143 Channeling Our Inner-Hype Man with Rajiv Nathan

Rajiv Nathan took his hip hop talents to the world of business startups and people can’t get enough of his hustle and flow.

Go see Jeff and Rajiv talk about how NOT to suck at pitching in Chicago on September 20th!

It might be easier to tell you what our guest this week DOESN’T do. He’s a hip hop artist, a record producer, a yoga instructor, a podcast host, he’s a business and personal development speaker, he is a nation unto himself.

WATCH: Rajiv’s TED talk on vulnerability

Today he’s here to drop some lyrics and wisdom on us about telling the story of our product or business and making sure our pitch has a purpose.

On today’s podcast

2:50 – How did Raj take his hip hop talents to the SaaS/startup world?
6:00 – Why the Hamilton musical caught fire with audiences and what that has to do with business startups
9:30 – The best example of a great pitch courtesy of the Fresh Prince
11:11 – Refreshing your message
18:20 – The basic problem with the basic SaaS product pitch model
24:00 – Thinking like an entertainer instead of an entrepreneur
28:30 – What drives all of Raj’s decision making

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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142 Monday Musing: Why Would Anybody Buy This?

“I don’t know why anybody would buy what we’re selling?”

“Cool, now we’re ready to go sell.”

This was the culmination of the conversation that serves as the backbone of this week’s Musing. Jeff kicks off customer loyalty month with a conversation about why people would ever consider buying what you’re selling. It’s the most interesting and important question you can ask about your sales process.

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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139 Adjusting our Swings with Marc White

Golf. Arguably no other sport in the world requires a greater attention to mindset. The timing of your swing. The ability to recover from a bad hole. The pressure of every putt long and short. It’s all about mindset.

Today’s guest is Marc White, PGA member and professional golf instructor and golf mindset expert. He’s here to share with us his coaching methods that have his students excelling on golf courses around the world. Listen as Jeff, Christie and Marc discuss the parallels between coaching how to play the 18th hole and how to make that 18th cold call.

On today’s podcast

:43 – Jeff gives Christie putting tips
3:54 – Distilling multiple errors into one unifying concept
6:28 – Teaching is a two way street, the collaborative effort of coaching
13:21 – How Marc uses training aides to get feedback from his students
15:50 – What mindset do the greatest golfers have and how much of that can be trained?
23:54 – Marc White’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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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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126 Monday Musing: The Dip

You accomplish something amazing, life-altering, time consuming…only to find out that there is something even more challenging awaiting you. You feel exhausted. You may even feel like an imposter, like a fraud. You are experiencing what Seth Godin calls “The Dip.”

On this week’s Monday Musing, Christie describes the current dip that she finds herself in and how she’s plotting the way out. It’s honest, it’s thought provoking and it can help you out of your next career or personal valley.

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 in this Episode

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125 Simplifying Sales Acceleration with Mark Hunter

There are few people in the world who believe in the power and value of the sales profession more than Mark Hunter. He never set out to be in sales but a penchant for traffic tickets when he was young left him in need of income and set him on the path he still blazes today.

He’s the author of two books, 2012’s High-Profit Selling: Win the Sale Without Compromising on Price and his latest High-Profit Prospecting.

Mark digs down into the most basic and necessary skills every salesperson needs to develop and how to simplify your processes to maximize relationships and sales.

On today’s podcast…

2:17 – How Mark Hunter developed Outbound Sales Acceleration Conference with the help of other sales rockstars
7:34 – What turns people away from sales and why it shouldn’t
13:30 – Don’t assume every sale will be the “ultimate sale”
18:30 – Finding the point of entry
25:06 – There are different kinds of “first class customers”
30:10 – Mark’s ‘mark’ of a great salesperson
34:20 – The people that inspire Mark Hunter

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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124 Unlearning the Ropes with Phil Gerbyshak

Phil Gerbyshak cares about people more than anything else in the world. He has made helping business people develop the necessary sales skills and social media skills to grow their ideas and their income his personal mission and his “why.”

As a sales trainer and business/marketing coach, Phil is helping small businesses learn and develop skills that will help them breakthrough easy to break down barriers offline and online. But lately, he’s been thinking about what companies need to “unlearn.” What knowledge, habits and systems do people need to rethink and rework to maximize their productivity and personal relationships?

On today’s podcast

1:10 – An update on Christie’s coaching certification process

4:43 – Why Phil utilizes Facebook Live to develop his skills, develop his clients’ skills and grow his audience

8:41 – You are over-complicating the initial contact

12:49 – Time block, time sprint and THEN rest

16:38 – Dedication to learning starts at the top

21:40 – The biggest thing that companies that need to UNLEARN

27:35 – The ideal time to post digital content

31:19 – 1000 True Fans http://kk.org/thetechnium/1000-true-fans/

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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