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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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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

Feb 25, 2019

"Okay...I will admit it I am a reformed 'know it all.'"

Christie begins this week's Monday Musing with a vulnerable admission of something that virtually all salespeople have been guilty of at one point or another. 

We feel like we need more training, more certifications, more degrees, more, more, more to showcase our knowledge.

But let's face it, we're salespeople. We help other people get what they need and what they want. So it's not necessarily about our knowledge. How can we suppress the urge to know it all and get to know our customers and prospects more?

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 20, 2019

Jeff, Christie and guests are back for Round 3 of the Whatcha Readin'? book club. They get together to deliver fantastic, life-changing, thought provoking book recommendations from renowned and more obscure sales thinkers. 

If you missed our last edition roll back to Episode 182!

This week we have 3 guest clubbers!

DeJuan Brown is a Regional Sales Manager for Bloomberg BNA. Two of his most important life lessons were learned while sliding dirty dinnerware into a plastic tub. He was a 15-year old busboy at a restaurant called "Spinnakers,” where he learned the intrinsic value of selflessness.

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.

Camille Clemens is a Ph.D and Licensed Clinical Psychologist for the US Department of Veteran's Affairs.

On today’s podcast...

03:00 - DeJuan's pick: Radical Candor by Kim Scott
07:05 - Advice Kim Scott got from Sheryl Sandberg
10:12 - Jeff's pick: The Shift by Kimberly White
16:26 - Camille's pick: The Alchemist by Paulo Coelho.
20:24 - Camille's 2nd choice: Sense of Style by Steven Pinker.
22:58 - Christy's pick: Daniel Pink's When, the Scientific Secrets to Perfect Timing.
34:36 - James' pick: The Prince by Niccolo Machiavelli
38:45 - Comparing Radical Candor and The Prince

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

Feb 18, 2019

You know you need to touch base. You know you need to do something to follow up. Right? But how often should you touch base? How do you avoid the prospect viewing you as a pest?

The answer is cryptic but simple. If you don't want to be a pest, then don't be a pest. Jeff explains his thoughts on avoiding the "pest" label and how it's not necessarily related to the frequency of your communications. 

Go deeper: Read Jeff's full article on this subject here. 

We have a new group sales coaching program starting in April. Email jb@jeffbajorek.com for more information. 

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 13, 2019

Predictable revenue is the dream of many an entrepreneur but the road to get there can be filled with nightmares UNLESS...you listen to the advice of our guest today.  

Back on the show for a second time, is Marylou Tyler, the author of both Predictable Prospecting and Predictable Revenue. She also has an online program called Predictable EDU where you can learn about creating security and predictability in your sales process.

Marylou is the master of crafting sales teams and deciphering the thousands of software systems that are available for various functions of automation - whether it's starting the conversation, continuing the conversation, following up on the conversation or figuring out who to even talk to. She teaches you how to engage with one so you can effectively engage with thousands.

On today’s podcast…

3:57 - Is there a better way to craft the sales teams based on behavior or mindset?

7:43 - Why Marylou likes to start a process manually before turning to technology

11:02 - Moving through the pipeline stages

16:11 - What does the perfect value proposition and email look like?

20:22 - The danger of creating something that's practically perfect

24:32 - 'Who' was the biggest hurdle you had to overcome?

27:49 - What question does Marylou ask herself every morning?

29:18 - Creating habitual daily rhythms

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 6, 2019

A lot of sales techniques and strategies zero in on the closing process, the finish line...but what about the starting line. 

Today's guest Andy Paul, believes the first interaction in every sale is the most critical and a lot of sales professionals are not devoting the care and attention to that initial step. Andy is unconventional, a rule breaker and an original thinker. 

Andy has been in sales for over four decades. Now he is on a mission to educate sales leaders and sales professionals about the power of continuous learning to transform how they perform. He is #8 on LinkedIn’s list of the Top 50 Global Sales Experts to follow. His podcast, Accelerate!, is on the top of every list of the best sales podcasts with nearly 2 million downloads to date. Accelerate! is also on INC’s list of the top leadership podcasts. His two award-winning books, Zero-Time Selling and Amp Up Your Sales, were both Amazon best-sellers.

Enjoy this wide ranging discussion on the sales process, the sales life and breaking all the rules. 

