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The Why And The Buy

The podcast for sales and leadership professionals. Join Christie Walters and Jeff Bajorek as they review books, interview thought leaders, and discuss topics critical to success in business and in life. Certified by Sales Guru, Jeffrey Gitomer, Christie and Jeff have both dedicated their careers to helping others uncover their passion, unblock their path, and achieving greatness in sales and in life.
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May 22, 2019

Phill Keene of the #RealSalesTalk Podcast makes a return trip to The Why and The Buy to discuss solutions to problems that salespeople face every day with prospects including cold calling, objections follow up, relationship building and more. 

Over the past ten months Phill has built a sales machine and led his team to huge growth at Renaissance Electronic Services. We dig deep to find out what steps Phill took to create the turnaround and how anyone can apply it to create their own success. 

PLUS, Phill loves helping people solve big problems, but what happens when a prospect who loves the solution comes back with "I don't have time for that"?

On today’s podcast…

2:05 - What's led to Phill's sales team growth over the past ten months?
5:57 - Every single call, every single conversation is structured fundamentally the same
8:50 - The historical epidemic of account executives
16:00 - Understanding the basic necessity of life and sales
20:00 - The dummy curve
25:00 - Overcoming the "I don't have time for that" objection
28:00 - One of Phill's favorite quotes in sales helps him overcomes objections

We have a new website. Listen to past episodes and get more from Jeff and Christie!

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!

Sell or Die

Hidden Stories with Jeremy Fulkerson

Wheelbarrow Profits

Women Your Mother Warned You About

May 20, 2019

For the next few weeks Christie is experimenting with Atomic Habits based on the book by James Clear. 

Atomic habits are incredibly small but have a massive impact when repeated hundreds and hundreds of times. So the concept here is not to conquer the world in your habit, but to find that little something that is so easy to accomplish that your mind can't talk you out of it.

Christie discusses the first atomic habit she has chosen to develop and the challenges she is already facing. Will you join Christie on her journey?

PLUS! The 3 R's of creating habits and how cues play a large part in establishing and keeping atomic habits.

We have a new website. Listen to past episodes and get more from Jeff and Christie!

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!

Sell or Die

Hidden Stories with Jeremy Fulkerson

Wheelbarrow Profits

Women Your Mother Warned You About

May 15, 2019

Everyone loves a comeback story. But behind the comeback is a grueling journey that is full of just as many (if not more) failures as successes. Sounds a lot like like sales, huh?

Our guest today is Olympic athlete Katherine AdamekIn 2010 Katherine won a silver and bronze medal in speed skating at the Vancouver Olympic Games. But instead of celebrating and preparing for the next Olympic games she had to have three hip surgeries and years of rehab. In this episode we discuss how she trained for gold, prepared her comeback and maintained the resilience to maintain a life of success after her Olympic dreams came and went.

Today, Katherine is using her decades of experience as a world class coach and athlete to teach the mental, physical, and nutritional skills necessary to improve performance.  

Katherine believes that simple skills like communication and body language are essential to getting the most out of coaching. Better coaching leads to faster improvement. Faster improvement leads to a new level of performance.

On today’s podcast…

3:30 - From Olympic success to what's next...at 21 years old
7:00 - Life has become my new sport
11:31 - One of Katherine's greatest motivating factors during her comeback
14:41 - Pulling yourself out of the slump
18:07 - A focus on results will create frustration, a focus on process will create results
21:15 - What we can and cannot influence
25:00 - Once you can recognize that you've fallen into a default thought pattern that's not serving you right now, you can step out of it.
29:40 - Atomic Habits by James Clear
32:17 - We've trained our brains to be stressed

We have a new website. Listen to past episodes and get more from Jeff and Christie!

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!

Sell or Die

Hidden Stories with Jeremy Fulkerson

Wheelbarrow Profits

Women Your Mother Warned You About

May 13, 2019

This week is all about habits, the good ones, the not so good ones, and the ones we'd love to create. Christie has just finished reading a book called Atomic Habits by James Clear. The basic premise is that the biggest change can come from the smallest habit repeated hundreds and hundreds of time. You ultimately reach a level of proficiency and eventually mastery by simply doing certain things consistently every single day. 

How good are you at forming habits? What are some ways that we can all commit to habits that will make us great and stick with them?

Let's get out the microscopes and break it down to the atomic level on this week's Monday Musing

We have a new website. Listen to past episodes and get more from Jeff and Christie!

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!

