Well the day has come. This is the final The Why and The Buy podcast, after 5 years, 432 episodes and over 200,000 downloads. Jeff and Christie have a last co-hosting conversation about starting out, what they learned, what they might have changed, what incredible guests they've had,  knowledge they've gained, value they've shared, and connections they've made along the way.  To all the listeners of the show - a heartfelt thank you!   There's no better time to listen to Jeff's premium podcast Deeper Thought Use Promo code 2021 and save $20 off your first year.

Well the day has come. This is the final The Why and The Buy podcast, after 5 years, 432 episodes and over 200,000 downloads. Jeff and Christie have a last co-hosting conversation about starting out, what they learned, what they might have changed, what incredible guests they've had,  knowledge they've gained, value they've shared, and connections they've made along the way.  To all the listeners of the show - a heartfelt thank you! There's no better time to listen to Jeff's premium podcast <a href="https://www.jeffbajorek.com/deeperthought" rel="nofollow" target="_blank">Deeper Thought</a> Use Promo code 2021 and save $20 off your first year.

That's a Wrap!

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. Todd urges people to be honest with prospects about what you can't do, but then be a resource to help them. You will be rewarded time and time again. As a salesperson, your most valuable commodity is your time. Todd reiterates that chasing after prospects that aren't a good fit is wasting your time, and to know quickly if you aren't a fit and put your energy toward more ideal clients. Todd also talks about his prediction of the 'great resignation,' and discusses six things that drive people to do what they do, want to keep doing it, and want to tell others about it. It's a final interview filled with insight, fun, and feeling. Find out more about Todd Caponi Get copies of the  Transparency Sale and The Transparent Sales Leader Click here to register for Jeff and Christie's special livestream sendoff celebration on Wednesday, Dec. 22nd. Check out Jeff's premium podcast Deeper Thought Use Promo code 2021 and save $20 off your first year.

"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. Todd urges people to be honest with prospects about what you can't do, but then be a resource to help them. You will be rewarded time and time again. As a salesperson, your most valuable commodity is your time. Todd reiterates that chasing after prospects that aren't a good fit is wasting your time, and to know quickly if you aren't a fit and put your energy toward more ideal clients. Todd also talks about his prediction of the 'great resignation,' and discusses six things that drive people to do what they do, want to keep doing it, and want to tell others about it. It's a final interview filled with insight, fun, and feeling. Find out more about <a href="https://www.transparencysale.com/" rel="nofollow" target="_blank">Todd Caponi</a> Get copies of the <a href="https://www.amazon.com/Todd-Caponi/e/B07FXYHP4R%3Fref=dbs_a_mng_rwt_scns_share" rel="nofollow" target="_blank"> Transparency Sale and The Transparent Sales Leader</a> Click <a href="https://us02web.zoom.us/j/87188917782?pwd=L3hNemZWZGQvdHZ0QThPUnJkSjArQT09" rel="nofollow" target="_blank">here</a> to register for Jeff and Christie's special livestream sendoff celebration on Wednesday, Dec. 22nd. Check out Jeff's premium podcast <a href="https://www.jeffbajorek.com/deeperthought" rel="nofollow" target="_blank">Deeper Thought</a> Use Promo code 2021 and save $20 off your first year.

Integrity Sells with Todd Caponi

Jason Bay

As 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 least you can do to get a meeting, and how habits and decisions are more important than outcomes. And because this is Jason Bay, there is a lot more practical, and brilliantly straightforward tips to give you the advantage in your prospecting.    Check out Jason's Blissful Prospecting and Outbound Squad Click here to register for Jeff and Christie's special livestream sendoff celebration on Wednesday, Dec. 22nd. Check out Jeff's premium podcast Deeper Thought Use Promo code 2021 and save $20 off your first year. WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don’t forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