On today’s podcast...

2:47 - The first interaction in sales is the most critical. Are you handling it correctly?

4:50 - The best opening question to ask when forming a relationship

8:20 - Technology may evolving quickly but are we as human beings evolving just as quickly?

12:00 - The Hidden Biases of Good (Sales) People

16:28 - Know your math...If I just do enough of something, I'm going to get a certain number of results

20:10 - "I think we should fire you." Andy breaks the rules and becomes successful.

25:25 - Turning SDR turnover into consistent career professionals

29:14 - "We train our pets, we educate our people"

34:31 - Personal growth, professional growth, sales growth

38:56 - Andy'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

Selling With Soul

Wheelbarrow Profits

Women Your Mother Warned You About

Feb 4, 2019

Do you subscribe to the theory that salespeople, business people should always be on and available? Is it a sign of being dedicated, of being a superstar OR is it a sign that the boundaries between work and life have completely disappeared? Maybe it's time to set different expectations, for your clients and for yourself. 

Today Jeff is musing about what he learned when he set is auto-response to "on" and did something crazy...he went on vacation.

Check out more from Jeff on his website including free tools you can use right now to rethink the way you sell. 

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

Jan 30, 2019

Transitioning from being a subject matter expert to ACTUALLY selling your services can feel like learning a completely new language. Some things have to be handled, thought about, approached very differently and some things remain fundamentally the same. 

Today's guest, Renee Hribar, is an expert on being an expert and selling as an expert. She helps people who want to achieve their business dreams but are stressed out by the idea of selling their service. 

Check out Renee's youtube channel for more helpful tips.

Today we'll discuss how to turn your expertise into cashflow and where people trip up moving from traditional sales to online sales.

On today’s podcast...

3:49 - A day in the life of an author, TEDx'er and sales expert
6:50 - The skepticism of online only businesses
14:15 - No territory has been worked...until it's been worked by you
18:53 - Where do subject matter experts trip up early in the sales process?
23:42 - The myth of the "Avatar" and why it doesn't work in online business
27:30 - Turn, turn, turn, BOOM
36:00 - Pre-qualifying: you need to date the wrong people to know when you've met the right one
40:22 - Renee'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

Selling With Soul

Wheelbarrow Profits

Women Your Mother Warned You About

Jan 28, 2019

This week Christie is thinking about the power of the P.I.V.O.T. Recently Christie made a major pivot in her career, accepting a role as a Regional Director of Global Accounts for Convergent Technologies. But where does that leave all of her other priorities including this podcast?

We've all most likely experienced major changes in our life personal and business that lead to shifts in our priorities. Christie will share a P.I.V.O.T strategy that will provide you with the subtle but power perspective shift that you need to take on whatever comes your way.

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

Jan 23, 2019

It's time for Round 2 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 and more obscure sales thinkers. 

If you missed our first edition roll back to Episode 173!

Our guest clubber today is...

DeJuan Brown! He is a Regional Sales Manager for Bloomberg BNA. Two of his most important life lessons were learned while sliding dirty dinnerware into a plastic tub. He was a 15-year old busboy at a restaurant called "Spinnakers,” where he learned the intrinsic value of selflessness.

On today’s podcast...

1:30 - #fabulousness
4:02 - A Whole New Mind by Daniel Pink: Why Right Brainers Rule The World
8:24 - Sympathy and Empathy
12:00 - Leaders Eat Last by Simon Sinek
15:22 - Providing a "Circle of Safety"
24:36 - This is Marketing by Seth Godin
26:35 - The Seller's Challenge by Thomas Williams and Thomas Sane
27:53 - Paddle Your Own Canoe by Nick Offerman 
31:39 - The value of exploring books and media outside of sales
34:32 - DeJuan discusses battling disconnect with remote workers
44:40 - Mining information from books and media outside as sales

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

Jan 21, 2019

When's the last time you looked at your own pipeline? Was it today? Was it yesterday? Was it last week? Hopefully it's sometime within that range. Here's my question to you, "How often does your manager go through your pipeline with you?"

How often does he or she review the opportunities that you're working on? How often does your leader ask about what your next steps are, ask you about what your last steps were and ask you what the plan is in order to be able to forecast when those deals are going to close?

