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Rethink The Way You SellDeeper Thought Mailbag #1: "Ghost" customers, close calls, The biggest fundamentals to successWhile 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!We've received a lot of questions since starting the Deeper Thought group. Jeff is digging into the mailbag and asking your burning sales questions. Have a question? Post it in the Deeper Thought group today or email them to jb@jeffbajorek.com2025-04-2409 minRethink The Way You SellJustine Sones on BoundariesWhile 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!Justine Sones is a self-care coach who helps creative, high-performing women manage the stress of running a business so that they can focus on what matters. On this episode, Jeff and Justine discuss the importance of boundaries for top performers, deliverable-creep and the stories we tell o...2025-04-0316 minRethink The Way You SellBalancing the EquationWhile 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!Fresh off hosting and attending sessions at the Outbound Sales Conference Jeff is thinking about what metrics we should be paying more attention to and how to balance the equation between a social following and a bottom line.2025-04-0111 minRethink The Way You SellSell Like YouWhile 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!In the midst of a mini-brand crisis, Jeff has a moment of enlightenment. What "sell like you" means for you and the future of the show and what you get from Jeff, that's today on Deeper Thought.2025-02-2711 minRethink 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 SellWhat is Your Why?While 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!You've heard Jeff or Christie ask this question a few 100 times on The Why and The Buy podcast. Belief in your why is a cornerstone of success in anything, regardless of whether it's sales, or sports, or your degree program or your family. Belief is a foun...2025-02-0616 minRethink The Way You SellCan You Capture Lightning In a Bottle? with Andy RacicWhile 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!This is an enhanced audio version of Andy Racic's Deeper Thought article Can You Capture Lightning In a Bottle. It includes an interview with Jeff Bajorek on the origins and implications of Andy's problem solving process.---FULL TEXTCan you capture lightning in a bottle?This is R...2025-02-0416 minRethink The Way You SellIn Times Of Crisis, Sales Professionals Double Down On Their Purpose with Larry LevineWhile 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!This is an enhanced audio version of Larry Levine's Deeper Thought article In Times Of Crisis, Sales Professionals Double Down On Their Purpose. It includes an interview with Jeff Bajorek on the origins of Larry's article which is rooted in the 2020 Coronavirus Pandemic. In Time...2025-01-2815 minRethink The Way You SellBOOK ANALYSIS: Follow Up And Close the Sale by Jeff ShoreWhile 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!Need a new sales book to read? Currently reading or thinking about reading Jeff Shore's book Follow Up and Close the Sale? Listen to Jeff Bajorek's review and analysis of the book. Subscribe to Deeper Thought on Soundwise2025-01-2114 minRethink The Way You SellUnpacking Your Trauma with Laurah BajorekWhile 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!In Part 1 of a 3 part series with Laurah Bajorek, we discuss why trauma is the "shadow behind everything" and why it's important to address in sales and business. Every person has some level of trauma in their bodies and we often don't notice how it reverb...2024-12-1213 minRethink The Way You SellCan You Ever Be Good Enough?While 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!Can you ever be "good enough" in sales? Sometimes the continual drive to get better actually gets in the way of being able to understand how much better you've become. Some ideas lead to poor outcomes. And those poor outcomes tend to feed the false premis...2024-12-1014 minRethink The Way You SellI Just Can't with Laurah BajorekWhile 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 just can't. Not right now. Not today. Not...ever? What prevents us from doing the things that we know need to be done?2024-12-0517 minRethink The Way You SellCreativity is Caffeinated with Don the Idea GuyWhile 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!This is an enhanced audio version of the Deeper Thought post "Creativity is Caffeinated" by Don the Idea Guy including an interview with the author. Grab a cup of coffee (preferably hot but do what you feel is right) and join Don the Idea Guy and Je...2024-12-0321 minRethink The Way You SellThat Tingly Feeling with Laurah BajorekWhile 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 final part of our 3 part series with Laurah Bajorek deals with that tingly feeling when mind AND body converge to tell you what the right decision is. How often do we let our minds alone make decisions for us and how can the big comput...2024-11-2816 minRethink The Way You SellNo SolicitingWhile 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!You know those no soliciting signs. I actually have one on the outside of our front porch window. I hung it in the hopes that it would keep the less than fully competent salespeople from knocking on our door and trying to give us bad sales...2024-11-2611 minRethink The Way You SellCreating Context Around ContextWhile 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!Context. It's the reason that sales get made and a lack of context is why sales don't get made. You can have the most brilliant value proposition in the world. You can have a very polished elevator pitch. You can have all the right words to say...2024-11-2111 minRethink The Way You SellWhere is Your Sales Manifesto with Larry LevineWhile 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!This is an enhanced