Shows
Rethink The Way You SellPersonality Assessments with Christie WaltersWhile we’re on hiatus preparing for a new season of Rethink the Way You Sell, we wanted to bring you some content from Jeff you probably haven’t heard before. Jeff produced a premium podcast called Deeper Thought from 2020-2022 and you’re about to hear one of those episodes. Enjoy!The Why and The Buy podcast may have come to an ending but Jeff and Christie are just beginning to have important conversations about sales and life.2025-02-2516 minRethink The Way You SellLearn About Yourself with Christie WaltersWhile we’re on hiatus preparing for a new season of Rethink the Way You Sell, we wanted to bring you some content from Jeff you probably haven’t heard before. Jeff produced a premium podcast called Deeper Thought from 2020-2022 and you’re about to hear one of those episodes. Enjoy!I think there's something really valuable in learning more about yourself. It could be chaotic. It could be unfamiliar. It's not necessarily comfortable. A greater understanding of who you are and why you do the things that you can be the best gift you give to you...2025-02-1815 min
Catalyst Sale PodcastConversations Matter with Christie & Jeff - Ep. 278In this episode, Mike talks with Christie Walters and Jeff Bajorek about why conversations matter and what they learned during the 5 years they hosted The Why and The Buy Podcast. Key Takeaways: Block time for your most effective activities. Sometimes the things you think you know the most end up being the things you are most closed to. Conversations develop camaraderie and connection. When you are curious to learn more, just show up and talk. Show Links: Jeffbajorek.com Rethinkthewayyousell.com Christie on LinkedIn Thank You Please send listener questions and...2022-03-0140 minFind My Catalyst PodcastConversations Matter with Christie & Jeff - Ep. 278In this episode, Mike talks with Christie Walters and Jeff Bajorek about why conversations matter and what they learned during the 5 years they hosted The Why and The Buy Podcast. Key Takeaways: Block time for your most effective activities. Sometimes the things you think you know the most end up being the things you are most closed to. Conversations develop camaraderie and connection. When you are curious to learn more, just show up and talk. Show Links: Jeffbajorek.com Rethinkthewayyousell.com Christie on LinkedIn Thank You Please send listener questions and...2022-03-0140 min
The Why And The BuyIntegrity Sells with Todd Caponi"If the truth won't sell it, don't sell it." This is the favorite quote of today's guest. This is also the second to last episode of podcast, and the final interview. So Jeff reached out to his brother from another sales mother Todd Caponi to have that honor. Todd has written the book on transparency in sales. In fact he's written two. So it's no surprise that the conversation leans into integrity in selling. Why is it so important? It feels good to honest and trustworthy, it helps the sales profession, and more importantly, it sells better.2021-12-2244 minThe Why And The BuyIncrease Your Outreach Odds with Jason BayAs the victory lap starts to enter the final turn, Jeff and Christie welcome the foremost authority on outbound prospecting – outbound sales coach and trainer, Jason Bay. Today Jason focuses on opening up opportunities and increasing your odds of getting what you want, AND actually enjoying yourself along the way. How about decreasing the effort by reframing how you think of prospecting, and by making different decisions throughout the process? Jason also discusses the best areas to focus your time, how to place your own time constraints, not thinking of how much you can do, but the le...2021-12-1545 minThe Why And The BuyThe Revealer with Mike WeinbergOne of Jeff’s longtime best friends steps into the final few rounds of the victory lap! Mike Weinberg, best-selling sales author, trainer, consultant, and speaker is here. The group starts out talking about golf, but then use it as a metaphor for sales, and not being so tied to the securing the outcome that it gets in the way of good thinking and process. They really take a hard look at the discovery process and how to arrive at those moments where you can move someone to a different perspective, and how to unlock the deal. It’s not...2021-12-0845 minThe Why And The BuyChristie's Very Special Guest - Jessica HerrmannToday's episode is a very personal and engaging one, with none other than Christie's younger sister Jessica Herrmann, Owner/Realtor of Great Georgia Realty. Jessica details her start in the realty business as an agent, transition to a broker, and onto being the owner/broker of Great Georgia Realty. Beginning in the boom of the mid-2000’s she took off quickly, but soon had to traverse the housing crisis a few years later. She also explains how real estate sales, networking, and outreach have changed with social media and video now taking the driver’s seat. At t...2021-10-2729 minThe Why And The BuyMonthly Musing: Looking Back to Look ForwardConfucius said, "Study the past if you would to define the future." Jeff and Christie agree. You have hopefully been listening to the earliest episodes of the show that we have been running, and will continue to run this month. There is so much to realize, reflect upon and learn from by revisiting what they were talking about more than five years ago. Jeff and Christie discuss the broad picture and intricacies of preparation, how to bring space and ease to your sales conversations, building focus, how to slow down, and how to recover when necessary. This...2021-08-1624 minThe Why And The BuyProducer's Pick: Succeed By Surrendering with Dan WaldschmidtNian Fiedler, the show's producer, joins Christie to do a quick introduction to another gem from the past. See how this episode takes on a whole new meaning when looking back through the lens of Covid. Surrender. It's a word that might evoke thoughts of defeat, or giving up. But today's guest will explain how surrendering yourself is freeing, and can inspire you to push yourself to new levels of performance. Dan Waldschmidt is someone very familiar with pushing himself. Ultra-marathoner, business strategist and owner of Edgy Conversations joins Jeff and Christie to discuss the ph...2021-07-0739 minThe Why And The BuyProducer's Pick: Sales 101 with Dawn DeeterNian Fiedler, the producer of The Why and The Buy podcast, joins Jeff again today with one of his favorite past episodes. Jeff and Nian do a short introduction to this show that aired almost a year ago, to talk about what made this episode stand out for them, and Jeff shares some insights from his trip out to Kansas State University. ______________________________________________________________________ Some salespeople are born with it. Some jump into the sales pool, and it's sink or swim. But there's something new emerging at universities across the country. College courses in sales training. 