Chances are it has been a while. So today we're going to discuss strategies and tools you can use to self-evaluate your pipeline and keep it and your cash flowing.

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

Jan 16, 2019

Today we have a sales messenger who's message is one of simplicity, hope and better, more soulful sales.

Meredith Messenger is a sales trainer and host of the podcast Selling with Soul right here on the Sell or Die Podcast Network. Meredith is on a passionate quest to help more small businesses, start-ups and entrepreneurs survive and thrive by increasing revenue generation because successful small businesses have a powerful, ripple effect in our world.

Her passion for entrepreneurship and sales relationship building shine through in every episode of her podcast and our interview today.

On today’s podcast...

1:47 - Meredith is not just a guest, she's a listener too!
3:10 - The opportunity that Meredith saw to be a "messenger" to an under-represented group in sales training
8:59 - Strategic planning is an oxymoron
12:54 - Meredith is like the dog from Family Guy
" I have to be super focused on what it is that's going to get me the most bang for my customer return and closest to the goals that I've set."
17:18 - Keeping it simple and uncovering the root soul of sales
20:00 - Sales in the continuum
26:27 - Asking and intentional asking

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

Jan 14, 2019

As we set our goals and objectives for 2019 there's no question a good portion of our success is going to be tied to how well can we influence others to either act on our behalf or work with us on a particular objective. How influential are you?

Some of us go through our lives thinking we are more influential than we really are. Others go through life thinking we are less influential than we really are because we have that saboteur voice in our heads. How do you gain that self awareness of what real influence is and what matters?


Mentioned on today’s podcast...

Donald Kelly's Sales Evangelist podcast

Stacey Hanke's book Influence Redefined

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

Jan 9, 2019

Pause, reflect and then get to work. Today's episode is wide ranging because our guest has a vast knowledge of what it takes to succeed in our industry. From preparation, time management, leadership, entrepreneurship and tradeshows, Alice Heiman has opinions and strategies on it all.  

Alice is the Founder and Chief Sales Officer of The Alice Heiman, LLC team. They help SMB companies drive sales growth by incorporating the newest research and the best practices to enables CEOs, business owners, and sales leaders to bring about sustainable change that leads to growth.

Everyone wants to hustle a little harder than the competition. But on today's show, Alice makes the argument for relieving some of the pressures that exist in and outside our sales world in order to make sure our hustle actually results in revenue. Hit the play button and let's talk about hitting the pause button.

On today’s podcast...

1:15 - The importance of stopping and reflecting
3:40 - You can hustle as long as you're willing to pause
9:10 - The distinction between time management and energy management
11:45 - Think about what you're doing and how you do it, and then you can do it better.
15:40 - How a good leader manages team energy
20:10 - Managing energy as a home entrepreneur
23:15 - Deep Work by Cal Newport and how it can help you take a much needed time out
28:04 - The tremendous gap between what people should do at tradeshows and what they actually do
32:20 - Don't send an SDR to do an owner's job
36:50 - Analyzing your tradeshow return on investment
41:40 - When should you begin preparing for your next tradeshow?

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

Jan 7, 2019

What are you going to do with all the bad dress socks you got from your relatives this year over the holidays? Do you donate them right away? Or just pretend like you're going to wear them?

Odd questions, right? Interesting questions. What if you used them as a prospecting openers? Today Jeff muses about all the questions every salesperson always asks to open a sales call and how you can be different today to form relationships tomorrow and make sales for a lifetime. 

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!

Premiering January 10th! Women Your Mother Warned You About

Sell or Die

Hidden Stories with Jeremy Fulkerson

Selling With Soul

Wheelbarrow Profits

Jan 2, 2019

It's part two of our New Year Book Announcement special and today we have a debut author, Jen Gluckow, who's book Sales in a New York Minute: 212 Pages of Real World and Easy to Implement Strategies to Make More Sales, Build Loyal Relationships and Make More Money is available on Amazon right now! It's her debut book and we talk about her philosophy, her style and the process of writing a debut book.

Jen Gluckow has northeastern smarts and New York City savvy – a rare combination that has her positioned as the next big thing in sales. She has traveled the world, was educated in the Midwest, and has spoken to audiences from coast to coast. She's also the co-host of the Sell or Die Podcast and co-founder of the Sell or Die Network, a network we're proudly a part of. 

