22 Cheerleaders and Connectors – A Small Business Guide to Referrals with Joe Schum


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[vc_row 0=””][vc_column 0=””][vc_column_text 0=””]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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21 Predictable Prospecting with Marylou Tyler

[vc_row][vc_column][vc_column_text]It seems everywhere we look, someone is talking about prospecting.  What to do, what not to do, how to win, what pitfalls to avoid…It can be overwhelming for even the best sales people to know the right approach to take.

In this episode, we talk with Marylou Tyler, author of Predictable Prospecting about her experience helping companies like Apple, Bose, and UPS grow their revenue by increasing their sales pipeline.  Some of the topics we cover include:

  • How to land crucial meetings
  • Twelve habits of highly successful SDRs
  • How to leverage the right tools for predictable prospecting

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19 How to be an SDR Superstar with Morgan J Ingram

[vc_row][vc_column][vc_column_text]Morgan J Ingram joins us on this week’s episode of The Why and The Buy.  Morgan started recording his journey as a new sales development rep a year ago on a YouTube channel called The SDR Chronicles.  If you have ever expressed concern about millennials in the workplace, if you are responsible for hiring a workforce that includes millennials, or if you are a millennial trying to make a difference in the workplace – you MUST listen to this episode.

I thought, if I could get through the hard parts now, everything else in life would be so much easier #millenialsaregoingtosaveus Click To Tweet

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17 No Is Not Forever – Objection Handling with Don “The Idea Guy”

[vc_row][vc_column][vc_column_text]What do you do when you hear “No”?  Do you just walk away or do you use it as a springboard for the next conversation?  We love it when Don “The Idea Guy” Snyder visits us on an episode of The Why and The Buy podcast.  He always has a unique perspective and gets us thinking in different ways.

In this episode, we dissect what “No” means and why you should look at this little two letter word through new lenses.

“NO…it’s just one word. Expect it, prepare for it…adjust”

In this episode, we cover such scintillating topics as:

  • Why “NO” is like Sonar on a submarine
  • Tools you can use to practice objection handling in your next sales meeting
  • What to do after you have lost a sale
  • Top 3 strategies for handling objections

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14 Servant Leadership with Alejandro Tornato

[vc_row][vc_column][vc_column_text]Servant leadership is a very popular topic in management training these days. Robert Greenleaf coined the term 35 years ago, but the concept is still vital and empowering. Granted, “servant” doesn’t sound nearly as powerful as “boss,” but it has the potential to deliver far more of what most of us are really after: influence.  The reason is simple. When you have a servant mentality, it’s not about you.

Removing self-interest and personal glory from your motivation on the job is the single most important thing you can do to inspire trust.

When you focus first on the success of your organization and your team, it comes through clearly. Alejandro Tornato talks with us about what you need to do be a Servant Leader.  It’s simple really:

  • Ask more questions
  • Listen more carefully
  • Actively value others’ needs and contributions

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“There are far too many people in this world who claim the title of leader and do not display the elements of true leadership”

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“A servant leader is someone who is putting all of his or her creativity and capability into helping others grow”

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13 Eliminate the Noise – Putting Sales Distractions on Mute

[vc_row][vc_column][vc_column_text]”I’m late, I’m late for a very important date. No time to say hello, goodbye. I’m late, I’m late, I’m late.” Too many of us feel like the White Rabbit in Alice in Wonderland these days.  Busy…busy…busy…We are all just so busy.  Unfortunately, ‘busyness’ does not equate to business and your level of success will be determined by your focus.

Distractions come in all shapes and sizes.  Sometimes they are big and are forced upon us when a loved one is sick or a car breaks down. These distractions deserve our attention and are usually not the culprit of our lack of sales success. More often, the most impactful distractions are sneaky.  They are small, meaningless daily detours; time spent with the wrong people, the wrong technology, or the wrong focus.

“Where do you draw the line between what is productive and what is productive procrastination?”

Although it isn’t possible or even recommended to eliminate all distractions, you can minimize their impact on your overall success:

  • Steer clear of Time Wasters and Naysayers
  • Put technology in it’s place
  • Flip the script in your head
  • Feed your mind

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Don’t give your time to people who don’t deserve it…ignore idiots and zealots – Jeffrey Gitomer

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Flip the script – What if the customer says no? becomes What if the customer says yes? What does that make possible?

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12 Everyone Sells Something with Liz Wendling

[vc_row][vc_column][vc_column_text]Liz Wendling joins us in The Why and The Buy podcast studio this week.  Author of Everyone Sells Something and The Unstoppable Business Woman, Liz shares her insights on selling in the modern world.

Much like a magnet, you are either attracting business or you are repelling it with your sales and marketing messages – Liz

There are so many gems in this episode, we can’t possibly list all of the salient points Liz makes here.  Some highlights to listen for:

  • Why movies like Glengarry Glen Ross have skewed our view of sales
  • Why serving, listening, and sharing are not selling
  • Why technology is killing your business

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They take that outdated approach that didn’t work face to face and then apply it with technology…newsflash, it still doesn’t work

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The hard work is in the discovery..once you do it, you will reap the rewards over and over

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You have a choice, hate selling and go broke or learn to love it and sell in a way that honors everyone involved

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10 – Must Be Present to Win

[vc_row][vc_column][vc_column_text]Our first MINI-SODE!  In this shorter than usual episode, Christie and Jeff discuss the importance of showing up.  That’s right.  The first key to success is showing up on time, every time.  Do what you say you will do and when you say you will do it.  It’s simple really.

Hard work beats talent when talent doesn’t work hard – Hines Ward

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You will be shocked at the amount of mediocrity that disguises itself as successful – Jeff

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Rule #1 – Keep your customers, not just happy, but thrilled. Over deliver on your promises. Do something no one else is doing. – Christie

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05 YES! Attitude – Lessons Learned from the Teachings of Jeffrey Gitomer, Seth Godin, and Dr Seuss

[vc_row][vc_column][vc_column_text]In this episode, we discuss the secret to a YES! attitude.  Attitude is the single most important element of success in our business, social and spiritual lives, yet we spend virtually NO time studying attitude formally.

“Positive attitude is defined as the way you dedicate yourself to the way you think.  The definition for a negative attitude is exactly the same.” – Jeffrey Gitomer

We spend a LOT of time thinking, teaching, and working on the subject of attitude.  Working with Jeffrey Gitomer and some of the other Gitomer Certified Advisors has been pivotal to our success because of the team’s focus on getting and maintaining a YES! attitude.  So how can you get your YES! attitude?  In this episode, we will discuss techniques such as:

  • Visualizing your YES! moments
  • Maintaining the proper perspective
  • Focus on those things within your control
  • Controlling what goes into your mind

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Attitude is the most important factor in success in our careers, family lives, social lives, and spiritual lives.  Yet we spend no time in formal education on attitude – Christie

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A positive attitude is a muscle that needs to be flexed or it will waste away – Jeff

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Some people are walking around with full use of their bodies and they’re more paralyzed than I am – Christopher Reeve

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Focus on what you can control and what you can do about it rather than what you can’t – Jeff

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You don’t grow in the easy times.  You will fail.  Don’t waste that failure. – Christie

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