PODCAST ARCHIVE

Confucius said, "Study the past if you would to define the future." Jeff and Christie discuss the broad picture and intricacies of preparation, how to bring space and ease to your sales conversations, building focus, how to slow down, and how to recover when necessary. It gives just a taste of topics you will hear in the main episodes throughout this month, where you will discover what sales disciplines have become even more vital today and some things that have gone out the window.

Everywhere you turn you hear people talking about "Getting back to normal." But today, Jeff and Christie pose the question - is that what you really want? When "normal" comes knocking, will you welcome it with open arms, or will you wave politely and redefine what your future will be?

Jeff and Christie are here today to get you to take a fresh look at some of your old processes and strategies and see what may need to be added, changed, taken away or revamped entirely. Whether it's a sales process, your personal finances, a fitness routine, or marketing strategy - reflecting and retooling at regular intervals is necessary. Jeff also shares his latest thoughts about revisiting his social media strategy.

After more than a year of living with Covid, where you may have looked inward and stayed closer to home, it may be the perfect time to think about reaching out and giving back. On today's Monthly Musing, Jeff and Christie talk about different ways, both big and small, to do good, help others, and give back.

Welcome to the first episode of The Why and The Buy's Monthly Musing. A change from the solo Monday Musings, to a new bonus episode with both Jeff and Christie discussing topics that are fresh on their minds. Today, it's all about new beginnings. Did you make the necessary changes in mindset and strategy this past year? Who will survive, who will thrive and who will be left behind?

We are often too quick to throw up mental obstacles, excuses, and insecurities, to talk ourselves out of doing something great. Jeff talks today about going for those chances. That if you really want to do something - figure out a way to do it… and then do it again.

Jeff has spent years coaching and training salespeople to move beyond their limits to reach greater success. But it took the promise of new year of possibilities and a little help from his friends to realize that he wasn't pushing himself to limits he knew he could achieve.

Trust. It's something that has been eroding all around us as of late. But Jeff has a bold proposition that he believes will open doors and enrich and strengthen your business relationships - Trust first.

Jeff muses today about a strategy called hyperscheduling, put forth by a good friend of the show, Anthony Iannarino. He’s found it brings him clarity on setting expectations and limits and brings new found order and spacial awareness of his time. Listen and find out how it works.

Today's guest host is the one and only wizard of prospecting, Jason Bay and today he's talking about mental blockers. The things we know we should do to get the results we want, but often don't end up doing. Jason frames this in terms of "The five desires" of prospective clients.

While working on some more technical aspects of his website, Jeff encountered some very frustrating moments with the online chat feature of his web hosting company. He realized that the troubles that he had, are some of the same ones that you need to look out for when you are thinking about scaling or moving to automation in your sales process.

There has been a tremendous amount of change over the last year. Change in pretty much every aspect of our lives. So the question is - are you adapting to new ways of selling or are you waiting and hoping things get back to "normal" as soon as possible?

Jeff shares the technique Power 30, that he used with his kids on winter break to get a mess of house cleaned up quickly and efficiently, and how it can translate to your work, business or dreaded projects.

Before you can get into the tactics of getting a meeting, subject lines in your emails, content of your voicemails, you have to have a meeting mindset.

There may not be a lot of activity now, so it's very tempting to let off the gas, sit back and just lay low for a while. But that is going to get you left behind. Today Jeff talks about the importance of finding the opportunities that you can leverage now.

With so much uncertainty, how do you know what to expect when trying to make plans for 2021? A starting point is to look not at what we know, but laying out and accepting the unknowns.

2020 has been a really rough year, full of change, disruption, loss and doubt. But Jeff believes it's time to turn your perspective around. He cracks open a beer and has a heartfelt talk about reflection, introspection and actually finding things to be grateful for.

In times of crisis, it’s understandable to think about the things you cannot do, but I think that’s the wrong lens through which to look at things. Worrying about things you cannot control is an unproductive mindset.

The definition of listening is: Make an effort to hear something, or take notice of and act on what someone says. Unfortunately we sometimes tune out or dismiss those who don't agree with us. Jeff brings his thoughts on this subject on today's Monday Musing.

Take a deep breath...In today's Monday Musing, Jeff welcomes Doug Branson, the producer of this podcast and of the new Deeper Thought podcast, a private podcast part of the Deeper Thought network.

Too often when presented with a viewpoint different from our own, our defenses go up and often we dismiss it without ever even considering it. Jeff talks today about the dangers of this in both our personal and professional life. Being able to break free from the defensiveness, build empathy and appreciation, enrich relationships, nurture our kids and open doors in our careers.

Christie talks about the stories we tell ourselves, but put in a new context of the storm going on around us. Have our stories been based on fear or fantasy? And what questions do we need to ask ourselves to get "unstuck from our story" and guide them toward reality and objectivity.

Right now, you can use all the advice and strategy that you can get in order to keep your pipeline full and get more referrals. Today, Jeff has four simple, but challenging questions to do just that. Listen and find out!

Jeff has a lot of connections in all levels of the sales world. And the word on the street, is that sales are starting to move again. There are more people seeing projects that have dragged on, start to close. And while things will still take longer than before, there is a change happening and more light at the end of the tunnel. If you stay focused, maintain the proper mindset, and stay the course, it will ensure that you come out of this thriving.

Now that school is back in session and kids are remote learning in a structured setting, it feels like big positive shift. Order has been restored. The question is, can this be a new start for us professionally? Jeff declares that it's time to implement new routines and strategies to finish off this year successfully!

It's become obvious that sales cycles are taking longer these days. You aren't closing deals on your normal timeline and this can throw your whole game off kilter. On this episode, Jeff talks about not getting hung up on timing.

Right now you may be feeling Covid fatigue, stress and strain. The ambitious list of projects you have had sitting on your desk isn't getting checked off. Jeff is here today to give you some practical advice on how to move past this block

You are probably seeing a lot more volatility in your sales numbers these days. Trying to read into them too much, is the mistake. Today Jeff plainly says, "Forecasts are out the window." It's a fools game to think you can predict any customers actions right now. And also foolish to hold yourself accountable for results you can't control.

How much is too much? That is the core question that Jeff poses today, as he himself prepares to go on a much needed vacation. There's been a lot of advice these past few months, and sometimes its hard to decide what guidance is best. Jeff urges us to stop and take some time for ourselves. To reflect on if it's worth pushing further and further if it comes at cost of your well-being and the love of what you do

We are all familiar with guardrails on roadways that keep us on the road when we traverse potentially dangerous areas. But what about guardrails in our professional life and our organizations?

Our guest today gets criticized for being too productive and that's fine for him because it's meant an increase in the number of books he's written, an increase in his wealth and an increase in the amount of people he's helped. 

He's one of the biggest fans of the podcast and we're one of his biggest fans. Mark the Sales Hunter is back again with more strategies for your next sales call and insight into the buyer/seller relationship that will hit you like a ton of bricks.

The truth hurts but not paying attention to #SalesTruth can hurt your bank account. Today we're talking to Mike Weinberg author of #SalesTruth: Debunk the Myths. Apply Powerful Principles. Win More New Sales. which is out TODAY.

In a problem-centric world, salespeople are still leading the process with the product. The absolute core of selling is change and buying a new product is just one part of the process of making the transition.