Sell or Die

Hidden Stories with Jeremy Fulkerson

Wheelbarrow Profits

Women Your Mother Warned You About

May 8, 2019

It's another episode of Whatcha Readin'? Jeff, Christie and DeJuan Brown, Sr. Director, Enterprise Sales for Seismic Software talk about what books they are reading right now: A Company of One, A Course Called Scotland, Radical Candor, Gap Selling, I Said This, You Heard That, and then the big finale, A More Beautiful Question.

On today’s podcast…

5:55 - Visit jeffbajorek.com/chosenvision for more information on Jeff's upcoming charity event.

7:21 - Jeff's book recommendation is A Company of One by Paul Jarvis. Jeff discusses his struggles with how much to grow his business and what that growth is actually doing. When do you stop and say no in order keep your work/life balance? It makes you think about and declare what's really important.

10:35 - Being an avid golfer, Jeff's 2nd recommendation is A Course Called Scotland by Tom Coyne. Tom is searching for the secret of the game, playing 107 links courses in 56 days in Scotland, the oldest land of golf. He draws parallels between the game of golf and the game of life that we're all playing.

16:18 - Christie re-endorses a couple books from a few episodes ago - Radical Candor by Kim Scott and Gap Selling by Keenan.

18:24 - The book she is diving into deeper is called, I Said This, You Heard That, by Kathleen Edelman and is actually a workbook. This is about how people need to focus in on the words that they say and how our words impact others.

23:12 - DeJuan talks about personality testing/Enneagrams that he's been focused on lately and how it's helped him to understand the negative aspects of the way he communicates with people and the negative ways in which he hears certain things.

28:13 - Being curious about curiosity, DeJuan recommends A More Beautiful Question by Warren Berger. Why is it that after you're 4-5 years old you go from asking 390 questions/day to hardly any and how does that lack of questioning impact your personal life and your business life? Why vs. why not?

35:56 - Asking a question goes from an exercise in curiosity to an exercise in bravery and courage. How can we change that?

38:05 - People don't have a safe place to feel ignorant.

42:38 - The beautiful questions are Why? Why Not? What If? and How?

We have a new website. Listen to past episodes and get more from Jeff and Christie!

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!

Sell or Die

Hidden Stories with Jeremy Fulkerson

Wheelbarrow Profits

Women Your Mother Warned You About

 

May 6, 2019

How's your home warranty? No, not the thing that you buy in case all of your appliances fall apart after buying a home. How is your warranty at home? How well do you keep the promises that you make after you come home from work? Are they aligned with the promises that you make AT work?

Today, Jeff muses on the conflicts that success creates and the sacrifices and trade offs we all make in the name of balance. 

 

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!

Sell or Die

Hidden Stories with Jeremy Fulkerson

Wheelbarrow Profits

Women Your Mother Warned You About

 

May 1, 2019

It's a special "On the Road" edition of the podcast this week. Live from the 2019 Outbound Conference in Atlanta, Georgia, Jeff And Christie sit down with Larry Levine and Darrell Amy of the Selling from the Heart Podcast. These 4 sales and personal development powerhouses discuss what they've learned at OutBound, the importance of selling basics, selling practice habits and what they will take home with them and implement from what turned out to be an idea-filled gathering in Atlanta.

Jeff and Christie were also on the Selling from the Heart Podcast, you can listen to that episode here. 

On today’s podcast…

04:04 - What happens when you execute the fundamentals well?
05:58 - Larry talks to pro baseball players about practice.
08:56 - Social Selling is the reinforcement of connection
11:19 - Who are the best people to practice with?
13:30 - We all have the same problems.
15:49 - Sales is a beating.
19:27 - Jeff talks about his "mastermind group."
22:00 - The differences in sharing with your coach vs. with your manager
24:39 - The importance of finding a really good coach and investing in yourself.
28:42 - What are Larry and Darrell going to implement as a result of the OutBound Conference
29:32 - Check out Jeff's fundraising campaign. Go to www.jeffbajorek.com/chosenvision
31:49 - Larry's first take-away to implement.
34:22 - Write down 10 things that you do that bring value for people.
36:25 - What's your value statement?

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!

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Hidden Stories with Jeremy Fulkerson

Wheelbarrow Profits

Women Your Mother Warned You About

 

Apr 29, 2019

Jeff brings a message from the Outbound Sales Conference in Atlanta that a lot of people need right now: You know what to do.
You've got everything you need in order to succeed right in front of you. You don't need another book, another tool. You don't need another app. You don't need a bigger tech stack. You need to sit. You need to stop. You need to think about your value proposition. You need to think about what your goal is and what you need to accomplish, and then you need to set aside the time to do the important things that will get you where you need to go. 