As 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 least you can do to get a meeting, and how habits and decisions are more important than outcomes. And because this is Jason Bay, there is a lot more practical, and brilliantly straightforward tips to give you the advantage in your prospecting.    Check out Jason's <a href="https://blissfulprospecting.com/" rel="nofollow" target="_blank">Blissful Prospecting</a> and <a href="https://blissfulprospecting.com/outbound-squad/" rel="nofollow" target="_blank">Outbound Squad</a> Click <a href="https://us02web.zoom.us/j/87188917782?pwd=L3hNemZWZGQvdHZ0QThPUnJkSjArQT09" rel="nofollow" target="_blank">here</a> to register for Jeff and Christie's special livestream sendoff celebration on Wednesday, Dec. 22nd. Check out Jeff's premium podcast <a href="https://www.jeffbajorek.com/deeperthought" rel="nofollow" target="_blank">Deeper Thought</a> Use Promo code 2021 and save $20 off your first year. WANT MORE WHY AND THE BUY? <a href="https://bit.ly/whybuygroup" rel="nofollow" target="_blank">Join our new listener group for discussions about episodes and other helpful resources for your business!</a> <a href="https://mysoundwise.com/soundcasts/1603459856107s" rel="nofollow" target="_blank">Get access to the greenroom. Go behind the scenes with past, present and future guests!</a> <a href="https://www.linkedin.com/company/whypod" rel="nofollow" target="_blank">Follow us on LinkedIn!</a> Don’t forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Increase Your Outreach Odds with Jason Bay

Mike Weinberg

One 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 an interrogation, or a cursory checklist. Mike discusses his approach of softening the questions in order to build better trust and likeability. The second half of the show turns to sales and Covid. Mike calls this time of selling through the pandemic, “the revealer.” It has honed the salespeople that are serious, committed, resourceful, and are willing to adapt and learn. It has also shone a light on those that are not. Mike describes this as not just a divide, but a chasm. They also touch on the importance of blocking out all the noise that’s going on in the world around us and be the ones that focus on our jobs – and get it done. Find out more about Mike Weinberg Click here to register for Jeff and Christie's special livestream sendoff celebration on Wednesday, Dec. 22nd. Check out Jeff's premium podcast Deeper Thought  Use Promo code 2021 and save $20 off your first year. WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don’t forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

One 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 an interrogation, or a cursory checklist. Mike discusses his approach of softening the questions in order to build better trust and likeability. The second half of the show turns to sales and Covid. Mike calls this time of selling through the pandemic, “the revealer.” It has honed the salespeople that are serious, committed, resourceful, and are willing to adapt and learn. It has also shone a light on those that are not. Mike describes this as not just a divide, but a chasm. They also touch on the importance of blocking out all the noise that’s going on in the world around us and be the ones that focus on our jobs – and get it done. Find out more about <a href="https://mikeweinberg.com/" rel="nofollow" target="_blank">Mike Weinberg</a> Click <a href="https://us02web.zoom.us/j/87188917782?pwd=L3hNemZWZGQvdHZ0QThPUnJkSjArQT09" rel="nofollow" target="_blank">here</a> to register for Jeff and Christie's special livestream sendoff celebration on Wednesday, Dec. 22nd. Check out Jeff's premium podcast <a href="https://www.jeffbajorek.com/deeperthought" rel="nofollow" target="_blank">Deeper Thought</a>  Use Promo code 2021 and save $20 off your first year. WANT MORE WHY AND THE BUY? <a href="https://bit.ly/whybuygroup" rel="nofollow" target="_blank">Join our new listener group for discussions about episodes and other helpful resources for your business!</a> <a href="https://mysoundwise.com/soundcasts/1603459856107s" rel="nofollow" target="_blank">Get access to the greenroom. Go behind the scenes with past, present and future guests!</a> <a href="https://www.linkedin.com/company/whypod" rel="nofollow" target="_blank">Follow us on LinkedIn!</a> Don’t forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

The Revealer with Mike Weinberg

Jeffrey Gitomer

The Why and They Buy's victory lap marches on with arguably one of the biggest names in sales, Jeffrey Gitomer. Speaker, trainer, best selling author, including over five million copies of 'The Little Red Book of Selling,' and the man who was the catalyst for this podcast, joins the show. Jeffrey Gitomer doesn’t like shortcuts. In fact he says to “take the long cut.” This is where you will discover the value. That is the consistent theme of today’s show. Bringing the value is about more than money. If you’re a salesperson going to hear someone speak, or taking a course, then you better walk away with valuable information. When you sell to a client, you are there to provide value. Not by just knowing about their business, but by having insight, and genuinely interacting and providing solutions for them. He also expresses the value of investing in ourselves. This past year Jeffrey has been focusing on consultative selling. Memorized sales pitches with slide presentations drive him crazy. He emphasizes the important quality of being able to go off script and speak from the heart. And of course Jeffrey practices what he preaches, so he brings valuable tips and insights on improving your own consultative selling approach, and much more.  Find out more about Jeffrey Gitomer. Click  here to register for Jeff and Christie's special livestream sendoff celebration on Wednesday, Dec. 22nd. WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don’t forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

