141 Startup Mindset Insights with Brandon Bruce

There’s arguably no tougher mindset than that of the small business entrepreneur. What does it take to breakthrough and grow a business from the ground up?

We’re wrapping up our mindset month interviews with Brandon Bruce, COO and Co-Founder of Cirrus Insights, an all-in-one sales productivity platform with world-class Salesforce integration.

Brandon grew up in a small California town of 800 people and had only one classmate in grade school. Six years ago, he co-founded Cirrus Insight and has helped grow the company to $12m in annual revenue, 58 employees, and #41 on the Inc. 500 list of fastest-growing companies.

He’s here today with massive insights into what it takes to start and grow a startup, the pitfalls to avoid and the mindset you must have.

On today’s podcast

3:30 – “sales is hard enough as it is without adding a lot of roadblocks”
6:46 – Cirrus begins out of Brandon’s struggles
11:20 – Keeping your company simple in a post-startup phase
14:11 – Do people truly want the product that your startup wants to sell?
18:00 – The scarcity mindset and focusing on what’s important as a startup
26:00 – Saying “no” sets up a brick wall for the customer
29:42 – What’s next for sales development and Cirrus
37:00 – Brandon’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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140 Monday Musing: Feedback

Feedback. It can be very difficult to accept and absorb critiques of any work that we do. Even when you ask for feedback it can still hurt, it can still be personal when someone criticizes your “baby.” But in sales it is critical that we get honest feedback on our presentation skills because our prospects will certainly give it with their decision to buy.

In this Monday Musing, Christie gives strategies for giving and receiving feedback so that we can ALL get better together.

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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137 Jeffrey Gitomer has a Manifesto Mindset

*HEADS UP* This episode has language that some might find offensive.

Jeffrey Gitomer is a lot of things. Self-proclaimed “King of Sales.” Bestselling author. World-renowned sales coach, trainer and mentor to salespeople everywhere.

His mindset on sales can best be described as direct and unafraid. He’s here to share with us how that mindset was developed and ultimately became the foundation for The Little Red Book of Selling, The Little Gold Book of Yes Attitude and continues to evolve in his next book, Sales Manifesto.

On today’s podcast

1:51 – Where in the world will Jeffrey Gitomer be in 2018-19?
4:00 – Why Jeffrey Gitomer is obsessed with Napoleon Hill
10:41 – Jeffrey’s favorite book he’s ever written
14:54 – Asking before talking
20:00 – A lesson learned from a Carrabba’s waiter
25:00 – What keeps some salespeople on a negative path?
31:00 – When Jeffrey learned the science of selling

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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Discussed on Today's Episode

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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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136 The Thin Line Between “Friend” and “Mentor” with Tracey Thorsen

August is all about mindset and one way to develop a great mindset that will lay the foundation for your success is having a knowledgable, helpful and available mentor. Who better to interview on this subject than Christie’s mentor, Tracey Thorsen.

Tracy spent two decades helping to shape the technologies and processes that was part of the success of a Fortune 10 company. Through that experience she had a revelation: if you can’t change the hearts and minds of the people who deal with those process and changes your chances of success drop dramatically. Fast forward to Chapter Two of Tracey’s journey and she is now on the front lines of business coaching, development and mentorship with her company Time to Transform

In this wide ranging interview we discuss the value of having a mentor, the boundaries that have to be established and maintained and how to find clarity in your mindset despite your daily distractions.

On today’s podcast

4:15 – Tracy’s journey from Fortune 10 to sales coaching and mentorship
6:50 – Where is the line between “friend” and “mentor?”
17:51 – Clarity of mindset and intention
23:08 – The value of handwriting your intentions
28:30 – Mindset of abundance vs. scarcity

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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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.

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133 Monday Musing: Live Like the Count is 3-1

On today’s Monday Musing, Jeff picks up wisdom and an interesting mindset from an unexpected place…a gas station t-shirt. Live like you have a 3-1 count.

If you’re not totally familiar with the sport of baseball, when you’ve got a three in one count as a hitter, it is a favorable count. You’ve got options. On the next pitch, you can hold off or swing away. Jeff discusses how this applies to sales and life, how to get to a 3-1 count and what to do when you get there.

If you need a 1st base sales coach, how about The Why and The Buy? 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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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.

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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.

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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.

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