More takeaways from Outbound inside and a preview of Wednesday's amazing interview with Selling From the Heart.

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!

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Hidden Stories with Jeremy Fulkerson

Wheelbarrow Profits

Women Your Mother Warned You About

 

Apr 24, 2019

We're taking a look (listen?) back at one of our favorite guests SDR wizard, expert, superstar Morgan J. Ingram. In this episode, we discussed the role of SDR, the advantages to starting your career there and the pitfalls that people who become SDRs and the people who manage SDRs make. 

Fast forward to today and Morgan is the Director of Execution and Evolution at JBarrows Sales Training, focusing on delivering to sales development teams to enhance their skill sets and performance. He is also a motivational speaker who has been nominated for TEDxSBY and TEDxUGA.

Morgan's mission now is to liberate others from their negative thoughts to turn them into positive thoughts by using motivation and social media. Through his speeches Morgan teaches students and his audience how to remove negative thoughts from their head and to cleanse their environment to unlock their potential to strive for excellence as a scholar. 

This is a Why and The Buy classic episode. Occasionally we reach back into the archives and pull out something you may not have had the chance to hear. If you have, listen again, repetition is the mother of mastery. 

{Original Airdate: April 19th 2017}

On today’s podcast…

4:27 - What's the hardest part of being an SDR?
8:30 - What can I do at 5:00am and 8:00pm?
11:09 - Morgan lives his advice and documents his journey
14:29 - The four levels of motivation
18:42 - What does an SDR superstar read?
23:16 - You go through things, you learn from it and you have to execute.

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!

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Hidden Stories with Jeremy Fulkerson

Wheelbarrow Profits

Women Your Mother Warned You About

Apr 22, 2019

When confidence and curiosity come together in perfect harmony it can often lead to a sale. But when one or both is out of balance it can be very dangerous not only to your sale but your reputation.

Powerful curiosity and powerful questions can be important in a discussion with a customer. But there is a point where you have to say, okay, I think we have a, we have enough information to move forward with the next phase of recommendations. If you're not careful, confidence can come across in a way that really undermines your value to the customer because they're afraid that you would pull the trigger on a recommendation before you really had all the facts. 

Listen and find out more about how to keep these two powerful tools in check so that you can keep cashing checks.  

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!

Sell or Die

Hidden Stories with Jeremy Fulkerson

Wheelbarrow Profits

Women Your Mother Warned You About

Street Smarts with Harvey Mackay

Apr 17, 2019

On today's episode, Keenan in back in the house, and we're talking about his book, Gap Selling, which focuses on the middle ground between Point A and Point B in the selling process. Sales people tend to focus so much on their product that they forget the "consultative' area in between.

{Heads up: Keenan is raw and real, which means this episode will contain some language we normally don't have on the pod. Earmuffs!}

In a problem-centric world, salespeople are still leading the process with the product. The absolute core of selling is change and buying a new product is just one part of the process of making the transition.

Keenan's book tells us how selling to the problem not the product will land you your next big deal.

On today’s podcast…

02:44 - Pretend you don't have a product
05:53 - One of the 9 truth bombs of selling
07:09 - What's the very first thing you do when you want a change?
08:59 - Keenan's first step with a new customer
11:33 - The impact of the problems
12:18 - You may can find the problem but can you solve the problem?
15:36 - "Problem" training is all you need
19:24 - Addressing the cultural problems
25:05 - How do you get insights from your customers?
27:46 - Credibility over like-ability
30:31 - PIC - the Problem Identification Chart
35:02 - What's next for Keenan?
37:21 - Keenan's "Why"?

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!

Sell or Die

Hidden Stories with Jeremy Fulkerson

Wheelbarrow Profits

Women Your Mother Warned You About

Street Smarts with Harvey Mackay

Apr 15, 2019

Today, I want to challenge you to think about things a little bit differently. I want you to ask yourself if you're really putting your heart into your work, if you're really putting in your best effort or if you're just going through the motions.

A recent trip with my son to his martial arts class illuminated the difference between true commitment and going through the motions even if you're just punching the air. 

What kind of "motions" do we go through as salespeople? What grooves do we settle into that keep us from reaching our full potential?

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!