2021-06-1643 minThe Why And The BuyMonthly Musing: Giving BackAfter more than a year of living with Covid, where you may have looked inward and stayed closer to home, it may be the perfect time to think about reaching out and giving back. On today's Monthly Musing, Jeff and Christie talk about different ways, both big and small, to do good and to help others. Christie explains how doing something that is not for yourself, and just for the joy and support of others, brings incredible perspective. And Jeff talks about how reflecting on how he got to where he is today from the help and g...2021-05-0319 minThe Why And The BuyMonthly Musing: New BeginningsWelcome to the first episode of The Why and The Buy's Monthly Musing. This is a shift away from the solo Monthly Musings, to a new bonus episode with both Jeff and Christie discussing topics that are fresh on their minds. Today, it's all about new beginnings. We are seeing vaccinations skyrocket, travel open up, and new, but altered, opportunities on the horizon. Did you make the necessary changes in mindset and strategy this past year? Jeff and Christie talk about those that will survive, those that will thrive and those that will be left behind. They a...2021-04-0536 minThe Why And The BuyThe Magic of Finding Your Own Path with Jeff NoelWill this episode change your life? Listen to the end and it just might. Jeff Noel joins Christie and the other Jeff to talk about his career at Disney before moving onto becoming an author, keynote speaker, podcast host and serial blogger. Jeff Noel philosophy is to veer off the well-beaten path, and his goal is to inspire you to do the same. Because of this he has a different motivations, deep convictions, dreams that grow with wisdom and experience, and some insight that might run contradictory to what many people accept as true. Plus! Je...2021-03-0340 minThe Why And The BuyWhatcha Readin' #10? - Disruption, Mortality, and Setting Yourself ApartLet's have a collective cheer for the return of Whatcha Readin'?! where Jeff and Christie welcome special guests to discuss some of the latest intriguing tomes that have really stuck with them. For the 10th edition of this series, Camille Clemons, Director of Business Development at Cohen & Co. joins the show. Christie kicks off the discussion with a book who's stories captivated her - Think Like a Rocket Scientist by Ozan Varol, with a lesson of how industries that bring in outsiders can disrupt their processes in the best ways, and much more. Camille gets...2021-02-1743 minThe Why And The BuyThe Introvert's Edge with Matthew PollardIt seems obvious that extroverts would have the advantage in sales and networking. But today's guest has been tearing down that stereotype since he was a teenager and has succeeded in a big way. Jeff and Christie welcome Matthew Pollard, international consultant, speaker, coach, serial entrepreneur, and author of the new book 'The Introvert’s Edge to Networking.' Matthew describes the introvert's innate abilities in planning and creating systems that give them the upper hand. Hear him tell a story that illustrates the systems laid out in his book transcend just the sales world, and Jeff and...2021-02-1038 minThe Why And The BuyMonday Musing: Power 30Kick off your first workday here with some wisdom from Jeff Bajorek on this Monday Musing. Jeff shares the technique Power 30, that he used with his kids on winter break to get a mess of house cleaned up quickly and efficiently, and how it can translate to your work, business or dreaded projects. Using the focused energy of a Power 30,60 or 90 can benefit you far beyond what you might imagine. Jeff used this recently to complete work on an upcoming webinar with Larry Levine about business and personal development in 2021. You can join them on Thursday January 7t...2021-01-0410 minThe Why And The BuyMonday Musing: What You Can Do Today's Monday Musing is an excerpt from Jeff Bajorek's free e-book When It Goes Sideways. Download your copy today! In times of crisis, it’s understandable to think about the things you cannot do, but I think that’s the wrong lens through which to look at things. Worrying about things you cannot control is an unproductive mindset. Instead of sitting in anger, disappointment, frustration, or fear at the thought of what you cannot do, why not stop and think about whether or not those things are important? {100-150 word show description and gues...2020-11-1609 minThe Why And The BuyUnlock Your Follow Up Super Powers with Jeff ShoreThe follow up contact with a potential client remains one of the trickiest and least talked about by sales professionals. Jeff invites Jeff Shore to the program today. Jeff is a speaker, sales trainer and author of the brilliant book, 'Follow Up and Close The Sale'. Jeff Shore's long history in real estate gives him a unique perspective on follow ups. One that might feel very different or even contradictory from what you've heard in the past. He gives strategic advise on techniques, leveraging buyers emotional frame, switching your mindset from feeling intrusive to getting buyers excited...2020-10-0732 minThe Why And The BuyDiving Deeper With Data with Jenny BristowJeff has often said that "Tech doesn't sell, it scales." And today's guest expands on that by bringing incredible insight into the world of data and analytics. Jenny Bristow, moved from Amazon to co-founder and CEO of Anvil Analytics + Insights. Jenny talks to Jeff and Christie about how data and digital marketing moves business from the surface level to deeper understanding of their products and customers. Also how using data can help companies to avoid costly mistakes, and gain revenue if they are willing to play the long game. It also is a great lesson for salespeople t...2020-09-1633 minThe Why And The BuyGood Empathy with Bernadette McClellandWe've heard a lot about empathy lately in regards to our sales approach. But today's guest says that there are different kinds of empathy, and not all of them are good. Bernadette McClelland is an influential sales coach and keynote speaker. She explains that "good empathy" is one that encapsulates logic, outcomes and compassion. Being overly empathetic with no forward path, can lead you right out of a sale. She also talks with Jeff and Christie about how to differentiate yourself, show value, use the resources that you have around you, and be the stable, c...2020-06-2433 minThe Why And The BuyBig Deals, Win Themes and Soft Touches with Lisa MagnusonThe economy is slowing but there is still work