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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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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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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117 Expanding Beyond Your Echo Chamber with Mike Simmons

Our guest this week is, Mike Simmons, Co-Founder of Catalyst Sale and host of The Catalyst Sale podcast

Mike has more than 20 years of operations, consulting, sales and sales leadership experience, 15 of those in the EdTech space. He’s a self-described life long learner, creative, analytical, and driven to achieve results. Mike has built, lead, and optimized sales organizations leveraging both direct and indirect teams.

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

3:00 – The “me, me, me” approach to networking
4:57 – How Mike manages to engage quickly online
10:30 – Using twitter chats to build an active network
14:00 – Rounding out your networking plan
18:00 – Expanding your network beyond your echo chamber
22:30 – Don’t be a social media or networking lurker
30:00 – Leverage your own company

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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Based on a special report titled “Managing with the Brain in Mind” written by David Rock, founding president of the NeuroLeadership Institute.  Chad Harrison takes us through the concept of managing employee engagement using the SCARF method.

What is the SCARF method you ask?  Neuroscientists believe people respond to all things with either a threat or a reward response.  In turn, they also believe you can drive specific behavior if you focus on five key social qualities that will trigger a reward response.  These five qualities are Status, Certainty, Autonomy, Relatedness, and Fairness (SCARF).

If you are a leader (or aspiring leader) in your organization, plan to listen to this one more than once.  There was so much richness in this discussion, we had to split it in to 2 parts.

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93 Thought Leader: Keenan Wants to Show You the “Show Me” Economy

Our thought leader is month is Keenan, A Sales Guy Inc’s CEO/President and Chief Antagonist. This is reach and reputation month and when we think of reach, we think of Keenan because he popularized the term!

He’s been selling something to someone for his entire life and it’s made him one of the most authentic thought leaders we’ve had. He’s been teaching and coaching almost as long. With over 20 years of sales experience, which he’ll tell you he doesn’t give a s#%t about, Keenan has been influencing, learning from and shaping the world of sales for a long time. Finder of the elephant in the room, Keenan calls it as he sees it and lets nothing or no one go unnoticed.

Keenan is a sales rock star, a true rebel, innovator, thought provoker and thought leader. Check out his website for more crazy Keenan facts and listen to this episode for insights into how to extend your reach, reputation and

On today’s podcast

3:00 – Keenan’s “why” is fleeting

5:30 – What does the word “professional” mean in today’s sales world?

8:56 – Stop living in the “tell me” economy, start living in the “show me” economy

13:26 – How to start living in the “show me” economy. Brand building in the social era.

17:50 – Finding your own voice in a world of noise

23:18 – What drives Keenan and how does sales fill that tank

27:30 – Tell us what Keenan was buying at the Home Depot in this video. Email info@thewhyandthebuy.com.

30:48 – The 3 things that keep people from learning and becoming their best selves

38:00 – Social media branding is not about YOU, it’s about THEM!

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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85 The Non-Negotiables of Selling with Larry Levine

Our guest this week is, Larry Levine. Larry went from the old-school copier sales industry to  helping salespeople everywhere develop new-school business development strategies as co-founder of The Social Sales Academy.

Larry coaches sales reps to leverage social to build out their credibility, prospect for new business opportunities and to protect their current account base. In 2009 Larry started incorporating LinkedIn and social into his sales process. Using the LinkedIn platform and techniques he perfected, Larry closed over $1,300,000 in new business in 2014. Now, Larry coaches sales reps to leverage brand building via LinkedIn while integrating into their sales process to maximize their success.

In this fascinating episode we discuss his background, where he learned to be a great sales rep and how he transitioned from order taker to sales helper.

On today’s podcast…

4:00 – How do you maintain energy and differentiate in a slow to change industry?

9:00 – Larry’s sales philosophies and non-negotiables

13:40 – Why do tenured reps find it so hard to define “hunter” vs. “farmer”?

17:57 – What motivates Larry everyday and where he learned to be a great sales rep

24:50 – Larry calls BS on sales buzzwords and the “great relationships” most salespeople think they have with their clients

42:00 – Larry’s second why: the relationship funnel

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43 Intelligent Inbound Marketing with Jen Spencer

Our guest this week is Jen Spencer, Vice President of Sales and Marketing at SmartBug Media. She believes that the best way to have a presence online is to have a presence in-person. Her inbound marketing strategies will open your eyes to new ways of getting attention AND portraying your best online identity.

3:13 – Jen explains her love of scotch

6:17 – What is “intelligent inbound marketing?”

9:15 – The difference between a marketing novice and revenue generating marketing professional

12:00 – How to stay on top of your prospecting pipeline when buyer trends change so quickly.

17:50 – “Your digital presence is an extension of your in-person presence.”

24:50 – “The more you can understand the way people communicate, the better off you’re going to be as a sales person”

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