audio version of the Deeper Thought "Do You Have a Clearly Defined Sales Manifesto" by Larry Levine including an interview with the author. Socrates said the unexamined life is not worth living. Aristotle said that the unplanned life is not worth examin...2024-11-1917 minRethink The Way You SellBe more direct with your direct outreachWhile 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!This industry is all about relationships. Are you starting with the wrong premise with these relationships? Are you looking to make friends, and then sell them something, because that's not a good approach. If you're being coy about why you want to connect with somebody, rethin...2024-11-1412 minRethink The Way You SellYou're Working Hard EnoughWhile 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!Hustle. Grind. Weekend Warrior. We're being constantly bombarded by demands on our time. Personal leaks into the professional. Professional leaks into the personal. The leaks turn into streams of stress because the pressure becomes too great. But maybe it's time to reevaluate the demands we put on...2024-11-1211 minRethink The Way You SellBe Direct on LinkedIn with Jason BayWhile 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!We go to our number one expert in outbound prospecting to discuss how we can actually use LinkedIn to effectively reach out to prospects. He has the stats AND the experience to know what works and what is just anecdotal malarkey.2024-11-0716 minRethink The Way You SellI'm Not The Creative Type with Jason BayWhile 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!This is an enhanced audio version of the Deeper Thought post "I'm Not The Creative Type" by Jason Bay, including an interview iwith the author. "I'm not the creative type," is something that a lot of tell ourselves that alimits our potential to disrupt pattern that c...2024-11-0525 minRethink The Way You SellTalking About Practice with Jordana ZeldinWhile 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!We know it works. We know it "makes perfect." Why is it so hard to get geeked for practice? Jordan Zeldin, Founder and Sales Coach at Spriing Training, is trying to fix this with labs that provide safe spaces for sales leaders to practice skills that l...2024-10-3114 minRethink The Way You SellSales Reps Ride The Relationship Rollercoaster with Larry LevineWhile 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!This is an enhanced audio version of the Deeper Thought post Sales Reps Ride The Relationship Rollercoaster While Sales Professionals Invest In Relationships by Larry Levine, including an interview with the author.The ups and downs of sales relationships, like personal relationships, can feel l...2024-10-2918 minRethink The Way You SellBook Review: Sell Different! by Lee B. SalzWhile 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!If you've been paying attention to what I've been saying for the last few years, you know how important differentiation is. And I think as we get into a more crowded market it's getting more and more difficult to differentiate. But I believe that's because most s...2024-10-2410 minRethink The Way You SellIntuitionWhile 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!Sometimes it feels that way because it is that way. When should we trust our gut and when should follow our head? It's a complicated question with complicated answers. It's the kind of question Deeper Thought was made for. Subscribe to Deep...2024-10-2212 minRethink The Way You SellThe Real Way to Build Trust with Larry LevineWhile 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!Larry Levine believes trust is woven into everything we do in sales. Without trust, deals slow down and relationships fall apart. Larry joins us today fresh off hearing some of the foremost sales experts speak on trust. Is building trust the same as building relationships? Can yo...2024-10-1715 minRethink The Way You Sell3 Key Lessons on Leadership with David WeissWhile 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!This is an enhanced version of the Rethink The Way You Sell article by David Weiss, including an interview with the author. David Weiss is vulnerable and honest as he shares 3 key lessons on leading a team that he had to learn the hard way. What m...2024-10-1530 minRethink The Way You SellThe 7 Accountability Questions Every Sales Leader NeedsWhile 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!In this episode of Deeper Thought, host Jeff Bajorek discusses the importance of accountability. He believes that people like being held accountable because it makes them feel part of a team, supported, and like someone has a vested interest in their success. Accountability helps validate people...2024-10-1013 minRethink The Way You SellBe Water with Andy RacicWhile 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!This is an enhanced audio version of the Deeper Thought post Be Water by Andy Racic, including an interview with the author. Andy has been into kung fu movies lately, but it's comments from Bruce Lee that are anything but action-packed that have him thinking. FU...2024-10-0816 minRethink The Way You SellAre You Afraid To Sell?While 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!As salespeople we are afraid to ask for business sometimes. There is a standard that has been set that says, "If you can earn it with your content, with your expertise, with the perception of your ability to advise people you can become a trusted adviso...2024-10-0310 minRethink The Way You SellAccountability over ActivityWhile 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!Last week, I talked about how people like being held accountable. And if you don't like being held accountable, I think you're probably being asked to be accountable for something you really don't want to be accountable for. If you're in the right place for the ri...2024-10-0111 