to be done that can win you big deals when the crisis subsides. Author and founder of Top Line Sales, Lisa Magnuson joins Jeff and Christie today and gives targeted details on how to adjust your approach in times of uncertainty. Lisa's message to salespeople is to lead with a soft touch. Identify what your clients can handle right now, re-frame old lines of questioning, identify your strengths that tie to your clients priorities, and focus and simplify to find something they can say yes to now. 2020-04-1537 minThe Why And The BuyWhatcha Readin' #9? All You Have To Do Is AskAfter a bit of a break, it's time again for Whatcha Readin'? Round 9! Jeff, Christie and their favorite guests discuss transformational, thought provoking books about sales and life. Joining us this week is the always amiable DeJaun Brown, VP of Sales for Fringe. He introduces the book, All You Have To Do Is Ask, by Wayne Baker. It's an indispensable guide to offering up help, and being ready to freely ask for help. And more importantly, how to do each of these things the right way. Christie circles back to a book that has made a...2020-04-0839 minThe Why And The BuyMonday Musing: 66 Day ChallengeIf there's one thing Christie loves to do it's challenge herself. The new year presents a new opportunity to challenge herself in a new way. She'll reveal how she is pushing herself over the next 66 days. How are you pushing yourself? What have you implemented that will in some small way help you achieve your bigger goals for 2020? 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 fo...2020-01-1308 minThe Why And The BuyMonday Musing: New Year, New RoutinesFor some, the new year presents a hall pass of sorts to try some new things and get out of our old routines and into new ones. So what will be your new routine for 2020? What inefficiencies will you eliminate? What additional structures will you integrate into your professional life? Listen to hear what different elements Jeff will be introducing into his own daily success routines. 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 pod...2020-01-0611 minThe Why And The BuySeason 4 of The Why and The Buy!2020 is upon us and that means another amazing season of sales strategies, business building tools, incredibly insight guests, more why, more buy and more Jeff and Christie. Listen for what Jeff and Christie are focusing their purpose on in 2020. Tell us what you're trying to achieve in the new year at thewhyandthebuy@gmail.com. And stay tuned for some exciting additions to this podcast as we launch into our fourth season. We have a new website. Listen to past episodes and get more from Jeff and Christie! Don’t forget to subscribe rate and...2020-01-0137 minThe Why And The BuyWhatcha Readin' #8? Talking to Strangers, Copywriting and Harvard Business ReviewIt's time for Round 8 of our 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. This week we our guest clubber 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. Today we're discussing the value of exp...2019-11-1350 minThe Why And The BuyMonday Musing: Against the Better Judgment of My GutThere are times in our lives, times in our personal lives, times in our business lives where we do things with good intentions but sometimes for the wrong reasons. Sometimes we recognize that it's not necessarily a good fit early on, but for whatever reason we continue to push forward and whether or not it ends in a good outcome or a bad outcome or anywhere in between we learn something along the way. Jeff shares two stories today of listening to gut instinct, losing clients the right way and becoming better for it. ...2019-11-1108 minThe Why And The BuyMonday Musing: On Being Intentional Top performers set intentions. It's simple to say, difficult to execute. Growing as a salesperson, business person or entrepreneur means change. Are you changing up your routines? Optimizing your workflows? Re-evaluating your sales processes? In order to change we must set the intention to change. Jeff shares more thoughts on his own growth strategies and what intentions he's setting for the remainder of this year in this 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...2019-10-2812 minThe Why And The BuyMotivation Monday: Talking to StangersAfter a short hiatus, Christie is back for another Motivation Monday. This week, Christie is thinking about assumptions and how many times we can get things wrong in a sales process. You take a cue from a customer, assign meaning to it and assume that means that they are ready for the next step. You are certain the sale is made. Christie dives into Malcolm Gladwell's new book, Talking to Strangers, for insight aabout how and why human beings get things BIG wrong. Why do we develop certain assumptions, how do those assumptions stand between us and a...2019-10-0710 minThe Why And The BuyMonday Musing: This is 40Jeff's 40th birthday brings with it a perspective check and a brand new community. A lot of people see turning 40 as a turning point. Some view it at the end of an era. "I'm over the hill." Jeff is reflecting on all of the expectations he's exceeded to this point but also keeping an eye on all that is left to accomplish. There is a responsibility to understanding how fortunate you have been at any age. There should be an understanding that any success you have is simply an opportunity to do more. Help more. L...2019-09-3009 minThe Why And The BuyComedians and ProgressWhat are you paying attention to? Jeff is paying attention to his last two musings and doing some deeper reflections on what we can learn about sales from comedians. He's noticed just how well comedians notice things. Many comics have built entire careers noticing the small absurdities of our universe and revealing them to us. It reveals a universal truth that once understood opens up a universe of possibility. Most people aren't paying attention. This simple truth opens up opportunity to inform and help prospects and gain a competitive advantage over your competition. We have a new w...2019-09-1610 minThe Why And The BuyBuilding Your Five with Scott Ingram"You are the average of the five people you spend the most time with." --Jim Rohn Who are you spending the most time with? Are they successful? Are they a positive influence? If you want success but don't surround yourself with it, it's like wanting water in a desert. That's why we're welcoming back Scott Ingram, host of the Sales Success Stories Podcast and founder of the Sales Success Summit. Sales conferences should be a great place to network and build relationships that can lead to future success. But too often these conferences are simply ok...2019-09-0435 minThe Why And The BuyMonday Musing: Progress and PurposeLast week the band Tool released