Browse the entire archive here.
Well here we are. The countdown brings us to the very first episode of the podcast ever recorded. This is a very special show to Jeff and Christie and holds so much incredible information that they were just waiting to get out there when they debuted.
In this episode, we dissect the importance of data in business, baseball, and even daily life.
Read MoreThe countdown continues! We are now onto the second episode ever of The Why and The Buy podcast. A gem that shines even brighter now than it did five years ago. Producer Nian Fiedler joins Christie for a brief introduction to this thought provoking and inspiring listen.
How are you challenging your preconceived notions about your business?
How is your competitive landscape changing? What about your customer’s competitive landscape?
How are you challenging yourself? Does your current role suit you best ?
How are you evaluating your performance? Are you challenging your ideas about how you spend your time?
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.
Read MoreToday we continue our run of the very first episodes of The Why and The Buy podcast. Today is episode number 4. Jeff and producer Nian Fiedler give a brief intro of this incredibly informative discussion on how to best prepare for your sales calls. Enjoy!
Some of the questions we tackle in this episode: How well do you know your audience? Why would your product/service matter to them? Can you talk their language? What are you hoping to accomplish in this meeting?
Read MoreToday we step into the waaaaay back machine and kick off a month revisiting the first four episodes that Jeff and Christie ever recorded. Nian Fiedler joins Jeff for a brief introduction to episode 3 focusing on personal preparation.
What do you every day to ensure success?
How do you start your day?
Are you focusing your energy on habits that set you up for success?
What are your goals for this week and how will you accomplish them?
Do your short term goals and habits tie back to your long term plan? If not, why?
Numbers or people? What should the focus be in sales, and are they mutually exclusive? Today Jeff and Christie welcome the very long-time friend of the show, DeJuan Brown to answer these questions. DeJuan is the Director, Solutions Specialist - SLG at Microsoft discusses the importance of redemptive leadership, a process that emphasis taking care of your people, and in turn driving revenue. He gives tips on how to wisely and proactively bring that change to your organization.
Read MoreSo what is your TQ? No, not your IQ, or your EQ, but your TQ. That is what today's guest is here to discuss. Justin Michael, co-founder of HYPCCCYCL, author, and a member of the TQ syndicate at salesborgs.ai joins Jeff and Christie for an eye-opening conversation about Technology Quotient, and the ever increasing need for automation in your sales strategy. It doesn’t need to be overwhelming, and he lays out how just adding it slowly into your workflow will reap substantial rewards. He also reiterates that you need to have the foundation of good selling before beginning these processes and gives great advice on books and resources to get started. Don't miss this conversation, or you risk getting overrun by the bear.
Read MoreToday we reach back to an episode from a favorite guest of the show, Pia Silva. Nian and Christie give a short intro about what stood out for them in this lively and inspiring conversation.
Pia Silva, author, speaker, consultant, coach and all-around badass is back. Pia tells us about her newest program that guides clients to becoming a celebrity in their chosen space, and explains the difference between content and long term marketing.
Read MoreEverywhere 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?
Read MoreNian Fiedler, the show's producer, joins Christie to do a quick introduction to another gem from the past. See how this episode takes on a whole new meaning when looking back through the lens of Covid.
Surrender. It's a word that might evoke thoughts of defeat, or giving up. But today's guest will explain how surrendering yourself is freeing, and can inspire you to push yourself to new levels of performance. Dan Waldschmidt is someone very familiar with pushing himself. Ultra-marathoner, business strategist and owner of Edgy Conversations joins Jeff and Christie to discuss the philosophy of the book, The Surrender Experiment.
Read MoreToday's guest has sold just about everything under the sun, and enjoyed a long career in one of the most challenging areas - ad sales. So who better to listen to when it comes to getting experienced, credible, in-depth advise? Tom Bloomer, Founder and CEO of Bloomer Associates, co host of the Ok Boomer, Teach Me Sales podcast, and author of the new book 'Teach Me Sales,' joins the show.
Tom, Jeff and Christie discuss Tom's new book, which is a 21 day road map of daily habits that allows you to chart your own path, set and achieve goals, and build confidence in your sales skills. The unique format of the book encourages you to slow down and work through each step. Christie even pries out the three habits that Tom feels are the most fundamental for success.
Read More"We're BACK!" This is the message today from Jeff and very special guest, Donald C. Kelly, recorded from the floor of OutBound 2021. David C. Kelly, aka The Sales Evangelist started from humble beginnings in Jamaica selling mangoes and cookies, to being a highly successful sales professional, sales trainer and founder of The Sales Evangelist, a resource to help small businesses build outstanding sales teams. Donald speaks about discovering the tools we already have, but utilizing them in different ways in order to adapt in a changing landscape. If you have struggled this past year, he provides insight on how to get started down a path to success. Because we're back - It's time to ask yourself, how are you going to be great?
Read MoreNian Fiedler, the producer of The Why and The Buy podcast, joins Jeff again today with one of his favorite past episodes. Jeff and Nian do a short introduction to this show that aired almost a year ago, to talk about what made this episode stand out for them, and Jeff shares some insights from his trip out to Kansas State University.
______________________________________________________________________
Some salespeople are born with it. Some jump into the sales pool, and it's sink or swim. But there's something new emerging at universities across the country. College courses in sales training. Jeff and Christie speak with Dawn Deeter, professor and creator of the National Strategic Selling Institute at Kansas State University.
Read MoreToday, Nian Fiedler, the producer of The Why and The Buy podcast, has picked a favorite past episode to revisit. Jeff and Nian do a short introduction to this show that aired about a year ago, to talk about what made this episode stand out for them. Jay Jensen, CEO of Sales Inc. joins Jeff today. He is irreverent, authentic, and a straight shooter with a dry wit that is often missing in the world of sales leaders. Jay spent years in the auto industry honing his sales craft, and he discusses the importance of process, relationship building, investing your time, and not being afraid of the ask.
Read MoreJeff 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.
Read MoreToday's show is a little different, and much needed. Salespeople and business owners can run themselves into the ground and forget to take a breath. Enter Jeff and Christie's guest, Justine Sones. Justine is a stress management and self-care coach for those in these fields. Her focus today is on boundaries, in order to get away from constant people pleasing and getting overwhelmed. Listen to her tips on how to start in on the process and move toward a personal and professional life with more time and more purpose, while being more true to yourself.
Read MoreWe're still selling to people! This is something today's guest feels very strongly about, and a mindset that brings him continued results. Nick Capozzi, Founder of SalesPitching and VP of Sales at Virtual Smiles, spent twenty years in the cruise industry where he practiced the craft of relationship building every day.Nick says to just take sixty seconds and look at someone’s profile. Any commonality you can find can be a jumping off point to a conversation vs. a pitch. And in the end, people like people, that like them. And they buy from them.
Read MoreHave you ever seen a really bad stand-up comic? Bad timing, aimless stories, not connecting with the audience, using the same old material that didn't work before... Does that sound like some salespeople out there? Today's guest sees the connection. Jon Selig, speaker, coach, stand-up comic, and creator of Comedy Writing for Sales Teams, talks with Jeff and Christie about how comedy infused into your sales approach is a winning combination
Read More
