135 Monday Musing: I.M.P.A.C.T

Christie is busy coaching up the future speakers at TEDX Atlanta on their mindset and presentation structure. On today’s Monday Musing, Christie reveals her method for formulating powerful presentations, I.M.P.A.C.T. The best part is that it is a structure that can be applied to almost ANY task you are trying to accomplish, not just a presentation. Clear communication is invaluable in so many sales situations, networking, cold calling, follow up, the list goes on. Listen to this week’s musing and feel the full IMPACT of what structure can do for your communication skills.

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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127 Winging It with Kristy West

We’re winging it with our guest today, Kristy West, improvisation expert and business coach.

She founded BraveSpace in order to use a skill she’s been developing her entire life, improvisational performance, to help sales teams overcome the fears and stresses of rejection, quotas and networking.

Improvisation is a skill that most sales people use unconsciously every day when they are talking on the phone, meeting with a prospect or discussing a renewal with a current client. Kristy believes that consciously developing this skill and balancing “knowing what to say” and having the confidence to “say what you know” can be a major difference maker in your sales process.

You can watch how Kristy is changing lives and businesses through improv here.

On today’s podcast

4:00 – How did “the improv lady” get started in sales?
8:00 – What does “improv” really mean?
11:00 – Improv as an applied skill of “knowing” and “confidence”
16:20 – The techniques of applied improv facilitation in sales
20:25 – Feeling safe in the failure circle
31:12 – The Sales Enablement Society and how it can help you
39:20 – Kristy’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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121 Wrapping up June and Introducing July’s New Theme

We tapped our network to bring you some of the most fantastic and fascinating guests on the topic of networking that we’ve ever had. Listen for a look back on all of the sales wisdom and community building strategies we picked up in June. Plus, we reveal our theme for July as we continue to help you focus and excel into Q3.

On today’s podcast

:40 – We evaluate our own theme structure
4:51 – Kelly Roach helped us achieve unstoppable success
6:54 – Scott Ingram mapped out our network with a purpose
8:51 – Our thought leader of the month was Jen Gluckow and put a target on our networking skills
10:30 – We’re part of the Sell or Die Podcast Network!!
13:00 – Mike Simmons made us all network smarter
15:00 – Jeff Bajorek reluctantly guested on his own show and taught us all a lot
20:50 – Previewing July’s featured guests and our theme for the month

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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118 Monday Musing: Just Checking In

On today’s Monday Musing, Jeff isn’t just checking in with you this week. How stupid does “just checking in” sound? Now, think about how stupid it sounds to your customers and your prospects when you tell them that you’re calling just to check in.

Just checking in is selfish. It’s about you. There’s absolutely no value on the other end of the phone. It won’t help your prospecting, your networking, your execution, your customer retention or your sales.

Stop checking in and check out this Monday Musing for what you should be doing when you call your clients.

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!

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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117 Expanding Beyond Your Echo Chamber with Mike Simmons

Our guest this week is, Mike Simmons, Co-Founder of Catalyst Sale and host of The Catalyst Sale podcast

Mike has more than 20 years of operations, consulting, sales and sales leadership experience, 15 of those in the EdTech space. He’s a self-described life long learner, creative, analytical, and driven to achieve results. Mike has built, lead, and optimized sales organizations leveraging both direct and indirect teams.

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

3:00 – The “me, me, me” approach to networking
4:57 – How Mike manages to engage quickly online
10:30 – Using twitter chats to build an active network
14:00 – Rounding out your networking plan
18:00 – Expanding your network beyond your echo chamber
22:30 – Don’t be a social media or networking lurker
30:00 – Leverage your own company

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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Based on a special report titled “Managing with the Brain in Mind” written by David Rock, founding president of the NeuroLeadership Institute.  Chad Harrison takes us through the concept of managing employee engagement using the SCARF method.

What is the SCARF method you ask?  Neuroscientists believe people respond to all things with either a threat or a reward response.  In turn, they also believe you can drive specific behavior if you focus on five key social qualities that will trigger a reward response.  These five qualities are Status, Certainty, Autonomy, Relatedness, and Fairness (SCARF).

If you are a leader (or aspiring leader) in your organization, plan to listen to this one more than once.  There was so much richness in this discussion, we had to split it in to 2 parts.

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116 Monday Musing: Depth of Connection

On today’s Monday Musing Christie is thinking about our book club selection for the month of June, Never Eat Alone by Keith Ferrazi. It’s not even a new concept, but it is about taking a strategic approach to networking and connecting with people and not strategic as in robotic, but strategic as in purposeful.

Purposeful connection leads to a deep and lasting connection. When you’re building your strategic network, how deep are the connections you are making? Why does it matter? Find out in this episode.

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!

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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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.

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114 Scott Ingram is Networking with Greatness

This week we welcome back to the show Scott Ingram, Strategic Account Manager at Relationship One and Host of the Sales Success Stories podcast on Top1.FM.

He is here today to talk about greatness, mentorship and our topic for this month, networking. Through his podcast Scott networks with some of the most highly successful people in the world so he knows what it takes to develop deep connections that lead to results.

This is as deep a dive on the topic of networking you are going to find. We encourage everyone to listen and then listen again to make sure that you get all of the information that Scott lays down.

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

2:21 – What the average salesperson gets wrong about networking
6:00 – Being conscious enough to surround yourself with greatness
12:39 – How to connect with people that are far more successful than you
19:30 – Knowing your “ask”
24:45 – The fear of being specific
29:26 – Real networking doesn’t happen at networking events
35:20 – top1.fm/hbr
36:19 – The three OTHER pieces of successful and effective networking
43:22 – Just start.

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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113 Monday Musing: Deliberate Practice

On today’s Monday Musing Jeff is taking another swing at the fundamentals…and another…and another. It’s not about practice, it’s about deliberate practice.

Deliberate practice has its ups and its downs but the trajectory of progress is up if the commitment stays true. This doesn’t just go for the links it also goes for the sales call. Prospecting, networking, closing, it all requires deliberate practice and resilience that will hone your craft and produce positive results. Sales performance will fluctuate but if you keep swinging your game will surely improve.

We want to hear from you. Send us an email at info@thewhyandthebuy.com and tell us how you are going to deliberately practice and improve your business.

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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112 Jeff Bajorek is Not a Connection Collector

We’re just getting started with networking month and we’ve searched far and wide for the greatest experts on the subject. Suddenly, we realized, “Hey, we have a networking expert in our midst.” Jeff Bajorek steps out of the host seat and goes under Christie’s microscope as today’s guest.

Jeff is all about quality connections filled with people he can offer help to. He’s not a fan of racking up huge numbers of followers at the expense of serving others. This episode won’t be filled with hacks, workarounds or backdoors into networking. Instead, Jeff offers real world strategies that will lead to real business connections that if you play your cards right can become real customers.

On today’s podcast

1:50 – Jeff’s feeling a little weird about being a guest on his own show
5:17 – Jeff does not enjoy collecting connections
9:57 – Making sure you give AND get from the people you network with
16:46 – How do you find valuable, fulfilling connections
19:30 – Jeff’s top networking tips for newbies
26:30 – How to connect with someone digitally for the first time
32:30 – Networking doesn’t have to be complicated
36:20 – Talk to people you don’t like
40:00 – Jeff Bajorek’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.

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