103 Battling the Leadership Dumpster Fire with Kelly Riggs


Our guest this week is, Kelly Riggs, a leadership coach, founder of Biz Locker Room and author of Counter Mentor Leadership. 

Kelly is here to help us connect the dots between executing on our quarterly targets and the sales leadership that our companies provide for us AND that we provide for ourselves. Sales performance doesn’t just materialize out of nowhere. We learn the definition of counter mentor leadership and the research that is uncovering the true qualities of sustainable and results driven leadership.

On today’s podcast

2:43 – The danger of getting into “vacation mode”
6:17 – Crushing the slow months
9:16 – Understanding the strategic numbers game of selling
11:11 – The four most dangerous words in any leaders vocabulary
16:00 – Can you be reactive AND successful?
20:48 – The crossroads of the maturing salesperson
25:30 – The difference between a manager and leader
29:18 – Solving a company’s dumpster fire with counter mentor leadership
34:30 – The meaning of counter mentor
38:42 – What drives Kelly Riggs’ success?

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.

Sign up for our book club!

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Want more from Jeff and Christie? We have a newsletter!

Discussed in This Episode

Significant Quotes

102 Two Rules and Seven Magic Words with Dan Jourdan

Our guest this week is, Dan Jourdan, the Sales Energizer. Dan is a former consultant with Smith Barney, an expert Dale Carnegie speaker/coach and Gitomer Licensed Trainer.

Dan’s sales methodology often bridges the gap between “what people think they should do” and “what really works.” His sales philosophy is a cross between Confucius and Robin Williams.

He joined us for a deep dive all about how to execute on cold calls. It’s not something that many love to do but it can be a necessary step in your prospecting process. Dan gives you some crucial advice for making cold calls work for you by overcoming your hesitation and engaging the prospect.

On today’s podcast

1:38 – This is the best day of Dan Jourdan’s life
3:46 – Create some tension, create a connection
6:30 – The two rules of sales from Dan Jourdan’s father
11:48 – Thickening your sales skin with cold calling
17:00 – Cold calling is control
20:48 – Seven magic words of cold calling
26:55 – The three things that your prospects will want to give to you

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.

Sign up for our book club!

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Want more from Jeff and Christie? We have a newsletter!

Discussed in This Episode

Significant Quotes

101 Monday Musing: One Percent Themes

On this week’s Monday Musing Christie has her takeaways from her past week of travel that took her to Suzanne Evans’ Driven event and the Sales Success Summit in Austin, Texas.

Christie had the privilege of hearing from top performers, one percenters who had truly reached the highest highs of success. Today she’s sharing the philosophies and strategies that bind all of these people together. Understanding them could be the key to unlocking your success and future wealth.

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.

Sign up for our book club!

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Want more from Jeff and Christie? We have a newsletter!

Discussed in This Episode

Significant Quotes

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.

Sign up for our book club!

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Want more from Jeff and Christie? We have a newsletter!

Discussed in This Episode

Significant Quotes

97 Creating Conversations Through Your Presentations with Greg Rosner

How do I present in a way that is persuasive, effective and ultimately leads me to my goal?

Our guest this week is, Greg Rosner, CEO of Pitch Kitchen. He’s not an actual chef but he’s cooked up a brilliant recipe for turning boring presentations into engaging conversations that delight and empower audiences. Throw away those boring slides and start thinking about making a conversation.

Listen for tips and strategies that you can use right now to re-think and re-imagine how you are presenting your sales and business information.

On today’s podcast

2:26 – Most people aren’t born great sales people
4:20 – What is the definition and purpose of a presentation?
8:30 – Presentations as “containers for conversations”
10:35 – The mistake you’re making in your presentation and how Greg’s mindmap method can help you correct it.
17:06 – What if my presentation topic is boring?!
22:38 – You do NOT want to make a TED Talk
28:12 – Presentation style versus substance

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.

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Want more from Jeff and Christie? We have a newsletter!

Discussed in This Episode

Significant Quotes

95 Building a Sales Conversation with Phill Keene and Tony Rhine

Our guests this week are the Batman and Robin of sales conversations, Phill Keene and Tony Rhine of Costello, a company that is using sales intelligence to help companies make more prospecting calls without forgetting important details. 

Phill and Tony are total sales geeks and we love having them on the show. The same principles that allowed Phill and Tony to build a strong and successful professional partnership (open communication, being deliberate and a strong structure) are core to how Costello helps sales people build relationships with prospects.

On today’s podcast…

3:00 – How sales intelligence is helping companies make more prospecting calls without forgetting important details.

8:00 – Building a sales conversation from the ground up

9:27 – Using “designed alliances” to establish a foundation so that you can get to a conversation

14:32 – Why sales reps NEED a structure to help guide their cold calls

18:00 – Building a deliberate path for your prospect on every call

19:20 – How Tony and Phill’s ability to communicate allowed them to become the Batman and Robin of sales conversations

25:00 – Phill’s “Why”: building a legacy

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.

Sign up for our book club!

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Want more from Jeff and Christie? We have a newsletter!

Discussed in This Episode

Significant Quotes

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.

Sign up for our book club!

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Want more from Jeff and Christie? We have a newsletter!

Discussed in This Episode

Significant Quotes

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.

Sign up for our book club!

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Want more from Jeff and Christie? We have a newsletter!

Discussed in This Episode

Significant Quotes

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.

Sign up for our book club!

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Want more from Jeff and Christie? We have a newsletter!

Discussed in This Episode

Significant Quotes

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.

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Want more from Jeff and Christie? We have a newsletter!

Discussed in This Episode

Significant Quotes