The Why and They Buy's victory lap marches on with arguably one of the biggest names in sales, Jeffrey Gitomer. Speaker, trainer, best selling author, including over five million copies of 'The Little Red Book of Selling,' and the man who was the catalyst for this podcast, joins the show. Jeffrey Gitomer doesn’t like shortcuts. In fact he says to “take the long cut.” This is where you will discover the value. That is the consistent theme of today’s show. Bringing the value is about more than money. If you’re a salesperson going to hear someone speak, or taking a course, then you better walk away with valuable information. When you sell to a client, you are there to provide value. Not by just knowing about their business, but by having insight, and genuinely interacting and providing solutions for them. He also expresses the value of investing in ourselves. This past year Jeffrey has been focusing on consultative selling. Memorized sales pitches with slide presentations drive him crazy. He emphasizes the important quality of being able to go off script and speak from the heart. And of course Jeffrey practices what he preaches, so he brings valuable tips and insights on improving your own consultative selling approach, and much more.  Find out more about <a href="https://www.gitomer.com/" rel="nofollow" target="_blank">Jeffrey Gitomer</a>. Click <a href="https://us02web.zoom.us/j/87188917782?pwd=L3hNemZWZGQvdHZ0QThPUnJkSjArQT09" rel="nofollow" target="_blank"> here</a> to register for Jeff and Christie's special livestream sendoff celebration on Wednesday, Dec. 22nd. WANT MORE WHY AND THE BUY? <a href="https://bit.ly/whybuygroup" rel="nofollow" target="_blank">Join our new listener group for discussions about episodes and other helpful resources for your business!</a> <a href="https://mysoundwise.com/soundcasts/1603459856107s" rel="nofollow" target="_blank">Get access to the greenroom. Go behind the scenes with past, present and future guests!</a> <a href="https://www.linkedin.com/company/whypod" rel="nofollow" target="_blank">Follow us on LinkedIn!</a> Don’t forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Bring The Value with Jeffrey Gitomer

Larry Levine

Another big name and great friend of the show comes in for his leg of the victory lap - Larry Levine. No one knows about selling from the heart, better than him. He literally wrote the book on it. Larry talks about leading with authenticity, empathy and connection, and boils it down to the simple term: healthy conversations. To look at it from the viewpoint of the best conversations you have in your personal life, and bringing those elements to your sales conversations. He explains that salespeople are great with product knowledge and company knowledge, but often lack business knowledge and how to speak to decision makers effectively. This episode is filled with wisdom and thought-provoking moments, all delivered with Larry’s signature wit and humor. Find out more about Larry Levine Check out Jeff's premium podcast Deeper Thought  Use Promo code 2021 and save $20 off your first year. WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don’t forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Another big name and great friend of the show comes in for his leg of the victory lap - Larry Levine. No one knows about selling from the heart, better than him. He literally wrote the book on it. Larry talks about leading with authenticity, empathy and connection, and boils it down to the simple term: healthy conversations. To look at it from the viewpoint of the best conversations you have in your personal life, and bringing those elements to your sales conversations. He explains that salespeople are great with product knowledge and company knowledge, but often lack business knowledge and how to speak to decision makers effectively. This episode is filled with wisdom and thought-provoking moments, all delivered with Larry’s signature wit and humor. Find out more about <a href="https://www.sellingfromtheheart.net/larry-levine" rel="nofollow" target="_blank">Larry Levine</a> Check out Jeff's premium podcast <a href="https://www.jeffbajorek.com/deeperthought" rel="nofollow" target="_blank">Deeper Thought</a>  Use Promo code 2021 and save $20 off your first year. WANT MORE WHY AND THE BUY? <a href="https://bit.ly/whybuygroup" rel="nofollow" target="_blank">Join our new listener group for discussions about episodes and other helpful resources for your business!</a> <a href="https://mysoundwise.com/soundcasts/1603459856107s" rel="nofollow" target="_blank">Get access to the greenroom. Go behind the scenes with past, present and future guests!</a> <a href="https://www.linkedin.com/company/whypod" rel="nofollow" target="_blank">Follow us on LinkedIn!</a> Don’t forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Healthy Conversations with Larry Levine