minRethink The Way You SellSimple BreathWhile 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!It's so important you hear it every episode, "...take a deep breath." Breath is life. Breath can be a simple way to regain focus, stability and encourage creative thought. Jeff explores the myriad of ways he uses simple breath to improve his mind and his body t...2024-09-2609 minRethink The Way You SellWhen Music is Much More with DeJuan BrownWhile 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!This is an enhanced version of the Deeper Thought post When Music is Much More with DeJuan Brown including an interview with the author. “If I were not a physicist, I would probably be a musician. I often think in music. I live my daydre...2024-09-2423 minRethink The Way You SellLee Salz on DiscoveryWhile 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!Jeff welcomes acclaimed author and sales expert Lee Salz for some deeper thought on discovery including Lee's horizontal and vertical questions paradigm, why discovery is a major sales game-changer, introductory questions and why the reason for the meeting can be more important than the meeting itself2024-09-1914 minRethink The Way You SellHow Do You Do Anything with Camille Clemons and Dejuan BrownWhile 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!This is an enhanced audio version of the Deeper Thought post Or Is This How You Do It by Camille Clemons including an interview with the author and DeJuan Brown.FULL TEXT---Or is This How You Do it?2024-09-1718 minRethink The Way You SellNo Instruction ManualWhile 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!There are a lot of playbooks and guides to sales, but...there's no instructional manual. And that's great news! Why? It's all in today's Deeper Thought.2024-09-1213 minRethink The Way You SellThis is How You Do Everything with Mike SimmonsWhile 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!This is an enhanced audio version of the Deeper Thought article This is How You Do Everything written by Mike Simmons including an interview with the author.FULL TEXT---As Andy Racic reminded me - it is time to regr...2024-09-1013 minRethink The Way You SellSober Curious with Nate DykstraWhile 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!You can't really be curious unless you're okay with being wrong. Today Jeff talks with Nate Dykstra, Senior Business Development Manager for TapResearch. 3 months ago, Nate decided to remove alcohol from his life. He wasn't a diagnosed alcoholic. He didn't have a history of addiction in his...2024-09-0515 minRethink The Way You SellA Love Hate Relationship With Sales Process with Andy RacicWhile 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!This is an enhanced version of the Deeper Thought post "I have a love-hate relationship with sales process." written by Andy Racic. It includes an interview with the author. FULL TEXT---Why I love sales process:...2024-09-0317 minRethink The Way You SellThe Struggle is Real Part 1 with Camille Clemons and Vince FowlerWhile 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!This is an enhanced audio version of the Deeper Thought article The Struggle is Real Part 1 by Camille Clemons including an interview with the author and Vince Fowler. To struggle is to be human and Camille opens up about her struggles in her new Deeper Though...2024-08-2722 minRethink The Way You SellThe Fundamentals Behind MEDDPICC with David WeissWhile 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!This is an enhanced audio version of the Deeper Thought article, "Have you ever tried to adopt some form of MEDDPICC (MEDDIC / MEDDICC)?" written by David Weiss, including an interview with the author. Before you jump head first into the next great sales methodology, make sure y...2024-08-2023 minRethink The Way You SellDon't Slow DownWhile 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!Carl Lewis, the greatest U.S. Olympian of the 20th century, once said that he was never the fastest man on the track. What? How could that be? He won so many races and so many medals. In his mind, there were opponents that had a high...2024-08-1312 minRethink The Way You SellLittle Things Mean a Lot: The Tiny Tweaks That Sharpen Your Competitive Edge in SalesWhile 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!Have you ever stopped to think about the little things you do or don't do and the impact they have? In this thought-provoking episode, host Jeff Bajorek reflects on some micro changes he has made over the past year and how they have profoundly affected his wo...2024-08-0513 minRethink The Way You SellTargeting For GrowthWhile 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!Are we ready for 2021 yet? I mean, I know a lot of people have been wishing 2020 away for probably six months now, but 2021 is right around the corner. Now my question for you is, are you ready for it? Do you have your business plan? Are yo...2024-07-3114 minRethink The Way You SellThe Breakup EmailWhile 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!Oh boy, touchy subject incoming. The breakup email, we've all sent one. It can be long or short, simple or complicated, direct or passive aggressive...but is it even necessary? I'll explain in this episode of Deeper Thought.2024-07-2911 minRethink The Way You SellVicious and Virtuous CyclesWhile 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!Cycles. They're everywhere. Our bodies, our minds, our economy, our ecology. Some cycles don't move towards an equilibrium. They spin out of control. Sometimes that's good and sometimes that's bad. Learning to differentiate vicious and virtuous cycles can be the key to making small choices that l...2024-07-2411 minRethink The Way You SellPhysical Immunity vs. Psychological Immunity PART 2 with Vince FowlerWhile 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!This is part two of an enhanced audio version