an album for the first time in 13 years. This isn't an album review, but to Jeff, this band represents progress more than most. They began as a metal act in the early nineties and they've changed into something completely different. This band is very, very much the same, but the music has progressed. It resembles the journey that anyone engaged with their purpose, their why, goes through over time. How are you progressing? Are you willing to do the things that are necessary to get to where you want to go...2019-09-0207 minThe Why And The Buy"What's Your Why?" CompilationIt's a question that Jeff and Christie ask of each and every guest. It's a question that we hope you've explored as a result of this show. It's a question that forms the basis for our podcast. "What's your why?" Jeff and Christie are wrapping up their summer vacation and we have one last look back episode. This is a compilation of some of the best "Why's" in our show's history. If you're interested in hearing the full episodes behind the why, links have been included in the shownotes. On today’s podcast… 2019-08-2820 minThe Why And The BuyMonday Musing: What Can You Learn From a Comedian?Are you buried in your business books? Are you knee deep in the latest entrepreneurial how-to? It might be time to step outside the purely professional and expose your brain to alternative sources of wisdom. Jeff shares the value and insight he gets from listening to comedians talking to other comedians. Being a comedian isn't a joke to the comic. It is passion, commitment to craft and a unyielding belief. Sound familiar? Stay tuned for recommendations that will make you laugh, make you think and maybe even make you money. We have a n...2019-08-1906 minThe Why And The BuyYour Yes! AttitudeJeff and Christie discuss the kind of attitude, mindset and will it takes to be a success with the help of wisdom from Jeffrey Gitomer, Seth Godin and even Dr. Suess. Attitude lays at the foundation of your why and why people buy. But is our attitude etched at birth or can we change a negative attitude to a positive attitude? How big are factors like perspective, what we consume and who we're with? Originally Aired January 17th, 2017 On today’s podcast… 2:03 - Gold Book, Yellow Book, let's just call the whole...2019-08-0739 minThe Why And The BuyYou Don't Have to Be a Doctor to Save Lives with Greg LintonToday we are profiling the inspiring story and mission behind the company Perinatal Access, founded by our guest, Greg Linton. Greg's mission, his purpose, his why is grounded in using technology to solve a problem for expectant mothers with high risk pregnancies. In these situations, time is of the essence and access to a doctor can be critical for the life of the mother and child. But some of these mothers live in places where a drive to the specialist they need can be 3 or even 4 hours away. Greg's company is working to bridge that ga...2019-07-2436 minThe Why And The BuyMonday Musing: Gratitude That feeling when your heart is full, your eyes well up a bit and your stomach feels funny, that feeling of gratitude. It can hit you at any moment. Last week it hit Jeff at a golf outing with his friends in beautiful Bandon Dunes, Oregon. Gratitude is a feeling that is intricately and inexorably linked to our mental, emotional and business health. Having gratitude is important but recognizing moments where you are experiencing gratitude and sharing that with others is essential. We're grateful that you tune in each week and that you're sha...2019-07-2210 minThe Why And The BuyWhatcha' Readin? #7: Eureka factor, #SalesTruth, Three Day Effect and the Greatest SalesmanIt'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. This week's clubber 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... 0:57 - Jeff has a...2019-07-1740 minThe Why And The BuyMonday Musing: OvertalkingWhy do we overtalk ourselves out of relationships, networking opportunities and ultimately sales? It's easy to blame our own selfishness or narcissism, a focus on ourselves, but oftentimes (maybe even a majority of the time) we overtalk because we're too focused on helping our prospect or customer. But the biggest problem with overtalking is not why we do it or how often we do it but that sometimes we don't realize that we're even doing it. Today, Christie helps you determine if you're an overtalker and puts the focus back where it belongs, listening. Talk...2019-07-1509 minThe Why And The BuyMonday Musing: The Myth of DownshiftingThere are several schools of thought on how to achieve a better work/life balance. Some of those schools ask us to actively slow down, downshift and keep working at a lower level focus while spending time with those we love. These always-on theories of work come with all sorts of unintended consequences. If you're working with the proper focus, boundaries and purpose do you need to downshift? Or can you achieve what you want to achieve in your work and have the ability to completely stop and spend quality time with family and friends? ...2019-07-0808 minThe Why And The BuyGoing for No with Andrea WaltzAndrea Waltz loves to hear people tell her, "No." She believes that getting a no from a prospect or customer can be a first, middle or last step to a sale if you're paying attention. Andrea teaches business owners, entrepreneurs and salespeople at every level of experience how to reprogram the way they think about failure, rejection, and hearing the word, no to get better results. I believe this is the single biggest factor that keeps most people from achieving the lives and careers of their dreams. She is the co-author of the best-selling book, G...2019-07-0337 minThe Why And The BuyMonday Musing: Managing Key AccountsThe challenges of having Christie took a role in January managing several global accounts along with a team of people within her organization. I have several accounts that I work with at at varying degrees and I've noticed a couple of trends that have bubbled to the top on those that are successful and those that are still struggling. So when I think about those accounts that are most successful within our organization, there are some common factors. The first is that we've taken a hard look on whether or not this is actually the ri...2019-07-0109 minThe Why And The BuyPositive Uncertainty with Meridith Elliott PowellWhy does uncertainty always have to be viewed negatively? That's what is on the mind of today's fantastic guest, Meridith Elliott Powell, business growth expert and keynote speaker. She says uncertainty is "change on steroids" and it's naturally scary BUT embracing uncertainty can unlock new levels of your business. Success in your business is all about finding opportunities and opportunities blossom in moments