Anthony Iannarino

So at this point in the show's victory lap, every guest is someone that you have to sit up and listen to. Today's guest is one of those people. Anthony Iannarino is a wise and calm harbor in the turbulent sea of sales. Anthony leads off the show with some tough statistics from the world of sales. People’s feelings about salespeople and salespeople’s feelings about sales. But don't fear, he brings sage advice to weather the storm. Listen to his incredible story of traveling to the Himalayas and how a Tibetan man taught him an invaluable lesson on situational knowledge and informational disparity. He talks about having the mindset of intellectual humility, and always knowing that there is more to know, or you will find yourself in a position that you don’t want to be in sitting across from a client.  He also gives some incredibly insightful advice on how to set yourself apart with prospective client and a few nuggets from his upcoming book, ‘Elite Sales Strategies’. Find out more about Anthony Iannarino Pre-order  ‘Elite Sales Strategies’ WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don’t forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

So at this point in the show's victory lap, every guest is someone that you have to sit up and listen to. Today's guest is one of those people. Anthony Iannarino is a wise and calm harbor in the turbulent sea of sales. Anthony leads off the show with some tough statistics from the world of sales. People’s feelings about salespeople and salespeople’s feelings about sales. But don't fear, he brings sage advice to weather the storm. Listen to his incredible story of traveling to the Himalayas and how a Tibetan man taught him an invaluable lesson on situational knowledge and informational disparity. He talks about having the mindset of intellectual humility, and always knowing that there is more to know, or you will find yourself in a position that you don’t want to be in sitting across from a client.  He also gives some incredibly insightful advice on how to set yourself apart with prospective client and a few nuggets from his upcoming book, ‘Elite Sales Strategies’. Find out more about <a href="https://www.thesalesblog.com/" rel="nofollow" target="_blank">Anthony Iannarino</a> Pre-order <a href="https://www.amazon.com/Elite-Sales-Strategies-Creating-Consultative/dp/1119858941" rel="nofollow" target="_blank"> ‘Elite Sales Strategies’</a> WANT MORE WHY AND THE BUY? <a href="https://bit.ly/whybuygroup" rel="nofollow" target="_blank">Join our new listener group for discussions about episodes and other helpful resources for your business!</a> <a href="https://mysoundwise.com/soundcasts/1603459856107s" rel="nofollow" target="_blank">Get access to the greenroom. Go behind the scenes with past, present and future guests!</a> <a href="https://www.linkedin.com/company/whypod" rel="nofollow" target="_blank">Follow us on LinkedIn!</a> Don’t forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Intellectual Humility with Anthony Iannarino

Mark Hunter

The victory lap continues with Mark Hunter, The Sales Hunter! On today's show the group kicks it off with a conversation about prospects vs. leads, and how understanding the intricacies and real definitions of these terms is so important Secondly how the amount of each of these will affect your bandwidth, and what type of leads or prospects do you really need to get to your sales goal. Mark suggests working backwards, determining the end result first, and then strategizing how to get there. Jeff starts a discussion on sandbagging which opens up some great insights from Mark on complacency and momentum in your work. Christie cites studies that she’s seen about the drop off in performance among sales veterans after several years. Mark, again has knowledge to drop on the responsibilities of sales leadership and what drives people beyond the numbers.   And this is Mark Hunter, so you know there’s a whole lot more, including his prediction of the great sales reset, and what supply chain issues and current over-purchasing will mean come 2022. All brought to you with his legendary energy, humor and positivity. Find out more about Mark Hunter Get Mark's most recent book 'A Mind For Sales' WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don’t forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

The victory lap continues with Mark Hunter, The Sales Hunter! On today's show the group kicks it off with a conversation about prospects vs. leads, and how understanding the intricacies and real definitions of these terms is so important Secondly how the amount of each of these will affect your bandwidth, and what type of leads or prospects do you really need to get to your sales goal. Mark suggests working backwards, determining the end result first, and then strategizing how to get there. Jeff starts a discussion on sandbagging which opens up some great insights from Mark on complacency and momentum in your work. Christie cites studies that she’s seen about the drop off in performance among sales veterans after several years. Mark, again has knowledge to drop on the responsibilities of sales leadership and what drives people beyond the numbers.   And this is Mark Hunter, so you know there’s a whole lot more, including his prediction of the great sales reset, and what supply chain issues and current over-purchasing will mean come 2022. All brought to you with his legendary energy, humor and positivity. Find out more about <a href="https://thesaleshunter.com/" rel="nofollow" target="_blank">Mark Hunter</a> Get Mark's most recent book <a href="https://thesaleshunter.com/books/" rel="nofollow" target="_blank">'A Mind For Sales'</a> WANT MORE WHY AND THE BUY? <a href="https://bit.ly/whybuygroup" rel="nofollow" target="_blank">Join our new listener group for discussions about episodes and other helpful resources for your business!</a> <a href="https://mysoundwise.com/soundcasts/1603459856107s" rel="nofollow" target="_blank">Get access to the greenroom. Go behind the scenes with past, present and future guests!</a> <a href="https://www.linkedin.com/company/whypod" rel="nofollow" target="_blank">Follow us on LinkedIn!</a> Don’t forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