of the Deeper Thought article "Physical immunity matters. Psychological immunity matters more," by Vince Fowler including an interview with the author. Full text with sources below. For the most up to date and accurate information about the no...2024-07-2212 minRethink The Way You SellPhysical Immunity vs. Psychological Immunity PART 1 with Vince FowlerWhile 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!This is part one of an enhanced audio version of the Deeper Thought article "Physical immunity matters. Psychological immunity matters more," by Vince Fowler including an interview with the author. Full text with sources below. For the most up to date and accurate information about the no...2024-07-1720 minRethink The Way You SellThe Personal Fire Within with Larry LevineWhile 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!This is an enhanced audio version of the Deeper Thought article "Sales Professionals Stoke The Personal Fire Within Them" written by Larry Levine, including an interview with the author.EXCERPTAre you stoking the fire of passion and pride that drives you to...2024-07-1514 minRethink The Way You SellYou Have to Take Some RisksWhile 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!How comfortable are you with taking risks? I don't mean skydiving or swimming with sharks. I want to want to talk about other kinds of risks. What about standing up to your manager? And I don't mean, like, you know, pushing your manager around, I mean...2024-07-1014 minRethink The Way You SellCommitting to GreatnessWhile 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!If it's worth doing, it's worth doing well. If you don't have time to do it, right, you definitely don't have time to do it twice. These are thoughts that I have in my head on a regular basis. It really bothers me to do someth...2024-07-0812 minRethink The Way You SellLeaning Into AdversityWhile 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!Where are the situations where you are willing to lean in when most of your competitors are running away? When you see a change in your marketplace. When you hear people saying, "I can't sell face to face anymore, therefore I'm just going to sit here o...2024-07-0310 minRethink The Way You SellYou Give Sales A Bad Name with Liz WendlingWhile 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!This is an enhanced audio version of the Deeper Thought post "You Give Sales A Bad Name" including an interview with the author, Liz Wendling. Beware of false sales prophets looking to sell you on closed deals without hard work. There is no magic formula to mor...2024-07-0128 minRethink The Way You SellLetting Go of Your Head TrashWhile 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!We all have head trash, thoughts that cloud our brain and muddle our decision-making processes. Jeff's head trash started piling up around a recent car purchase. He'll tell you how he started some waste management inside his noggin.2024-06-2614 minRethink The Way You SellDo Something with Doug BransonWhile 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!Jeff sits down with the current producer of Deeper Thought and former producer of The Why and The Buy, Doug Branson for an impromptu but important discussion about the anxieties that keep us from realizing our full potential.2024-06-2413 minRethink The Way You SellEverything Happens For A ReasonWhile 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!One Zoom meeting, endless possiblities. Jeff discusses his latest outreach efforts and the fruit they are producing. "Give yourself an opportunity, make the request. Spend some time with someone who exists in your space professionally that you don't know. Start with someone who's got som...2024-06-1909 minRethink The Way You SellDon't Be Married to the Outcome: Staying Resilient in a Results-Driven CareerWhile 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! In this episode, Jeff Bajorek discusses the importance of not being too attached to outcomes in sales. He explains that while sales is a results-oriented profession, paradoxically you often perform your best when you aren't overly fixated on the outcome itself. Jeff uses the analogy of a g...2024-06-1715 minRethink The Way You SellLeaders Are Doers: The Action Habit for High-Performing Sales ProfessionalsWhile 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!Leaders Don't Just Read, They Act. In this introspective episode, host Jeff Bajorek dives into the notion that true leaders aren't just voracious readers - they are doers who implement what they learn. Jeff challenges the idea that reading numerous books every year is productive if you...2024-06-1709 minRethink The Way You SellBusyness is not a routine: The Salesperson's Guide to Productivity HacksWhile 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! Business is not a routine, and sometimes upheavals like the COVID-19 pandemic can shake us out of our normal patterns and open us up to new ideas and ways of working. Host Jeff Bajorek reflects on how the pandemic's disruption led to overscheduling, excessive busyness and a...2024-06-1214 minRethink The Way You SellRedemptive Leadership with DeJuan Brown: Unlocking Peak Sales Performance by Prioritizing WellbeingWhile 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! On this thought-provoking episode of Deeper Thought, host Jeff Bajorek is joined by guest DeJuan to discuss the concept of "redemptive leadership" and how social movements are empowering employees to advocate for themselves in the workplace. They explore the parallels between people standing up for justic...2024-06-1014 minRethink The Way You SellAirplane Mode: Unlocking Peak Sales Performance Through UnpluggingWhile 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!Sales and why it works. In this episode, host Jeff Bajorek dives deep into the importance of taking vacations and truly unplugging from