of uncertainty. Today, Meridith will give us simple, common sense, actionable strategies to understand, adapt to and take advantage of uncertainty in any marketplace. It's all about re-framing the way you think...2019-06-2635 minThe Why And The BuyMonday Musing: Your PeopleThe great Jim Rohn once said, "You are the average of the five people you hang out with most." Who are your five? Who are your people? Being conscious about the environment you make for yourself extends beyond the feng shui of your desk. The people you surround yourself often affect what you do with your time and what you do with your time often influences how productive, creative and ultimately how successful you are. Today Jeff discusses his people and how they have helped him become what he is today...and what he isn't.2019-06-2409 minThe Why And The BuyThe Philosophy of Account PlanningAre you developing a plan to make your next 10 sales? Have you developed a strategy to improve your prospecting? Is there a difference in those two things and if so, which should come first? The debate is ON today on The Why and The Buy! Christie and Jeff debate the merits, differences, and semantics around developing a sales execution plan. PLUS! Christie gives some insight, based on her current experience, with planning as part of a team and how to best manage yourself within that plan to avoid falling into an accountability trap. Ev...2019-06-1930 minThe Why And The BuyMonday Musing: Out of OfficeSummer is here and vacation is on Christie's mind. Are you able to disconnect and unplug from your world even for just a few days? It's very difficult and we're pressured from all angles to always be available to our customers and our prospects. But how is that extended pressure affecting our ability to be present and focused day to day? Vacation is more than rest. Exploring new places and participating in new activities open up your mind to creative ways to approach problems you have in your every day sales life. Today, Christie will s...2019-06-1709 minThe Why And The BuyTo Tell the #SalesTruth with Mike WeinbergThe truth hurts but not paying attention to #SalesTruth can hurt your bank account. Today we're talking to Mike Weinberg author of #SalesTruth: Debunk the Myths. Apply Powerful Principles. Win More New Sales. which is out TODAY. Mike Weinberg is blunt, raw, honest and isn't afraid to say what needs to be said to help you make your next sale. In this episode we'll discuss what separates the sales-wimpy from the sales-strong, how to build effective and lasting customer relationships using fundamental sales strategies and why Kylie Jenner's instagram has NOTHING to do with your n...2019-06-1147 minThe Why And The BuyMonday Musing: Three on OneJeff has the inside story on one of the greatest basketball players to ever play in the NBA who says that playing against him wasn't fair. You weren't playing him one on one...you were playing him three on one. A powerful story of family, purpose, mindset and playing hoops is the subject of this week's amazing Monday Musing. Plus, Jeff talks to you about why talking things out, even to yourself, is an underutilized but powerful tool. We have a new website. Listen to past episodes and get more from Jeff and Christie! 2019-06-1009 minThe Why And The BuyWhatcha Readin'? 6: Brene Brown, Boundaries, Midlife CelebrationsIt's time for Round 6 of our irreverent book club 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. This week we have 2 guest clubbers! Camille Clemens is a Ph.D and Licensed Clinical Psychologist for the US Department of Veteran's Affairs. 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... 1:21 - Our irreverent book club for...2019-06-0541 minThe Why And The BuyMonday Musing: NOThink about all the sales books you've ever read. It's probably not a stretch to assume that 90 to 100 percent of them dealt in some way with getting to the word "yes" with your prospect. Recently, Jeff and Christie interviewed Andrea Waltz co-author of a book called "Go for No." She focuses her attention on helping sales people find a different perspective on the word no. That has Christie thinking about that simple two-letter word. What does it mean when you get a "no?" Can it be a positive, necessary experience on the road to "yes?" Th...2019-06-0308 minThe Why And The BuyMonday Musing: When Is It Enough?Boundaries. Ever heard of them? How strong are yours? When is enough enough? When is it enough from a customer? When do you decide that the customer isn't right? That you need to stand up for yourself? What is the boundary that you set for yourself? When is enough...enough? This message isn't only for the entrepreneur or the business owner this is for the sales manager and the territory manager and the person deciding how many cold calls to make in a day. Let's talk about boundaries and how they can help you make more income. Em...2019-05-2711 minThe Why And The BuyMonday Musing: Atomic Habits Round 2For 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? 2019-05-2008 minThe Why And The BuyMonday Musing: Atomic HabitsThis 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 s...2019-05-1304 minThe Why And The BuyWhatcha Readin'? #5: Jarvis, Coyne, Scott, Keenan, Edelman and BergerIt'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 busine...2019-05-0848 minThe Why And The BuyOutbound Recap with Selling from the HeartIt'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 h...2019-05-0141 minThe Why And The BuyCatching Up with Jeff Bajorek and Christie WaltersIt'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 energi...2019-03-2024 minThe Why And The BuyWhatcha Readin' #4: Hidden Brain, Longevity Diet, Dare to LeadIt'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 rec...2019-03-1341 minThe Why And The BuyWhatcha Readin' #3: Scott, Pinker, Machiavelli and PinkJeff, 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 sel...2019-02-2048 minThe Why And The BuyMonday Musing: 2018 RecapTechnically 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...2018-12-3119 minThe Why And The BuyWhatcha Readin'? #1We’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 R...2018-12-2647 minThe Why And The BuyMonday Musing: LagniappeLagniappe, noun, a small gift given to a customer by a merchant at the time of a purchase. Today is Christmas Eve, one of the most magical days of the year. A time for getting together with family, connecting with friends and sometimes just hanging back and watching all the magic happen around us. As Christie looks back on 2018, it was a year full of ups and downs for her, her family and her business. And she is incredibly grateful for every single experience, even the ones that weren't so pleasant. She began the year with four w...2018-12-2408 minThe Why And The BuyMonday Musing: MeaningChristie recently lost a dear family member and it's brought of thoughts of legacy, meaning and what we leave behind when we're gone. When we don't have to scrimp and save to survive, our minds have the ability to ponder meaning and purpose. In Dan Pink's new book "A Whole New Mind" he discusses a concept he calls "life sentence." Boiling one's life down into one sentence. What would yours be? Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you. ...2018-12-1006 minThe Why And The BuyMonday Musing: Life is a Team SportThis Monday, Jeff has a Thanksgiving themed message for all of the Why and Buyers. For a lot of people Thanksgiving is the best holiday of the year because you get to be with the first networking group you ever had, your family. But for Jeff, the best day of the year is actually the Saturday before Thanksgiving. That's because for the past 19 years that day is the day that he gets to spend with 50 of his closest friends from college. Today he shares the lessons he's learned building this network of connections that has turned into a family.2018-11-1909 minThe Why And The BuyMonday Musing: QueenChristie has Queen on the brain this week. Not the Queen of England, Queen the rock band. There is a new film out all about the famous rockers and while it may seem like pure entertainment at first glance, a look deeper reveals lessons we can all take into our next sales presentation. So "Don't Stop Us Now" as we "Break Free" and talk about this "Crazy Little Thing Called" sales. Sign up for our book club! Don’t forget to subscribe rate and review our podcast. It only takes a second and hel...2018-11-1209 minThe Why And The BuyMonday Musing: PartnershipsWhen's the last time you evaluated your personal and professional partnerships? Christie reflects on the amazing partnership that she has on this podcast and the partnerships that she has built all along her career that have led her to success. Sign up for our book club! 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!2018-11-0505 minThe Why And The BuyMonday Musing: VolunesiaOn today's Monday Musing Christie is introducing you to a new term called "Volunesia". It is the cross point between volunteering and amnesia, when you are having so much fun volunteering, making a difference in the lives of others that you forget..that it is making a difference in your own life. 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. Sign up for our book club!2018-10-1511 minThe Why And The BuyTaking Shots with Christina YorkNobody likes pain, but can you sell someone on a highly technological solution to reduce pain for even the most vulnerable patients? That's the challenge of our guest today, Christina York, CEO and Founder of Spellbound, a technology company in Ann Arbor, MI, focused on using augmented reality to improve the patient experience in hospitals. We discuss her amazing technologies and how she beat back all the negative talk that comes with any startup and drove her business to success. On today’s podcast 4:00 - Jeff and Christie are "Spellbound" by the augmented real...2018-10-0334 minThe Why And The BuyMonday Musing: SNAPThis week a famous golfer has Christie thinking all about resilience. Tiger Woods is back on top of golf after years of struggle personally and professionally. Christie ponders her own resilience and uses an acronym SNAP to describe her strategies of survival, adaptation and resilience. 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. Sign up for our book club! Don’t forget to subscribe ra...2018-10-0107 minThe Why And The BuyMonday Musing: That Icky Feeling is an OpportunityIn any business or personal relationship you have a role and you have a choice. Whether it is to begin a relationship or end that relationship. In business that decision is complicated by the opportunities that relationship might present to you. On today's Monday Musing Jeff Bajorek discusses how to navigate this thorny subject and come out the other side without an "icky feeling." 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...2018-09-2406 minThe Why And The BuyMonday Musing: NetweavingAre you networking or netweaving? What's the big difference? Christie breaks it down for you and gives you actionable tips that will help with your engagement, your follow through and the results you'll ultimately see from your next networking event. 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. Sign up for our book club! Don’t forget to subscribe rate and review our podcast. It...2018-09-1710 minThe Why And The BuyAdjusting our Swings with Marc WhiteGolf. Arguably no other sport in the world requires a greater attention to mindset. The timing of your swing. The ability to recover from a bad hole. The pressure of every putt long and short. It's all about mindset. Today's guest is Marc White, PGA member and professional golf instructor and golf mindset expert. He's here to share with us his coaching methods that have his students excelling on golf courses around the world. Listen as Jeff, Christie and Marc discuss the parallels between coaching how to play the 18th hole and how to make that 18th...2018-08-2932 minThe Why And The BuyThe Thin Line Between "Friend" and "Mentor" with Tracey ThorsenAugust is all about mindset and one way to develop a great mindset that will lay the foundation for your success is having a knowledgeable, helpful and available mentor. Who better to interview on this subject than Christie's mentor, Tracey Thorsen. Tracy spent two decades helping to shape the technologies and processes that was part of the success of a Fortune 10 company. Through that experience she had a revelation: if you can't change the hearts and minds of the people who deal with those process and changes your chances of success drop dramatically. Fast forward to chapter...2018-08-2236 minThe Why And The BuyAnswering the Disconnect with Christie WaltersTurnabout is fairplay this week. Jeff was the guest on a show a few weeks ago during networking month. Now that it is mindset month, sales coaching month, it's time to have our resident sales coach and podcast host Christie Walters on as a guest. Christie is in the hotseat discussing why she decided to step into the world of sales coaching. She sees a sales world that is filled with companies that have disconnects between management and people who are on the ground everyday making appointments. Whether it's quotas, meetings, values, accountability, CRM or any of...2018-08-1538 minThe Why And The BuyMonday Musing: Live Like the Count is 3-1On today's Monday Musing, Jeff picks up wisdom and an interesting mindset from an unexpected place...a gas station t-shirt. Live like you have a 3-1 count. If you're not