134 Answering the Disconnect with Christie Walters

Turnabout is fairplay this week. Jeff was the guest on a show a few weeks ago during networking month. Now that it is mindset month, sales coaching month, it’s time to have our resident sales coach and podcast host Christie Walters on as a guest.

Christie is in the hotseat discussing why she decided to step into the world of sales coaching. She sees a sales world that is filled with companies that have disconnects between management and people who are on the ground everyday making appointments. Whether it’s quotas, meetings, values, accountability, CRM or any of the hundreds of things that a VP of Sales and a rep have to work together on, the ties that bind can easily become unraveled. Christie is here today with strategies for both sides if you have ears to listen and a mind to open.

On today’s podcast

3:00 – When did Christie realize that she had something to offer the world through sales mindset coaching
7:00 – When is a company ready for a VP of Sales?
11:49 – Connecting meaning to the activity of sales
15:50 – The difference between self-awareness and perspective
19:00 – You have permission to ask for help
25:31 – The accountability disconnect
29:50 – The values disconnect
32:25 – Christie’s “why”

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.

Sign up for our book club!

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Want more from Jeff and Christie? We have a newsletter!

Join our Book Club!

Significant Quotes

132 Peering into the Paradox of Potential with Thom Singer

Our guest this week is Thom Singer, Certified Speaking Professional, standup comic and master of alliteration with the letter “P.” Thom has been a trusted speaker to major organizations for over a decade. He believe that the modern work environment suffers from a lot of different distractions. A disconnect has developed between social media “likes”, “links”, “shares” and “follows” and real meaningful business connections. Thom has dedicated his life’s work to helping people get back to the basics of relationships that lead to better opportunities and more sales.

On today’s podcast

3:30 – The Paradox of Potential
7:00 – The 3 buckets that will allow you to take actions towards success
13:22 – Finding perspective and balance while trying to be successful
16:55 – Thom’s 10 tips to reach your true potential
19:45 – How open mic nights are changing Thom’s career
22:30 – Why Thom asks Starbucks to pick his drink for them
30:00 – How do you connect with people in a gadget friendly world?
35:30 – Thom Singer’s “why”

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.

Sign up for our book club!

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Want more from Jeff and Christie? We have a newsletter!

Join our Book Club!

Significant Quotes

131 Monday Musing: Back to School

It’s August and for a lot of parents that means thinking about getting the kids back to school. On this week’s Monday Musing, Christie is thinking about that flurry of activity that takes place around the back to school time and about what happens to our minds and our structure and intention around the summertime. Summer is meant to be a little free flowing, a little easy going and not so focused. But that doesn’t serve us so well in the business environment. It’s time to really get focused again.

Listen for Christie’s strategies that she’s employing to harness the spirit and intention of the “back to school” mentality. Pencils ready.

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.

Sign up for our book club!

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Want more from Jeff and Christie? We have a newsletter!

Join our Book Club!

Significant Quotes

129 Sales Coaching 101 with Dave Tear

This week we’re going back to sales school with Dave Tear, owner of Sales Coaches’ Corner. Dave has been in the sales, sales management & sales training arena for the past 33 years. His passion for selling & helping others understand the sales process is what drives his “why.”

Dave brings energy to the sales training environment that is contagious. He captures people’s attention – & keeps it! Paying attention & “staying awake” are not issues when Dave is facilitating a training session. He uses “sticky messages” & believes that if you aren’t laughing you aren’t learning.

In this episode, Dave decodes the sales process and helps us understand how to apply sales training and actually makes it stick.

On today’s podcast

2:00 – Dave Tear’s journey from paint cleaning to sales coaching
6:10 – How a professional sales coach develop’s their material
8:56 – The common themes of sales training systems and processes
14:00 – Responding to sales blind spots
18:00 – The key to making change AFTER sales coaching
24:00 – Dave’s multiple “why”s

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.

Sign up for our book club!

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Want more from Jeff and Christie? We have a newsletter!

Join our Book Club!

Significant Quotes

128 Monday Musing: Continuous Improvement Does Not Equal Immediate Perfection

For the last Monday Musing of skills development month, Jeff is tackling what is perhaps the toughest skill to develop of them all…patience.

Selling effectively often requires you to manage the expectations of your clients. Making sure that you deliver or over-deliver on the promises that you make. But often salespeople are their own worst doctors and struggle to manage their own expectations of success. “Why can’t I be great today?!”

Listen and think about your own success journey. What skills can you start to develop now for the future and will you give those skills time to grow?

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.

Sign up for our book club!

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Want more from Jeff and Christie? We have a newsletter!

Join our Book Club!

Significant Quotes

115 Networking in a New York Minute with Jen Gluckow

Our guest this week is, Jen Gluckow, founder and CEO of Sales in a New York Minute. She is a master networker, LinkedIn expert and one half of the popular podcast Sell or Die.  