work. He opens up about his own struggles with anxiety when trying to disconnect, and how not taking real breaks can lead to an...2024-06-0515 minRethink The Way You SellWhat Lesson Should You Be Learning Right Now? Building Resilience in SalesWhile 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! In this episode of Deeper Thought, host Jeff Bajorek shares an insightful perspective on dealing with life's difficulties. Drawing from a recent conversation with his 10-year-old son about persevering through challenges, Jeff emphasizes that hardships are opportunities to learn valuable lessons. He encourages listeners to reflec...2024-06-0311 minRethink The Way You SellDeeper Thought Mailbag #2: Micromanagers, The Case for Quality TouchesWhile 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!In this mailbag episode, Jeff tackles questions submitted by listeners on important sales topics. He starts by diving into how to inspire sales leaders to be better coaches focused on their team's activities rather than just micromanaging results. Jeff emphasizes the importance of leaders being presen...2024-05-2910 minRethink The Way You SellThe Importance of Boundaries: Achieving Sustainable Sales Success Through StructureWhile 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! Boundaries are essential, but often misunderstood, especially in a sales context. In this thought-provoking episode, host Jeff Bajorek dives deep into the importance of establishing clear boundaries within organizations and teams. He explores how boundaries provide crucial structure rather than rigidity, clearly defining roles, responsibilities, and ac...2024-05-2713 minRethink The Way You SellReview the Tape: A Sales Professional's Guide to Continuous ImprovementWhile 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!Do you ever go back and review your sales calls? In this episode, Jeff Bajorek encourages listeners to be more mindful during sales conversations and take the time to mentally replay and analyze what went well and what could be improved. He reminds us that even t...2024-05-2211 minRethink The Way You SellUnorthodox Prospecting Techniques with David Weiss and Andy Racic: Capturing Attention in Unconventional WaysWhile 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!In this entertaining episode, Jeff is joined by sales experts David Weiss and Andy Racic to discuss creative strategies for capturing people's attention in sales situations. They explore unorthodox tactics like wearing strange outfits, pulling goofy stunts, or using an uncertain, self-deprecating tone - anything to get...2024-05-2012 minRethink The Way You SellBook Review: The Introverts Guide to Networking by Matthew PollardWhile 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!In this episode, Jeff dives deep into discussing Matthew Pollard's book "The Introvert's Edge: How the Quiet and Shy Can Outperform Extroverts Through Focused Personal Branding." As an introvert himself, Jeff found the book incredibly insightful on how introverts can capitalize on their strengths for effect...2024-05-1515 minRethink The Way You SellGet the Pork ChopWhile 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!When you go to that fancy steak restaurant to meet with a client or prospect, get the pork chop. "SACRILEGE," you may scream. But Jeff tells you why it's the smartest thing you can do and how you can start a conversation over the chop that c...2024-05-1310 minRethink The Way You SellDon't Push Me, Show Me: Aligning Incentives for Successful SellingWhile 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!In this thought-provoking episode, host Jeff Bajorek tackles the age-old management question of how to motivate people and get the best out of your team. He dismisses the antiquated "push them" mentality, arguing that trying to forcefully motivate those who don't want to be pushed is an...2024-05-0812 minRethink The Way You SellI Am The Captain of My Fate with Andy RacicWhile 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!This is an enhanced audio version of the Deeper Thought group post found here. It includes an extended interview with the author Andy Racic on the origins of the piece. “I am the master of my fate, I am the captain of my soul.” –...2024-05-0614 minRethink The Way You SellPermission to Be OKWhile 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!Surrender is a funny word. On its face, it may seem like "giving up" in a negative sense. But what if you're giving up control, the illusion of control? Giving up on creating an environment that is disadvantageous. It's only when we surrender something that we can...2024-04-2922 minRethink The Way You SellControl What You Can ControlThe number one cause for anxiety, for disappointment, for mental illness in sales, is when salespeople try to control more than they can, more than they should, more than would be fair. You have to recognize that selling is about putting yourself in position to win. And when you do that often enough, you will win often enough.In this thought-provoking episode of "Rethink the Way You Sell," Jeff discusses the concept of control in sales, exploring the fine line between healthy management and excessive control. He examines the potential pitfalls of trying to control too much...2023-12-2617 minRethink The Way You SellThe Emotions of the Seller vs The Emotions of the BuyerIn the latest episode of "Rethink the Way You Sell," host Jeff Bajorek delves into the intricate balance between emotion and logic in the sales process. He opens up about the necessity for salespeople to kindle emotions in their prospects while simultaneously maintaining a logical, process-driven mindset themselves. This episode explores the dichotomy between the emotional journey of the buyer, who often makes decisions based on feelings and then rationalizes them, and the disciplined, logical approach required from the seller. Jeff