totally familiar with the sport of baseball, when you've got a three in one count as a hitter, it is a favorable count. You've got options. On the next pitch, you can hold off or swing away. Jeff discusses how this applies to sales and life, how to get to a 3-1 count and what to do when you get there. If you need a 1...2018-08-1308 minThe Why And The BuyMonday Musing: Back to SchoolIt's August and for a lot of parents that means thinking about getting the kids back to school. On this week's Monday Musing, Christie is thinking about that flurry of activity that takes place around the back to school time and about what happens to our minds and our structure and intention around the summertime. Summer is meant to be a little free flowing, a little easy going and not so focused. But that doesn't serve us so well in the business environment. It's time to really get focused again. Listen for Christie's strategies that she's employing to...2018-08-0610 minThe Why And The BuyMonday Musing: The DipYou accomplish something amazing, life-altering, time consuming...only to find out that there is something even more challenging awaiting you. You feel exhausted. You may even feel like an imposter, like a fraud. You are experiencing what Seth Godin calls "The Dip." On this week's Monday Musing, Christie describes the current dip that she finds herself in and how she's plotting the way out. It's honest, it's thought provoking and it can help you out of your next career or personal valley. Have you heard about our Small Business Breakthrough program? If you own or...2018-07-2313 minThe Why And The BuyUnlearning the Ropes with Phil GerbyshakPhil Gerbyshak cares about people more than anything else in the world. He has made helping business people develop the necessary 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. 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 po...2018-07-1843 minThe Why And The BuyWrapping Up June + July's New ThemeWe tapped our network to bring you some of the most fantastic and fascinating guests on the topic of networking that we've ever had. Listen for a look back on all of the sales wisdom and community building strategies we picked up in June. Plus, we reveal our theme for July as we continue to help you focus and excel into Q3. On today’s podcast :40 - We evaluate our own theme structure 4:51 - Kelly Roach helped us achieve unstoppable success 6:54 - Scott Ingram mapped out our network with a purpose 8:51 - Ou...2018-07-1033 minThe Why And The BuyMonday Musing: Life is a MixtapeChristie has skills development on her mind this week, not just because it our theme for July but also because she is closing in on the completion of her coaching certification. It's been a long and enriching process and "the end" of that process is only the beginning. How much are you investing in the next phase of your career? Not just in time but also in income. Christie has a number for you that will make you rethink the responsibility you have to yourself, your skills and your goals. Where do you start when...2018-07-0908 minThe Why And The BuyMonday Musing: Depth of ConnectionOn today's Monday Musing Christie is thinking about our book club selection for the month of June, Never Eat Alone by Keith Ferrazi. It's not even a new concept, but it is about taking a strategic approach to networking and connecting with people and not strategic as in robotic, but strategic as in purposeful. Purposeful connection leads to a deep and lasting connection. When you're building your strategic network, how deep are the connections you are making? Why does it matter? Find out in this episode. We want to know YOUR top networking tips, strategies...2018-06-2510 minThe Why And The BuyJeff Bajorek is Not a Connection CollectorWe're just getting started with networking month and we've searched far and wide for the greatest experts on the subject. Suddenly, we realized, "Hey, we have a networking expert right here in our midst!" Jeff Bajorek steps out of the host seat and goes under Christie's microscope as today's guest. Jeff is all about quality connections filled with people he can offer help to. He's not a fan of racking up huge numbers of followers at the expense of serving others. This episode won't be filled with hacks, workarounds or backdoors into networking. Instead, Jeff offers real...2018-06-1344 minThe Why And The BuyMonday Musing: Add a Little Play to Your DayChristie is taking a cue from her grandson this week and finding space in her life for "play." Laughter, smiling, enjoying life, if we deny these human impulses it comes at a great cost to our physical, mental and wallet health. Listen to today's musing for the connection between play time and sales time. 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. Sign up for our...2018-06-1108 minThe Why And The BuyMonday Musing: Like Riding a BikeAfter a long period on training wheels, Jeff's kids finally learned how to ride a bike. It took a very short time to teach them relative to the time they spent on training wheels. That gap has Jeff thinking this week. What have you been less than successful with lately and totally frustrated by? Maybe it's a prospecting technique. Maybe it's getting a customer through that last portion of their sales journey or their buying journey to make a commitment. Maybe it's something with social media. Maybe it's something with preparation or discovery. Maybe there's something about...2018-06-0405 minThe Why And The BuyMonday Musing: Christie's Most Powerful BuzzwordJust because it is Christie's buzzword, doesn't make it any less true or powerful. Authenticity has been the key to success for so many. Staying true not only to yourself in the present moment but your passion and your vision for the future. Listen to today's musing and ask yourself what words you overuse and if you're okay with using 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...2018-05-2805 minThe Why And The BuyMonday Musing: One Percent ThemesOn 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...2018-05-1410 minThe Why And The BuyMay is Execution Month!We're recapping an amazing month of April podcasts that focused on reach and reputation and ushering in May's theme: execution. It is the perfect time for this theme because this is the part of the year where your planning and preparation starts to pay dividends and it's up to you to execute and start making sales. It's time to pick up the phone, hit the pavement and take all of our businesses to the next level. We're here to help this month with amazing interviews that will help you prospect, form relationships and close more de...2018-05-0333 minThe Why And The BuyMonday Musing: Productivity ThievesIn an honest and powerful Monday Musing, Christie discusses one of the biggest challenges for entrepreneurs: productivity thieves. We're on the verge of our new theme for May, execution, and there are things that happen to us and happen because of us that work to steal precious time and productivity. Listen to find out what those are, how to battle them and how Christie is dealing with them in her own business. 