Sell or Die

Hidden Stories with Jeremy Fulkerson

Wheelbarrow Profits

Women Your Mother Warned You About

Apr 10, 2019

If you make between $40k and $90k annually then Universal Basic Income is... your friend? What?? In this episode, we talk to the man who said this and has much more to say about the future of work in America. 

Our friend Amahl Williams, robotics, IT and AI expert, is here with us today to provide context and clarity on a subject that is being given more weight and discussion every year. How will artificial intelligence change how we work and more importantly "who" works in the future. 

We see the Youtube videos from Boston Dynamics and the episodes of Black Mirror, how much of this future is real? How much of it is already here? Amahl shares with us his thoughts on how companies can utilize A.I. responsibly.

He'll also give us his recommendations for what companies and individuals can do, in the short term, to prepare for the future of work. His hope is to make the world a little bit of a better place and you can feel his passion for the impact that it has on our society as a whole.

On today’s podcast…

04:05 - Automation enables vacation
07:24 - Amahl talks about what is a reasonable social contract in the future of work.
09:37 - A percentage of your overhead is going to be digital
10:40 - What are the things that you are seeing replaced right away?
14:46 - Can your environment handle robotic speeds?
17:56 - More women than men are ushering in the future of a digital workforce
21:41 - What's most important for future college students to learn?
25:00 - What age group is considered the most illiterate?
30:03 - Does the R.O.I from college still make sense?
31:25 - What % of the workforce is expected to be displaced before 2025?
36:14 - Guess who would benefit the most from re-scaling and automation?
40:27 - What jobs will be the most important in a digital world?
44:32 - What is Ahmal's "Why"?
47:21 - Replacing Red Bull with Happy Hour
49:00 - More about Wonderbotz.com

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!

Sell or Die

Hidden Stories with Jeremy Fulkerson

Wheelbarrow Profits

Women Your Mother Warned You About

Street Smarts with Harvey Mackay

Apr 8, 2019

Did you know that the average four-year-old asks just over 300 questions a day? Now for those of you with young children, that's probably not a surprise because they walk around questioning everything. Everything is so interesting to them.


I wonder, though, what's the average number of questions that a 40-year-old asks or a 50-year-old asks on a daily basis? Have we gotten to a point where we kind of just know it all or think we do? Curiosity is defined as a strong desire to know or learn something. Synonyms include inquisitiveness and interest. These are all words that we are proud of in our society and I think many of you might even have described yourself in that way in the past, but how often does that translate into questioning to truly understand? 

Let's take a deep curious dive into curiosity in this week's Monday Musing.

 

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!

Sell or Die

Hidden Stories with Jeremy Fulkerson

Wheelbarrow Profits

Women Your Mother Warned You About

Street Smarts with Harvey Mackay

Apr 3, 2019

Good companies grow. And as companies grow, they feel the need to specialize. As companies specialize, sometimes those specializations turn into silos and silos turn into lack of communication and then stuff breaks.

Today's guest, Richard Broo, is trying to disrupt the cycle that can lead companies big and small down a path away from what the customer wants and towards bankruptcy. Richard is a Project Management Professional (PMP) but really he is a problem solver, turn-around expert, growth creator and productivity agent. He can spot the inefficiencies and blind spots in businesses in any industry and help clear the blockages that are keeping profit away. 

Richard and Jeff discuss the difficulty of new product launches, the keys to proper project management and the eternal disconnect between frontline sales professionals and the backend of product development.

Find out more about Richard and how he can help your business here.

On today’s podcast…

1:30 - The backend drives the front end
4:03 - The biggest thing missing in failed new product launches
8:40 - How to avoid the pitfalls of specialization
14:23 - Explaining new tricks to old dogs
18:30 - "When you focus on the end result, it does not necessarily drive a good process. But a good process will always drive a good result.
22:59 - Creating a sustainable culture of achievement
25:47 - The state that is leading the way in industry diversity and efficiency

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!

Sell or Die

Hidden Stories with Jeremy Fulkerson

Wheelbarrow Profits

Women Your Mother Warned You About

Apr 1, 2019

What is the biggest reason that your customers buy from you? What are several reasons, any reasons why your best customers buy from you? You've heard me ask that before. It's important for you to know because it gives you the language to speak to other customers who could be your best customers. There's nothing quite like getting the language to find new customers from the ones who are already really good customers. BUT...that goes without saying and it goes without saying because you've heard me say that before. I want to take a different spin on that today.

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!

