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.

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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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150 Monday Musing: Not All Customers Are Created Equal

You’ve probably got some customers that you feel really lucky to have and you’ve probably got some customers that you would really feel lucky if you could get rid of them. On today’s Monday Musing, Jeff is here to tell you that you can, and probably should, fire some of your customers.

Wait, what? Get RID of a customer? It sounds crazy but listen to today’s Monday Musing and find out how carefully evaluating your customers can make you more productive and more able to serve your other customers.

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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149 Taking Shots with Christina York

Nobody likes pain, but can you sell someone on a highly technological solution to reduce pain for even the most vulnerable patients? That’s the challenge of our guest today, Christina York, CEO and Founder of Spellbound, a technology company in Ann Arbor, MI, focused on using augmented reality to improve the patient experience in hospitals.

We discuss her amazing technologies and how she beat back all the negative talk that comes with any startup and drove her business to success.

On today’s podcast

4:00 – Jeff and Christie are “Spellbound” by the augmented reality tech that Christina is using.
8:56 – Virtual reality is providing new ways to manage pain for vulnerable patients
14:11 – How augmented reality changes the way your brain experiences pain
20:39 – Spellbound is born out of a “disillusion”
28:00 – How Christina proved the naysayers wrong and reduced her sales cycle from 18 to 3 months.

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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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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131 Monday Musing: Back to School

It’s August and for a lot of parents that means thinking about getting the kids back to school. On this week’s Monday Musing, Christie is thinking about that flurry of activity that takes place around the back to school time and about what happens to our minds and our structure and intention around the summertime. Summer is meant to be a little free flowing, a little easy going and not so focused. But that doesn’t serve us so well in the business environment. It’s time to really get focused again.

Listen for Christie’s strategies that she’s employing to harness the spirit and intention of the “back to school” mentality. Pencils ready.

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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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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