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.

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111 Monday Musing: Add A Little Play to Your Day

Christie is taking a cue from her grandson this week and finding space in her life for “play.” Laughter, smiling, enjoying life, if we deny these human impulses it comes at a great cost to our physical, mental and wallet health. Listen to today’s musing for the connection between play time and sales time.

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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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.

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109 Becoming an Unstoppable Entrepreneur with Kelly Roach

Our guest this week is, Kelly Roach, former NFL cheerleader turned entrepreneur and sales success coach and now author of Unstoppable: The 9 Principles For Unlimited Success in Business and Life. If her advice sounds real world and down to Earth, it’s because her experience has been as real as it gets. She ventured from the corporate world where she handled hundreds of millions in assets and broke every single sales record in her Fortune 500 company’s history (all before she was 30!) into her own success coaching business all while raising a family. 

If you’re in any kind of business this will be an inspiring, fascinating and helpful listen. If you have a startup, or ever thought about setting of on your own business journey, this is a MUST listen.

On today’s podcast…

1:42 – Going from cheerleading for an NFL team to coaching sales teams and entrepreneurs
6:45 – Kelly reveals the thing she learned very early in her career that has propelled her to continued success now
11:50 – Even though it’s one of the best time’s EVER to start a business, Kelly feels bad for entrepreneurs today
16:20 – What big businesses need that entrepreneurs don’t and vice versa
19:22 – The amazingly obvious thing that most startups are missing or not asking themselves
25:00 – Knowing the difference between profitable and productive / intelligent networking strategy
29:29 – Should you quit your job today and invest full time in your startup?
35:00 – Finding Kelly Roach

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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108 Monday Musing: Like Riding a Bike

After a long period on training wheels, Jeff’s kids finally learned how to ride a bike. It took a very short time to teach them relative to the time they spent on training wheels. That gap has Jeff thinking this week.

What have you been less than successful with lately and totally frustrated by? Maybe it’s a prospecting technique. Maybe it’s getting a customer through that last portion of their sales journey or their buying journey to make a commitment. Maybe it’s something with social media. Maybe it’s something with preparation or discovery. Maybe there’s something about time management or priority management that you need to get better at. What could you improve drastically if you just took a little bit of time to study what it would take to improve? What could you be more successful with and less frustrated by in a matter of a few days if you only took a little bit of time out to figure out how to best do that?

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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103 Battling the Leadership Dumpster Fire with Kelly Riggs


Our guest this week is, Kelly Riggs, a leadership coach, founder of Biz Locker Room and author of Counter Mentor Leadership. 

Kelly is here to help us connect the dots between executing on our quarterly targets and the sales leadership that our companies provide for us AND that we provide for ourselves. Sales performance doesn’t just materialize out of nowhere. We learn the definition of counter mentor leadership and the research that is uncovering the true qualities of sustainable and results driven leadership.

On today’s podcast

2:43 – The danger of getting into “vacation mode”
6:17 – Crushing the slow months
9:16 – Understanding the strategic numbers game of selling
11:11 – The four most dangerous words in any leaders vocabulary
16:00 – Can you be reactive AND successful?
20:48 – The crossroads of the maturing salesperson
25:30 – The difference between a manager and leader
29:18 – Solving a company’s dumpster fire with counter mentor leadership
34:30 – The meaning of counter mentor
38:42 – What drives Kelly Riggs’ success?

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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102 Two Rules and Seven Magic Words with Dan Jourdan

Our guest this week is, Dan Jourdan, the Sales Energizer. Dan is a former consultant with Smith Barney, an expert Dale Carnegie speaker/coach and Gitomer Licensed Trainer.

Dan’s sales methodology often bridges the gap between “what people think they should do” and “what really works.” His sales philosophy is a cross between Confucius and Robin Williams.

He joined us for a deep dive all about how to execute on cold calls. It’s not something that many love to do but it can be a necessary step in your prospecting process. Dan gives you some crucial advice for making cold calls work for you by overcoming your hesitation and engaging the prospect.

On today’s podcast

1:38 – This is the best day of Dan Jourdan’s life
3:46 – Create some tension, create a connection
6:30 – The two rules of sales from Dan Jourdan’s father
11:48 – Thickening your sales skin with cold calling
17:00 – Cold calling is control
20:48 – Seven magic words of cold calling
26:55 – The three things that your prospects will want to give to you

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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101 Monday Musing: One Percent Themes

On this week’s Monday Musing Christie has her takeaways from her past week of travel that took her to Suzanne Evans’ Driven event and the Sales Success Summit in Austin, Texas.

Christie had the privilege of hearing from top performers, one percenters who had truly reached the highest highs of success. Today she’s sharing the philosophies and strategies that bind all of these people together. Understanding them could be the key to unlocking your success and future wealth.

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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