Sell or Die

Hidden Stories with Jeremy Fulkerson

Wheelbarrow Profits

Women Your Mother Warned You About

Mar 27, 2019

Price increases. Even reading those words can send a shiver down the spine of the most talented salesperson. The idea of having to renegotiate a contract with a customer can be stressful, doubly so if there is a price increase involved. 

Today Jeff and Christie are discussing the knowledge you need and the strategies you can employ to both understand and negotiate your next price increase. Clue: It is not the *end* of a sale, if you have already *started* a relationship.

On today’s podcast…

1:29 - The downside of "guts"
2:29 - "As much as salespeople like making money...most salespeople don't like talking about money."
4:25 - Dealing with price negotiation as an account manager: the things you MUST think about
9:04 - The reality of your relationships with your customer
12:00 - You have to understand why your company's raising rates in the first place.
18:20 - Send your questions to thewhyandthebuy@gmail.com

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!

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Hidden Stories with Jeremy Fulkerson

Wheelbarrow Profits

Women Your Mother Warned You About

Mar 25, 2019

Where do you get inspiration? I had the incredible opportunity last week to a experience two moments where I really was inspired. I attended my first national sales meeting with Convergint Technologies, what we call our Convergint Nation meeting. That experience was a wonderful display of corporate values, which seems kind of odd when you think about a national sales meeting. That there would be an organization that was focused on reinforcing the values, but that is the incredible power of this particular company. I've talked about servant leadership with regards to this organization in the past, but the national sales meeting was really about how do we continue to invest in inspire our colleagues.

**Listen to find out Christie's second moment of inspiration and how you can get inspired each and every day to be better.**

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!

Sell or Die

Hidden Stories with Jeremy Fulkerson

Wheelbarrow Profits

Women Your Mother Warned You About

Mar 20, 2019

It's been a while but Christie and Jeff are back together again to discuss what is going on in their sale world. A lot has changed in each of their lives and today is all about discussing how those changes have affected their thoughts on sales and personal development. 

If you've been following the Monday Musings you will have an idea of what will be discussed but this episode goes deeper into the why behind Jeff and Christie's buy. 

On today’s podcast…

1:36 - Christie is energized in a way she hasn't been energized before after a career change
4:11 - Making connections with people on a personal, professional AND podcast level
8:20 - The thing that's missing sometimes is luck
12:39 - The benefits and challenges of a servant leadership focused organization
16:47 - Are Jeff and Christie tag teaming on a new coaching venture?

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!

Sell or Die

Hidden Stories with Jeremy Fulkerson

Wheelbarrow Profits

Women Your Mother Warned You About

Street Smarts with Harvey Mackay

Mar 18, 2019

Today Jeff is discussing how whiskey has helped his business in ways that he didn't think it ever would. This isn't about drinking, it's about thinking...how things that you experience in your life give insights into how people sell and why people buy.

"First, I've learned a lot about selling through whiskey, not as a social lubricant, but I've gone to tastings before where the brand ambassador is given a presentation and telling stories and is really, really engaging in you. You get thirsty listening. That is selling and that kind of passion translates into any kind of business." 

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!

Sell or Die

Hidden Stories with Jeremy Fulkerson

Wheelbarrow Profits

Women Your Mother Warned You About

Street Smarts with Harvey Mackay

Mar 13, 2019

It's time for Round 4 of our new book club called Whatcha Readin'?. Jeff, Christie and guest hosts get together to deliver fantastic, life-changing, thought-provoking book recommendations from renowned thought leaders, obscure sales thinkers and today, podcasts and comedians. 

If you missed our last edition listen here.

This week our guest is...

James Christman is an account executive for Teradata in San Diego. He is helping companies rise above today's analytics landscape and invest in answers.

On today’s podcast...

6:00 - Jeff gives his thoughts on a book DeJuan Brown recommended in Whatcha Readin' #3, Radical Candor
7:42 - Sleepwalk With Me by Mike Birbiglia
9:30 - The Longevity Diet by Valter Longo
12:52 - The word that James keeps putting in his slide presentation that helps him rock each year
16:00 - Dare to Lead by Brené Brown
19:11 - How to have anxious conversations
23:34 - Boundary setting as a leader
26:44 - James reviews a podcast episode from the show, Hidden Brain
28:38 - How do you close one chapter and open another?
32:40 - Noise increases when you don't know which way to go
36:26 - When closing a deal is actually a sad experience

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!

