151 Always Being Curious with Wes Schaeffer


The sales fund everything and everything is a sale. That’s the philosophy that drives our guest today, Wes Schaeffer, the Sales Whisperer.

Wes is a ruthlessly pragmatic sales trainer, marketing consultant, keynote speaker, copy writer, InfusionSoft expert and doer. In this episode Wes breaks through the noise and demands of other so called “sales and marketing gurus” and gets down to the fundamentals of customer relationships and customer loyalty.

On today’s podcast

2:59 – the new ABC’s of selling
9:00 – The jujitsu philosophy of sales conversations
12:26 – Balancing inbound and outbound development
15:00 – the difference between Hubspot and Infusionsoft
18:25 – Take a quiz to find the best CRM for you
25:15 – When to deal personally and when to go for scale
30:00 – The sale funds everything

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.

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150 Monday Musing: Not All Customers Are Created Equal

You’ve probably got some customers that you feel really lucky to have and you’ve probably got some customers that you would really feel lucky if you could get rid of them. On today’s Monday Musing, Jeff is here to tell you that you can, and probably should, fire some of your customers.

Wait, what? Get RID of a customer? It sounds crazy but listen to today’s Monday Musing and find out how carefully evaluating your customers can make you more productive and more able to serve your other customers.

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.

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147 Connecting People to Solutions with Brett Ruffino

Sometimes life and career change for the better and sometimes they change for the worse. Either way, you can make your own success if you have the right attitude and the right gameplan. Our guest today, Brett Ruffino, had both and he’s here today to tell his story.

Through his principles of customer experience and customer loyalty Brett helped turn around an underperforming, multi-store retail operation. but his passion for leadership training moved him to a higher calling.

As the founder of 10 PAPERCLIPS, he leveraged his executive leadership knowledge and skills to bridge the gap between what C-Suite leaders want, what the field needs to execute, and what the customer needs and expects; creating a synergy that yields a powerful ROI.

On today’s podcast

4:37 – Brett discusses the lifestyle of the successful franchise owner
8:17 – The early secret to record franchise growth (without growing).
11:49 – The push and pull of balancing a corporate job and a franchise business
16:00 – Brett learns a lesson and shares his biggest piece of advice for those that want to become a franchisee.
18:30 – Brett’s been in business school for 39 years
24:00 – The birth of 10 Paperclips
34:00 – Brett Ruffino’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.

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146 Monday Musing: That Icky Feeling is an Opportunity

In any business or personal relationship you have a role and you have a choice. Whether it is to begin a relationship or end that relationship. In business that decision is complicated by the opportunities that relationship might present to you. On today’s Monday Musing Jeff Bajorek discusses how to navigate this thorny subject and come out the other side without an “icky feeling.”

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.

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145 The Customer is Always Right Field with Andy Appleby

What takes you out to the ballgame? Our guest this week makes it his job to find out. Andy Appleby is the Owner and CEO of the United Shore Professional Baseball League. The United Shore Professional Baseball League was founded by Rochester-based General Sports and Entertainment, and is the culmination of a 10-year effort by General Sports to bring professional baseball to the Detroit area.

Andy got his start in sales with the Detroit Pistons and used his sales experience to drive his philosophies on customer outcome, experience and loyalty.

On today’s podcast

3:00 – Andy goes from the Detroit Pistons’ front office to owning his own baseball league
7:45 – Andy’s customer experience philosophy
12:20 – If you build it…will they actually come?
17:00 – How Andy’s sales background is helping his league succeed
21:21 – Treat every game like the world series
27:00 – Andy Appleby’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.

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Significant Quotes