highlights the importance of not getting swept up in one's emotions, emphasizing the need for sellers to focus...2023-12-1909 minRethink The Way You SellKeep Your SwaggerJeff wraps up his enlightening series on the '7 Steps to Sell Like You' with the final step, "Keep Your Swagger." Maintaining confidence and a positive attitude are vital in sales and impossible to do without the previous six steps in place. He shares personal anecdotes and practical advice, illustrating how swagger is more than just confidence—it's about staying true to oneself and exuding authenticity in every interaction.This is also a good reminder of the importance of resilience, self-belief, and the power of a growth mindset in overcoming obstacles and closing deals. This episode is a...2023-12-1214 minRethink The Way You SellMastering MEDDPICC: Finding The Gaps in How You SellJoin host Jeff Bajorek in an enlightening conversation with David Weiss, CRO and Founder of DealDoc, on the popular MEDDPICC sales qualification methodology. MEDDPICC, an acronym for Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champions, and Competition, is a cornerstone in enterprise sales. In this episode, David delves into the nuances of each element and shares his extensive experience and insights. Whether you're a seasoned sales professional or new to the field, this discussion offers valuable perspectives on how to effectively navigate complex sales processes and drive success.Download my latest ebook2023-12-0525 minRethink The Way You SellBe Held AccountableIn the latest episode of "Rethink the Way You Sell," host Jeff Bajorek explores the critical theme of accountability in sales. Titled "Be Held Accountable," this episode delves into why accountability is often perceived negatively and seeks to redefine it as a positive and essential aspect of professional growth. Jeff emphasizes that being held accountable is not about facing punitive actions but about aligning one's actions with stated intentions. He challenges the common fears associated with accountability, such as the fear of failure and the lesser-discussed fear of success. Jeff argues that true accountability involves a genuine confrontation with...2023-11-2816 minRethink The Way You SellWhy They Buy > How You Sell with Jeffrey GitomerIn this captivating episode of "Rethink the Way You Sell," host Jeff Bajorek welcomes a true titan of the sales world, Jeffrey Gitomer. Known as the 'King of Sales,' Gitomer shares invaluable insights that have shaped the industry. Bajorek delves into step five of his 'Seven Steps to Sell Like You,' drawing upon Gitomer's profound wisdom and personal anecdotes. This episode is a treasure trove of knowledge for anyone looking to elevate their sales game. As Bajorek himself puts it, Gitomer's unique approach to conversations and his ability to direct them to where they need to go...2023-11-2139 minRethink The Way You SellYou Lose Business the Same Way You Win ItJeff delves into the powerful concept that you win and lose business in the same manner, a lesson learned early in his sales career. He candidly shares his experiences and insights on why focusing solely on tactics like lavish dinners or the lowest price is a short-sighted strategy. Instead, Jeff advocates for a deeper understanding of a client's motives and tailoring solutions to their needs. He stresses the importance of selling based on value rather than price, ensuring sustainability and long-term client relationships. This episode is a must-listen for sales professionals looking to elevate their approach and secure lasting...2023-11-1410 minRethink The Way You SellFocus on Problems, Not Solutions (COI vs ROI)In this insightful episode of "Rethink the Way You Sell," host Jeff Bajorek explores the delicate dance between cost of inaction (COI) and return on investment (ROI) in the sales process. Jeff breaks down the critical role emotions play in decision-making, discussing how a balance of COI and ROI can make or break the interest of a prospect. With a nod to the exchanges with thought leader Maria Bras, this conversation unravels the common mistakes that can stall progress and kill deals, emphasizing the necessity of evoking the right mix of emotional triggers to drive a sale forward.2023-11-0711 minRethink The Way You SellPeople Buy Emotionally. No Tension, No SaleIn this episode of Rethink the Way You Sell, host Jeff Bajorek challenges the traditional methods that dominate the sales landscape. He confronts the idea that logic alone can seal a deal, asserting that people buy emotionally first and only justify their decisions logically later. Jeff also debunks the increasingly popular notion that inbound marketing should take precedence, arguing that a more proactive approach is needed to effectively pull prospects through the sales pipeline.But it’s not just about changing tactics; it's about altering your entire mindset. Jeff introduces the concepts of "tension" and "connection" as cr...2023-10-3110 minRethink The Way You SellBe Credible and Relevant: How to Build a Personal Brand that SellsIn this episode of "Rethink the Way You Sell," host Jeff Bajorek explores the critical role of personal brand and credibility in the sales process. He challenges listeners to ponder the question: Are you someone worth talking to with something worth talking about? Jeff argues that being perceived as a person of value, not just in business but also in life, can be the game-changer when it comes to getting callbacks, closing deals, and earning referrals.Jeff also discusses how your digital footprint and reputation either validate or negate your claim to provide value in sales interactions...2023-10-2414 minRethink The Way You SellKnow The Rules and Principles: The Secret to Sustainable Sales SuccessIn this enlightening episode of "Rethink the Way You Sell", host Jeff Bajorek tackles the intricacies of mastering the sales process by leveraging one's