She is our thought leader for our month on networking and she is leading off with a ton of tips and strategies that you can use in any networking meeting, event or situation. She also has a  free ebook if you’re struggling to find places to expand your network.

We want to know YOUR top networking tips, strategies and connection success stories. Send them to info@thewhyandthebuy.com and you just may hear yours on our next episode!

On today’s podcast

2:59 – People start off as people we don’t know
7:02 – The single biggest mistake most people make at a networking event
10:07 – Ask about THEM
14:50 – Jen’s “targeted networking” strategy
17:30 – Turning business cards into relationships
23:50 – Creating deeper relationships after the networking event
30:10 – How BNI changed Jen’s life
34:50 – The most unique place Jen has ever made a connection

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.

Sign up for our book club!

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Want more from Jeff and Christie? We have a newsletter!

Discussed in This Episode

Significant Quotes

110 May Wrap / June Preview

We came. We saw. We executed. May is in the books and we’re looking back on a month that was all about using all of the purpose and preparations of Q1 and manifesting results.

This month we’ll be laying the ground work for the rest of our year with a focus on networking. Get ready for strategies that will help you make more connections, make better connections and make lasting connections that will lead to recurring business.

On today’s podcast

1:30 – May was an intense month of focus and intentions on and off the air

3:40 – Greg Rosner told us how to execute on presentations

5:50 – Michael Moore introduced us to netweaving and how it can help us execute better

9:00 – Dan Jourdan fired us up and helped us execute on the phone

12:20 – You can call Kelly Riggs and he will pick up the phone

14:40 – Ron Masi gave us the road map…well the mindmap…to executing as a leader

17:04 – We went behind the music! Find out more about our house band, Haskins.

21:00 – Previewing June, our month of networking including interviews with Kelly Roach, Jen Gluckow and MORE!

25:00 – We reveal our newest AMAZING book club book

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.

Sign up for our book club!

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Want more from Jeff and Christie? We have a newsletter!

Significant Quotes

97 Creating Conversations Through Your Presentations with Greg Rosner

How do I present in a way that is persuasive, effective and ultimately leads me to my goal?

Our guest this week is, Greg Rosner, CEO of Pitch Kitchen. He’s not an actual chef but he’s cooked up a brilliant recipe for turning boring presentations into engaging conversations that delight and empower audiences. Throw away those boring slides and start thinking about making a conversation.

Listen for tips and strategies that you can use right now to re-think and re-imagine how you are presenting your sales and business information.

On today’s podcast

2:26 – Most people aren’t born great sales people
4:20 – What is the definition and purpose of a presentation?
8:30 – Presentations as “containers for conversations”
10:35 – The mistake you’re making in your presentation and how Greg’s mindmap method can help you correct it.
17:06 – What if my presentation topic is boring?!
22:38 – You do NOT want to make a TED Talk
28:12 – Presentation style versus substance

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.

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Want more from Jeff and Christie? We have a newsletter!

Discussed in This Episode

Significant Quotes

94 Monday Musing: Who Reaches You?

On today’s Monday Musing Jeff digs into the word reach as part of this month’s theme: reach and reputation.

We’ve spent April discussing how you can extend your reach, impact more people’s lives and increase your market share. Today we flip the script and ask, “Who is reaching you?”

Who do you surround yourself with? Who’s voice has an impact on the way you operate in life and in business? With all of the so-call experts in our field, are you able to filter the nonsense from the truly helpful?

Listen and challenge yourself to be intentional about the coaching you allow in your life.

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.

Sign up for our book club!

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Want more from Jeff and Christie? We have a newsletter!

Discussed in This Episode

Significant Quotes

85 The Non-Negotiables of Selling with Larry Levine

Our guest this week is, Larry Levine. Larry went from the old-school copier sales industry to  helping salespeople everywhere develop new-school business development strategies as co-founder of The Social Sales Academy.

Larry coaches sales reps to leverage social to build out their credibility, prospect for new business opportunities and to protect their current account base. In 2009 Larry started incorporating LinkedIn and social into his sales process. Using the LinkedIn platform and techniques he perfected, Larry closed over $1,300,000 in new business in 2014. Now, Larry coaches sales reps to leverage brand building via LinkedIn while integrating into their sales process to maximize their success.

In this fascinating episode we discuss his background, where he learned to be a great sales rep and how he transitioned from order taker to sales helper.

On today’s podcast…

4:00 – How do you maintain energy and differentiate in a slow to change industry?

9:00 – Larry’s sales philosophies and non-negotiables

13:40 – Why do tenured reps find it so hard to define “hunter” vs. “farmer”?

17:57 – What motivates Larry everyday and where he learned to be a great sales rep

24:50 – Larry calls BS on sales buzzwords and the “great relationships” most salespeople think they have with their clients

42:00 – Larry’s second why: the relationship funnel

Sign up for our book club!

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Want more from Jeff and Christie? We have a newsletter!

Discussed in This Episode

Significant Quotes