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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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.

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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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54 Carl Gould Helps us Get Our Heads Out of Our Assets

Our guest this week is Carl Gould, a best-selling author, award winning coach and serial entrepreneur. He’s the author of a new book, Quit and Get Rich, Fix It In 5.

Carl helps people start and grow powerful businesses with his writing, speaking and coaching. In this interview he shares wisdom that will help you in every part of the sales and business development process and wherever you are in your career.

Visit Carl’s website and type in the word COACHING in the contact form to get a free coaching session: http://www.carlgould.com

Reserve your copy of the book: http://www.gteamradio.com/fix-it-in-5

On today’s show…

2:55 – How did Carl come up with the idea for Fix it in Five?

5:09 – Do you have the wrong business partner?

11:00 – How to manage your company’s growth the RIGHT way

16:30 – “One of the top skills of a CEO is how quickly can they get a task off their plate.”

19:00 – Carl Gould breaks down the two parts to a sales transaction

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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

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