authenticity. As he unveils Season Five's theme around the seven transformative steps to "sell like you", Jeff explores the fine line between setting rules and understanding principles in sales. By sharing his insights into the importance of credibility, relevance, and using emotion appropriately, Jeff encourages listeners to reflect on the core values guiding their sales performance.Jeff also pays homage to pivotal influences in his career, notably mentioning the impact of Jeffrey Gitomer's "...2023-10-1707 minRethink The Way You SellPerfect Is the Enemy of Good Sales: How Over-Preparation Can Stall Your Sales CycleIn this episode of "Rethink the Way You Sell," host Jeff Bajorek challenges listeners to reevaluate their pursuit of perfection in the sales process. Drawing on personal anecdotes and reflections on his own production hurdles, Jeff argues that the quest for perfection can often stand in the way of delivering truly valuable work. Jeff underscores the importance of embracing "really good" over unattainable perfection, sharing insights on how this mindset shift can lead to more genuine connections and impactful sales outcomes. Join Jeff as he explores the intricacies of perfectionism in sales and offers a fresh perspective...2023-10-1011 minRethink The Way You SellHandle Objections With Your EARAre you struggling with handling objections and negotiating with prospects? In this episode of Rethink the Way You Sell, host Jeff Bajorek offers a framework to help you stay present, acknowledging the other person's perspective while redirecting back to the core problem you are trying to solve together.Jeff explains how checking your ego, acknowledging the objection, and returning to the problem can transform tense negotiations into collaborative discussions. Learn why rehearsed responses break rapport and trust, and how being mindful keeps you focused on win-win outcomes. If you want to overcome objections with...2023-10-0419 minRethink The Way You SellMake a Recommendation, Not a Pitch: Ditching the Presentation Script for Authentic ConnectionsIn this episode of the Rethink the Way You Sell podcast Jeff explores the essence of genuine selling, focusing on the crucial transition from discovery to presentation. Have you ever felt a disconnect when shifting from understanding your prospect's needs to laying out your pitch? Jeff sheds light on the common mistake of overthinking the presentation aspect, emphasizing the power of recommendation over scripted slides. Listen in as he delves into the significance of staying present, understanding the core of true selling, and the art of making impactful recommendations. If you've been looking for...2023-09-2616 minRethink The Way You SellDiscovery IS the Selling Part: 6 Outcomes of GREAT DiscoveryIn this episode of "Rethink the Way You Sell," host Jeff Bajorek explains why discovery is not just a necessary part of the sales process but a valuable part. He gives you the 6 outcomes you can expect if you spend more time on discovery.Articles referenced in this podcast:https://www.jeffbajorek.com/posts/2021/1/29/the-sales-step-that-separates-top-performers-from-the-resthttps://www.jeffbajorek.com/posts/2021/2/6/this-is-what-great-discovery-looks-likeForget about cornering your prospects with questions you already know the answers to; Jeff explores how to genuinely engage with potential clients by asking thought-provoking questions. From making your prospects...2023-09-1219 minRethink The Way You SellBe Persistent, Not a Pest - Frequency, Duration and Creativity in Modern Sales ProspectingIn the latest episode of "Rethink the Way You Sell," host Jeff Bajorek dives deep into the art and science of prospecting. Jeff explains why conventional methods aren't breaking through the noise and capturing the attention of your prospect. He challenges you to rethink your approach to outreach frequency and duration, offering concrete insights into what really works based on industry data.Watch Jeff and Jason Bay put the "P" in prospecting here: https://youtu.be/vYT_Fwe3fDcThis episode isn't just about numbers; it's about getting creative and making a memorable impression. From "...2023-09-0518 minRethink The Way You SellKnow Your Methods: I'm BEGGING You to Be More SalesyIn this episode of "Rethink The Way You Sell," hosted by Jeff Bajorek, you'll be challenged to redefine what it means to be "salesy" as Jeff continues to reveal the 7 steps to #SellLikeYou. Jeff passionately argues that being salesy doesn't have to be a negative term, and he encourages you to embrace it as a positive aspect of your profession. He dives into the science and art of selling, providing a framework to manage your time, intentions, and territory. Jeff also shares insights on how to be more direct and forthright in your approach without losing integrity, and how...2023-08-2912 minRethink The Way You SellYou're Wrong About Your CRM: How to Transform Your CRM from a Management Tool to a Sales WeaponIn this episode of "Rethink the Way You Sell," hosted by Jeff Bajorek, listeners are invited to take a fresh look at Customer Relationship Management (CRM) systems. Jeff delves into the common misconceptions about CRMs, arguing that they are not just management tools but essential sales tools that can help salespeople stay organized and win deals. He shares his personal experience with CRMs, including how a simple Excel spreadsheet became a vital tool in his sales career. The episode also explores the importance of using CRMs for personal benefit rather than seeing them as a burden imposed by management...2023-08-2216 minRethink The Way You SellWrite Out Your Sales ProcessOn this next episode of Rethink the Way You Sell Podcast, join Jeff Bajorek as he tailors the essential aspects of a sales process directly to you. Imagine, he's guiding you to break down your sales process into four key steps: identifying potential clients, capturing their