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...2018-04-3011 minThe Why And The BuyMonday Musing: Getting Back to BasicsChristie is back from the Outbound Conference in Atlanta and has a LOT to share on this Monday Musing. Salespeople everywhere are being inundated with strategies and advice about advancing their online and social sales presence. But if you lose sight of the basics of connecting you could end up with a false sense of reach and very little reputation. 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.2018-04-1614 minThe Why And The BuyMonday Musing: Who Do You Serve?On this week's Monday Musing, Christie has a homework assignment: ask yourself "Who do I serve?" The word serve can have a lot of different meanings for a lot of people's lives. We should all be striving to serve our customers better but what about our community? Giving back not only enriches the lives of others it also delivers inspiration, positivity and value to the person serving. Those are all things that you can take with you into your next prospecting call, all things that will help your reach and reputation and all things that will lead...2018-04-0212 minThe Why And The BuyMonday Musing: Quality over QuantityA few weeks ago Christie discussed "Quantity over Quality" for preparation month. This month is all about prospecting and Jeff is flipping the script on that idea in this week's Monday Musing. Does it still make any sense to dial for dollars? To make 100 cold calls a day? Or is some of that time better spent building relationships? Sign up for our book club! 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...2018-03-2606 minThe Why And The BuyMonday Musing: Keep It B.R.I.E.FLosing out on a sale, getting laid off, receiving bad news... Disappointment and unexpected events are a part of all of our lives. Today, Christie has a strategy that you can use as motivation to help yourself transition from loss to gain, from disappointment to acceptance. You can decrease your recovery time and increase your well-being by keeping it B.R.I.E.F. Sign up for our book club! Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you....2018-03-1905 minThe Why And The BuyAre we addicted to the SDR? with Derrick WilliamsOur guest this week is Derrick Williams founder of 3Link Consulting. Derrick is a highly experienced and accomplished sales professional, spending over 20-years driving sales for businesses of all sizes, from F500 to VC-backed startups. Derrick's mission for 3Link is to ultimately help people and businesses reach their goals. He wants to be the “missing link” for businesses who were looking to find new customers. Helping other people win in sales is my idea of success. We discuss and debate the role of the SDR, it's relationship with inside sales and the future of fa...2018-03-1437 minThe Why And The BuyMonday Musing: How do you recover?Get ready for this Olympics edition of Monday Musing! Christie is extremely inspired by the story of Simon Kruger, the skiathalon competitor who fell at the beginning of his race, broke his ski pole and STILL won the race! Listen to this story of resilience and recovery and how you can apply it to your career and life. Sign up for our book club! Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you. Want mo...2018-02-1907 minThe Why And The BuyPreparing like a serial killer with Antony RhineWe're beginning our discussion of preparation with one of the fiercest and most dedicated planners that we know. Antony Rhine is a Senior Strategic Account Executive at Octiv, an automated document generation company. His position in sales leadership requires him to both balance the needs of his accounts and also manage his department. He's adapted to this by developing a planning system that lives inside his "serial killer" notebook and is the envy of Jeff and Christie. This is a fascinating deep dive into the why and how of planning PLUS he shares some of his philosophies...2018-02-0740 minThe Why And The BuyMonday Musing: Quantity vs QualityWhen you are producing or providing service, do you focus on quantity or quality? Is there a way to achieve both? On this week's Monday Musing, Christie reflects on the concepts of quality, quantity and the bridge between the two. Rather than focusing on one or the other, Christie is using quantity to achieve quality. Listen to find out what inspired her strategy and how you can use it to prepare yourself and achieve quality everyday. Sign up for our book club! Don’t forget to subscribe rate and review our podcast. It on...2018-02-0506 minThe Why And The BuyFebruary's Theme: PreparationJeff and Christie recap an amazing January where the focus of their Monday Musings and amazing guest interviews were on "purpose." This month we shift gears to discuss "preparation." How do you prepare yourself? How do you learn? How do you prepare for objections? Is there such a thing as preparing too much? You can't just knock on the door of the CEO's office and expect to win. Preparation is core to the sales process and we can't wait to introduce you to guests and concepts that will help you to prepare to make your...2018-02-0237 minThe Why And The BuyRethink Your Prospecting #5Swagger. You can get through life without it, but you can't get through sales. It is the fifth and final key ingredient of a strong prospecting plan from Jeff's free e-book, Rethink the Way You Sell. Jeff and Christie discuss how to find your swagger and keep it even through rejection. 4:08 - Jeff defines his recipe for "swagger" 9:46 - Christie lays out the fallacy of "'no' means, 'not yet'" prospecting 16:27 - Is marketing automation killing your sales swagger? 21:16 - Jeff and Christie discuss their favorite rockstars and how they used their...2017-10-0428 minThe Why And The BuyUnusual Creativity with Don The Idea GuyIn this episode, we discuss the importance and process of developing Unusual Creativity with Don The Idea Guy. This one is a little longer than some of our previous episodes, but trust me, you will not be disappointed. Who is Don The Idea Guy you ask? "The most creative person I know" - Jeff Bajorek Don has sold, shared, or traded ideas with the likes Sears-Kenmore, Ford Motor Company, Palm, American Airlines, Coca-Cola, Kelloggs, The American Marketing Association, Doug Hall, Seth Godin, Daniel Pink, Jeffrey Gitomer, and The Tom Peters Company who described D...2017-01-2654 min