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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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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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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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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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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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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59 Monday Musing: Help More People

Start your week off with “why!” Our Monday Musing this week is all about helping others. It is a principle that is as simple as it is powerful. Living to serve can fundamentally change the quantity and quality of relationships and can change your business. Find out how service, charity and thoughtfulness can be employed to cultivate your long term success.

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41 Mindful Mojo for Peak Performance with Dennis Buttimer

Mindfulness is a hot topic in today’s fast paced world.  You can’t read a blog post or article profiling top performers in any industry without hearing something about the importance of being present in daily life.

Dennis Buttimer is a renowned clinical psychologist and coach who focuses on helping people find that mind-body connection that is so critical to peak performance.  In addition to being recent TEDx presenters, Dennis and his wife, Angela are frequent contributors to CNN, The Huffington Post, NBC, and many others.

 

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38 Rethink the Way You Sell – Create Tension to Create Sales

This week, we are beginning to unpack several elements from Jeff Bajorek’s new e-book – Rethink The Way You Sell.  This episode is the third in a series of 5 episodes aired over the coming months and focused on prospecting.  Jeff lists 5 key ingredients to a strong prospecting plan in his e-book and we will dive into them one at a time.

  • Know what you bring to the table
  • Know who you need to be talking to
  • Create tension to create sales
  • Be the expert
  • Keep your swagger

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34 Managing with the Brain in Mind with Chad Harrison – Part 1

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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