Sell or Die

Hidden Stories with Jeremy Fulkerson

Selling With Soul

Wheelbarrow Profits

Women Your Mother Warned You About 

Mar 11, 2019

 

How often are your presentations repeating themselves? How much research are you doing in advance of the meeting? Do you have your clarifying questions laid out so that you can get the customer talking and take the spotlight off of yourself even in a demo scenario?

If you treat every customer like a repeat customer you could be in danger of not making that crucial initial connection. Listen to today's Monday Musing and learn strategies for keeping every customer meeting fresh and fruitful. 

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!

Sell or Die

Hidden Stories with Jeremy Fulkerson

Selling With Soul

Wheelbarrow Profits

Women Your Mother Warned You About

Street Smarts with Harvey Mackay

Mar 6, 2019

Our guest today says that despite what you've heard from sales trainers, managers and gurus...you STILL know more than the buyer does about your field...well...at least you SHOULD.

Lee B. Salz is the Founder and CEO of Sales Architects a leading sales management strategist specializing in building sales processes in companies. He has helped hundreds of companies, in various industries and sizes, create marketplace disruption – leading to explosive, profitable growth. Lee challenges executives to blast through the artificial barriers that impede their success. He is an entrepreneur, results-driven consultant and dynamic keynote speaker.

Lee joins us to discuss differentiating yourself from your competition by become the absolute go-to expert in your field. Lee's mission today is to help prevent you and your product from becoming just another piece of toilet paper. 

On today’s podcast…

2:00 - "I got pregnant with the idea as a teenager, but it wasn't until now that I really had crystallized and knew exactly how I wanted to describe this sales differentiation philosophy"
5:50 - The absolute worst day in any salesperson's life
Sales
10:16 - Sales managers, executives, speakers, sales trainers and sales consultants have been doing a disservice for the last several years
14:00 - No one likes to be lectured
17:57 - How to add 20% to your family's bottom line
22:00 - Transferring the passion you have for your product to the other side of the desk
25:44 - Disrupting age-old solutions
30:30 - How expertise STILL sells
35:24 - The artificial obstacles we create in sales
39:00 - The why behind Lee's sales differentiation philosophy

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!

Sell or Die

Hidden Stories with Jeremy Fulkerson

Selling With Soul

Wheelbarrow Profits

Women Your Mother Warned You About

Street Smarts with Harvey Mackay

Mar 4, 2019

This episode is not rated "E" but we are talking about being explicit. More specifically, being specific about the next step in your sales process.

James Muir, former guest and author of one of the best sales books you'll ever read, The Perfect Close. The perfect close comes down to a couple of questions. The first question is, "I think this next step makes sense. Does it make sense for you to move forward with that?" If yes, then boom, you're good, consider that advance closed. If not, then the follow up question is, "What makes sense to you?"

It's such a simple way to move the sales process forward. The key is understanding what that next step is. Here's the problem. It's only simple if you know what that next step is. Jeff discusses what some of those next steps could be, should be in this week's Musing. 

Get more from Jeff's brain. Visit jeffbajorek.com today.  

 

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!

Sell or Die

Hidden Stories with Jeremy Fulkerson

Selling With Soul

Wheelbarrow Profits

Women Your Mother Warned You About

Street Smarts with Harvey Mackay

Feb 27, 2019

Ever found yourself in the middle of a tough sales negotiation and realize you don't have all the answers you need to seal the deal?

Tom Williams and Tom Saine's new book, The Seller's Challenge, identifies 10 of the most frequently cited deal-killing obstacles sellers encounter. It will be your toolkit to get you through those times when you say, "What do I do now?"

B2B, B2C, one time deals and large complex sales. Each sale presents its own set of challenges and we’ll be discussing how to overcome them and build buyer/seller consensus.

On today’s podcast…

2:14 - Christie takes on a new project, and our guests' book, The Seller's Challenge, has been a big part of it.
4:14 - What brings two Toms together and write a bestselling sales book?
7:13 - What compelled you to write this book?
11:19 - How was having both seller and buyer experience helpful in writing the book?
16:06 - Reads like a roadmap for B2B sellers.
17:34 - How do you map out a large customer, large complex sale?
19:49 - Consensus is almost impossible.
21:33 - What are all the questions we don't have answers for? What is it that you can actually negotiate?
25:03 - Negotiation is easier when you know what tools are in the toolkit.
30:59 - How do you dissect all of the options?
35:54 - The 2 Toms tell their whys.

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!

Sell or Die

Hidden Stories with Jeremy Fulkerson

Selling With Soul

Wheelbarrow Profits

Women Your Mother Warned You About

Street Smarts with Harvey Mackay

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