attention, articulating your value, and confidently advancing to the next stages. Jeff walks you through how to make this process your own, irrespective of whether you're selling a simple product or a complex solution, nudging you to assess and clearly define your unique approach.This episode isn't about just theory, it's...2023-08-1513 minRethink The Way You SellKnow Your Sales ProcessIn this episode of Rethink the Way You Sell, hosted by Jeff Bajorek, the spotlight is on the third step of the Seven Steps to Sell Like You: Know Your Sales Process. Jeff starts by addressing the commonly debated question of whether selling is an art or a science. He then simplifies the sales process into four steps, explaining each one in detail. Step one is identifying who you can help, while step two is getting their attention. In step three, Jeff emphasizes the importance of effectively communicating your value during the sales meeting, emphasizing the need for a...2023-08-0818 minRethink The Way You SellA Different Way to Look at GrowthIn this episode of "Rethink the Way You Sell," Jeff Bajorek reimagines business development through territory management. Drawing inspiration from Stephen Covey's time management matrix, Jeff develops a fresh framework using two key factors – grow-ability and accessibility. Join Jeff as he guides you to visually categorize your top accounts into quadrants based on these factors, offering a unique perspective that uncovers unnoticed opportunities.See Jeff's matrix and learn how to use it: https://www.jeffbajorek.com/posts/a-different-way-to-look-at-growthThis is an episode for those who are keen to delve into the strategic side of sales an...2023-08-0124 minRethink The Way You Sell5 Questions for Killer ConversationsIn this episode of Rethink The Way You Sell, Jeff Bajorek highlights the significance of engaging in open and honest conversations with your customers. He believes in the power of these conversations in forging stronger relationships, asserting that "I have never been done wrong by my instincts. I have never asked a question that I feel deserved an answer. Even if it was a little taboo." Opening up to customers and showing vulnerability, according to Jeff, encourages them to let their guard down and foster a deeper connection.To aid in having these effective discussions, Jeff presents...2023-07-2514 minRethink The Way You SellKnow Your Best Customers - Who Should You Be Talking To?Having a deeper understanding of your best customers is vital to improving your process and making more sales.Jeff argues that most sellers only have a surface-level view of who their customers are. He urges you to dig deeper and ask: "What are their goals? What motivates them? How are they feeling and thinking?" Jeff says truly knowing your customers will make selling much easier for you."People buy emotionally first, then justify logically." Yet most sellers lead with logic instead of their customers' emotional state. Jeff wants you to uncover the emotions your prospects...2023-07-1814 minRethink The Way You SellWhat Do You Bring to the Table?In this enlightening episode of Rethink The Way You Sell, host Jeff Bajorek highlights the significance of differentiation in your sales approach and the necessity to question conventional sales wisdom by promoting critical thinking. With personal anecdotes and a focus on accountability, self-assessment, and self-awareness, Jeff encourages listeners to challenge traditional sales techniques, adjust their strategies, and unlock their potential to connect with customers and succeed in a competitive sales environment.Throughout the episode, Jeff guides listeners in aligning their core beliefs with their sales processes and shares a simple exercise to help identify crucial differentiators. By...2023-07-1118 minRethink The Way You SellFully Aligned with DeJuan BrownIn this inspiring episode of Rethink The Way You Sell, host Jeff Bajorek sits down with DeJuan Brown to discuss his passion for helping others and his new role as the Head of Sales at Merit America, a nonprofit organization devoted to achieving long-term wage gains and sustainable, recession-resilient careers. DeJuan shares his excitement about Merit America's mission, their partnership with Google, and the magnitude of impact the organization can have on learners who are eager to advance their careers. Throughout the conversation, both Jeff and DeJuan emphasize the life-changing potential of seeing something in others that they might...2023-07-0428 minRethink The Way You SellWhat is Your Why?In this episode of Rethink The Way You Sell, host Jeff Bajorek takes a closer look at the importance of alignment and knowing your why in the sales process. He emphasizes that salespeople can determine their own how and that there's no one-size-fits-all sales method. Jeff also focuses on the role of integrity in achieving your best work and shares the five essential questions that can help you understand your purpose, which ultimately drives your success in sales.Jeff guides listeners through the concept of how life stages or career stages can shape a salesperson's motivation, using...2023-06-2716 minRethink The Way You SellKnow Yourself - Are You Selling With Integrity?In this exciting fifth season, host Jeff Bajorek takes you through the 7 steps to selling like you. Discover the importance of alignment in selling, redefine it in a way that suits you, challenge your assumptions, and learn from those who have successfully redefined selling themselves.In the first episode, Jeff explores the first step to selling like you: knowing yourself. By examining the alignment between what you sell, who you sell it to, how you sell it, and why, you can achieve greater integrity and do your best work. Set yourself up for success by redefining selling...2023-06-2013 min
The 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 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 min