160 Monday Musing: Queen

Christie has Queen on the brain this week. Not the Queen of England, Queen the rock band. There is a new film out all about the famous rockers and while it may seem like pure entertainment at first glance, a look deeper reveals lessons we can all take into our next sales presentation.

So “Don’t Stop Us Now”  as we “Break Free” and talk about this “Crazy Little Thing Called” sales.

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159 Not All Content is Created Equally with David Masover

How lucky would you feel to be one of the first people to discover Twitter, Facebook or Snapchat? You’d probably have a better username! Our guest today, David Masover, was one of the first one million members of LinkedIn and since then has become an expert coach and mentor with a specialty in social media. He’s also the author of two books on the sales process.

David Masover was thrown into his first sales job almost 30-years ago with no sales training at all, and struggled to find his own way to success through self-study, experimentation and the sheer force of stubborn determination. No he helps people find a MUCH easier path.

Today we talk about social media. How it’s used AND how it’s abused. Not all content is created equally. David’s story is one of trial and error and he’s ready to share his mistakes so that you can succeed.

On today’s podcast

4:24 – What LinkedIn was like in it’s first days and how has it changed
8:15 – “You have to start by saying, ‘What is it that I’m trying to accomplish here?’ And as with so many things, I think a lot of people don’t ask that question.”
13:08 – David tries a brand new prospecting strategy on LinkedIn
17:47 – “I think sales is simple, but sales is also tricky and I think if you’re able to communicate with people who are also trying to solve the puzzle, that’s a positive.”
20:30 – Prospecting success strategies are based on when you need results
27:30 – “I enjoyed posting content. I enjoyed engaging with people. What really changed for me was I changed my market and and I think that my market started to match up to the content that I was doing.”
30:50 – What 2018 and 2019 have in store for David

34:40 – There’s a lot of content out there. Not all of it is great.

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157 James Bawden

James Bawden is transitioning to a new role as a BDR in Raleigh, North Carolina for the startup data analytics company Cognetik. He’s facing a bevy of new challenges including moving from an established company to a startup AND being the first person in his company to drive outbound sales.

James brings us the lessons he learned in his first 60 days, the major revelations he’s had about BDR sales, empathetic leadership and setting core values as a salesperson and a sales team. This is ground level amazing analysis from someone who is out there doing it every day.

On today’s podcast

2:30 – The first man in the charge gets the bloodiest
5:20 – The challenges of joining a startup as a BDR
13:34 – The ONE skill you need to focus on most as a BDR/SDR
19:16 – The amazing difference an empathetic leadership team can make
27:00 – Setting core values for the sales team
33:26 – The ideal client for James and Cognetik

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154 Monday Musing: It Doesn’t Take an Extrovert

Jeff is not an extrovert and he doesn’t think you are either. There are very few and extroverts out there and most people in sales don’t identify as extroverts, at least not by the classic definition. It’s one of those stereotypes out there that makes people reluctant to enter a sales profession.

A lot of people, particularly small business owners, are reluctant to even admit that they have to be in sales, that they have to sell something in order to keep their doors open because they don’t think they are extroverts. That’s wrong and today’s musing explains 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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153 Playing To Our Strengths with David Weiss and Andy Racic

You get two amazing minds for the price of one. David Weiss and Andy Racic join us today. David and Andy are best friends working together on a book all about the reasons and motivations for getting into a career in sales. They believe that the level of talent, ethics and standards can all stand to be raised higher and that starts with understanding what kind of people are built for a career in sales and what their true motivations are. Do they want to help people or do they just want to cash a check? Your biggest sales growth years are your early ones, finding those early growers can be key to a sales team’s success.

These two care about our industry in a unique way and they need your help. Please fill out this survey and help inform their research.

Stay up to date on when and where you can get your hands on their book by signing up for our newsletter on thewhyandthebuy.com

David Weiss is Sales Executive, Sales Leadership at ADP RPO.

Andy Racic is Director of Sales at Tango Health, Inc.

On today’s podcast…

3:00 – There are a million books on sales. What will make their’s different?
8:38 – Early missteps of those that “fall into sales”
13:45 – Who will this book be for?
18:35 – Are sales books even useful anymore?
28:00 – What are these aspiring authors reading?
33:30 – How do you help people become not just sales professionals but professional salespeople?

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.

Click here to buy the Sales Success Stories book!

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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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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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