, kept adapting and kept it going.

19:30 – The amazing Anthony Iannarino joined us as our March Thought Leader

21:30 – Larry Levine brought his unique journey and discussed how to prospect and build a loyal following.

22:30 – The brilliant Matt Goudy, aka the Sales Renegade, came on and talked some sales heresy

26:15 – Our third Book Club book is…in the books! Our final thoughts on Building a Storybrand.

29:30 – A preview of what’s coming up on April’s reach and reputation month!

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87 How to Become an Evangelist For Sales with Donald C. Kelly

Our guest this week is, Donald C. Kelly, Founder and Chief Sales Evangelist at The Sales Evangelist. He’s spreading the good news that it’s great to be in sales and creating a community of people to help support each other in this business.

He’s the perfect guest to kick off Reach and Reputation month because his goal is to reach out and help every type of sales person from the newbie who needs the basics to the savvy veteran who needs some new tricks.

Today we discuss his interesting backstory and what helped to shape the core tenants of his gospel.

Subscribe to Donald’s podcast!

On today’s podcast

3:00 – Why are salespeople reluctant to learn more about their craft?

7:17 –  How Donald’s first manager flips the script on what it means to be a salesperson and changed his life forever.

12:30 – Vanity numbers and “The Chick-fil-a Principle”

24:44 – Does “building a culture” actually lead to quantifiable results?

30:00 – Donald’s Hustler League is building a community and keeping salespeople accountable

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86 Monday Musing: Who Do You Serve?

On this week’s Monday Musing, Christie has a homework assignment: ask yourself “Who do I serve?”

The word serve can have a lot of different meanings for a lot of people’s lives. We should all be striving to serve our customers better but what about our community? Giving back not only enriches the lives of others it also delivers inspiration, positivity and value to the person serving. Those are all things that you can take with you into your next prospecting call, all things that will help your reach and reputation and all things that will lead to your next ten sales.

Find out how Christie is serving those in her community and how you can get started in yours.

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