Get Jen's book for you and your team!

On today’s podcast...

4:00 - "I don't think anyone needs to write a book, I WANTED to write a book." Jen Gluckow
8:00 - Why Jen utilizes "imple-mentors" instead of "supplementals"
12:00 - How all of Jen's favorite books influenced the layout and style of her book
16:00 - Sales in a New York Minute isn't just about sales technique
18:45 - Be happy...pee happy?
24:00 - The tools to reset your attitude
29:45 - The debut book process and overcoming the fear that you are a bad writer
34:00 - Jen's why is all about impact

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

Want more from Jeff and Christie? We have a newsletter!

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

Jan 1, 2019

Happy New Year from The Why and The Buy!

For your new year we have a double dose of authors with new books out that are absolute must reads in 2019. First up, today, is the King of Sales, Jeffrey Gitomer, whose BRAND NEW book Sales Manifesto is ready to do for sales now what his Little Red Book of Selling did for Sales a decade ago. 

Jeffrey Gitomer is a bestselling author of 13 books, a world renowned speaker, co-host of the Sell or Die Podcast and co-founder of the Sell or Die Podcast Network, of which we are proud members.

Jeffrey says he wrote the Sales Manifesto because he was "pissed off" at the current state of sales advice. We find out what has him upset and how this book aims to solve the myriad of problems and objections that we face everyday.

ALSO: Tune in tomorrow for our second big book announcement podcast! 

On today’s podcast...

2:20 - Jeffrey wrote Sales Manifesto because he was pissed off
5:00 - Jeffrey Gitomer's morning routine
9:00 - Manifesto defined
13:18 - What is it about time allocation that is so important?
19:00 - My pain is none of your business
21:44 - Give before and after the sale value
27:56 - Jeffrey Gitomer's double why
34:00 - Sell or Die celebrates its millionth download 

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Sell or Die

Hidden Stories with Jeremy Fulkerson

Selling With Soul

Wheelbarrow Profits

Dec 31, 2018

Technically it's Jeff's week to muse but because we're at year's end, Christie has decided to tag along to discuss the year that was at The Why and the Buy and some exciting announcements about what's to come. 

This a true behind the scenes look at the thought process behind the podcast. If you're a true Why and the Buy fan you will love this episode. 

On today’s podcast...

0:53 - Did we think we'd be here, still podcasting in year 3?
3:42 - The new book club format: Whatcha' Readin?
6:03 - What are we grateful for in 2019?
14:00 - The rule of "three years"
17:30 - A big change coming to The Why and the Buy in 2019

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

 

Want more from Jeff and Christie? We have a newsletter!

 

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

Dec 26, 2018

We’re rethinking the book club pod. Instead of discussing one book we’re doing SEVEN books. Instead of two hosts we have FOUR hosts. Listen for tips on what you should be reading to set yourself up for sales success in 2019. This will be a continuing series in 2019 so stay tuned for more from The Why and The Buy Book Club.

Our guests hosts today are…

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.

DeJuan Brown is a Regional Sales Manager for Bloomberg BNA. Two of his most important life lessons were learned while sliding dirty dinnerware into a plastic tub. He was a 15-year old busboy at a restaurant called "Spinnakers,” where he learned the intrinsic value of selflessness.

On today’s podcast...

00:27 - Introducing the Watcha Readin'? co-hosts James Christman and DeJuan Brown

2:45 - This is a DIFFERENT kind of book club podcast

4:30 - James Christman introduces The Sales Success Story

7:00 - "Pivot between being tactical and tactful when necessary."

12:44 - DeJuan Brown introduces What Everybody is Saying by Joe Navarro

16:00 - Observing non-verbal cues of stress or discomfort

22:00 - Christie Walters introduces Giftology by John Ruhlin

25:30 - Christie introduces a SECOND book, Moonwalking With Einstein by Joshua Foer

on the power of memory

30:00 - All the books so far have a common theme central to the art and science of slaes

31:15 - Jeff introduces THREE books!

37:18 - James recommends the Super Soul Podcast

 

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

 

Want more from Jeff and Christie? We have a newsletter!

 

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



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