Well the day has come. This is the final The Why and The Buy podcast, after 5 years, 432 episodes and over 200,000 downloads. Jeff and Christie have a last co-hosting conversation about starting out, what they learned, what they might have changed, what incredible guests they've had, knowledge they've gained, value they've shared, and connections they've made along the way.

To all the listeners of the show - a heartfelt thank you!

"If the truth won't sell it, don't sell it." This is the favorite quote of today's guest. This is also the second to last episode of podcast, and the final interview. So Jeff reached out to his brother from another sales mother Todd Caponi to have that honor. Todd has written the book on transparency in sales. In fact he's written two. So it's no surprise that the conversation leans into integrity in selling. Why is it so important? It feels good to honest and trustworthy, it helps the sales profession, and more importantly, it sells better.
Todd urges people to be honest with prospects about what you can't do, but then be a resource to help them. You will be rewarded time and time again. It's a final interview filled with insight, fun, and feeling.

As the victory lap starts to enter the final turn, Jeff and Christie welcome the foremost authority on outbound prospecting – outbound sales coach and trainer, Jason Bay. Today Jason focuses on opening up opportunities and increasing your odds of getting what you want, AND actually enjoying yourself along the way. How about decreasing the effort by reframing how you think of prospecting, and by making different decisions throughout the process? Jason also discusses the best areas to focus your time to get a meeting, and a lot more practical, and brilliantly straightforward tips to give you the advantage in your prospecting.

One of Jeff’s longtime best friends steps into the final few rounds of the victory lap! Mike Weinberg, best-selling sales author, trainer, consultant, and speaker is here. They take a hard look at the discovery process and how to arrive at those moments where you can move someone to a different perspective, and how to unlock the deal. Mike calls this time of selling through the pandemic, “the revealer.” It has honed the salespeople that are serious, committed, resourceful, and are willing to adapt and learn. It has also shone a light on those that are not.

Jeffrey Gitomer doesn’t like shortcuts. In fact he says to “take the long cut.” This is where you will discover the value. That is the consistent theme of today’s show. Bringing the value is about more than money. If you’re a salesperson going to hear someone speak, or taking a course, then you better walk away with valuable information. When you sell to a client, you are there to provide value. Not by just knowing about their business, but by having insight, and genuinely interacting and providing solutions for them. He also expresses the value of investing in ourselves. This past year Jeffrey has been focusing on consultative selling. Memorized sales pitches with slide presentations drive him crazy. Of course he practices what he preaches, so he brings valuable tips and insights on improving your own consultative selling approach, and much more.

Another big name and great friend of the show comes in for his leg of the victory lap - Larry Levine. No one knows about selling from the heart, better than him. He literally wrote the book on it. Larry talks about leading with authenticity, empathy and connection, and boils it down to the simple term: healthy conversations. This episode is filled with wisdom and thought-provoking moments, all delivered with Larry’s signature wit and humor.

So at this point in the show's victory lap, every guest is someone that you have to sit up and listen to. Today's guest is one of those people. Anthony Iannarino is a wise and calm harbor in the turbulent sea of sales. Anthony leads off the show with some tough statistics from the world of sales. People’s feelings about salespeople and salespeople’s feelings about sales. But don't fear, he brings sage advice to weather the storm. And hear about his upcoming book, ‘Elite Sales Strategies’.

The victory lap continues with Mark Hunter, The Sales Hunter! On today's show the group kicks it off with a conversation about prospects vs. leads, and how understanding the intricacies and real definitions of these terms is so important. Jeff starts a discussion on sandbagging which opens up some great insights from Mark on complacency and momentum in your work. And this is Mark Hunter, so you know there’s a whole lot more, including his prediction of the great sales reset, and what supply chain issues and current over-purchasing will mean come 2022. All brought to you with his legendary energy, humor and positivity.

Liz Wendling, author, sales consultant and coach, joins Jeff and Christie to kick off the two month “Victory Lap” of shows. And the subject is incredibly timely. The group discusses the importance of putting your time and energy into things that will give you the best returns. Or as Liz puts it, what do we need to put down in our business, so we can pick up something that serves us?

Today Jeff and Christie are breaking some BIG news. So no spoilers here... Listen and find out!