The Great Sales Reset with Mark Hunter

Liz Wendling

If you listened to the special show on Monday, you know that The Why and The Buy podcast will be ending at the close of 2021, after five amazing years. Liz Wendling, author, sales consultant and coach, joins Jeff and Christie to kick off the two month “Victory Lap” of shows. And the subject is incredibly timely. The group discusses the importance of putting your time and energy into things that will give you the best returns. Or as Liz puts it, what do we need to put down in our business, so we can pick up something that serves us? You only have a certain amount of time and resources, so you can’t just spin your wheels. Do you have things you are churning away at that leave you feeling dragged down? There are things to discover that will light you up and pull you toward a better place. It may mean dropping things you feel are important or an obligation, it may take true revaluation, it may mean starting something new that doesn’t work out, or it may even mean taking a break from it all. But no matter what, you will come out more enriched and enlightened from the new choices you make. Find out more about Liz Wendling WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don’t forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

If you listened to the special show on Monday, you know that The Why and The Buy podcast will be ending at the close of 2021, after five amazing years. Liz Wendling, author, sales consultant and coach, joins Jeff and Christie to kick off the two month “Victory Lap” of shows. And the subject is incredibly timely. The group discusses the importance of putting your time and energy into things that will give you the best returns. Or as Liz puts it, what do we need to put down in our business, so we can pick up something that serves us? You only have a certain amount of time and resources, so you can’t just spin your wheels. Do you have things you are churning away at that leave you feeling dragged down? There are things to discover that will light you up and pull you toward a better place. It may mean dropping things you feel are important or an obligation, it may take true revaluation, it may mean starting something new that doesn’t work out, or it may even mean taking a break from it all. But no matter what, you will come out more enriched and enlightened from the new choices you make. Find out more about <a href="https://www.lizwendling.com/" rel="nofollow" target="_blank">Liz Wendling</a> WANT MORE WHY AND THE BUY? <a href="https://bit.ly/whybuygroup" rel="nofollow" target="_blank">Join our new listener group for discussions about episodes and other helpful resources for your business!</a> <a href="https://mysoundwise.com/soundcasts/1603459856107s" rel="nofollow" target="_blank">Get access to the greenroom. Go behind the scenes with past, present and future guests!</a> <a href="https://www.linkedin.com/company/whypod" rel="nofollow" target="_blank">Follow us on LinkedIn!</a> Don’t forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Time For A Change with Liz Wendling

Today Jeff and Christie are breaking some BIG news. So no spoilers here... Listen and find out!   WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don’t forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Today Jeff and Christie are breaking some BIG news. So no spoilers here... Listen and find out! WANT MORE WHY AND THE BUY? <a href="https://bit.ly/whybuygroup" rel="nofollow" target="_blank">Join our new listener group for discussions about episodes and other helpful resources for your business!</a> <a href="https://mysoundwise.com/soundcasts/1603459856107s" rel="nofollow" target="_blank">Get access to the greenroom. Go behind the scenes with past, present and future guests!</a> <a href="https://www.linkedin.com/company/whypod" rel="nofollow" target="_blank">Follow us on LinkedIn!</a> Don’t forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Taking a Victory Lap

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

This podcast is at the top of my list for sales podcasts. Jeff and Christie have A guests on the show every week and get much more out of them the cookie cutter…”Who are you? What do you do? What’s do you want to teach our listeners?”

They’re great interviewers and get a lot out of their guests. Subscribe to this podcast if you’re a rep, sales leader, or business owner looking for more inspiration and tactical advice on growing your sales.

My favorite sales podcast

I have been listening for a couple months now and benefit greatly from the wide variety of information and guests Jeff and Christie provide. I especially appreciate the suggestion to study psychology and sociology to better understand our customers, as that will lead us to better serve them. 
Craig P.

Great podcast no matter where you are in your career

The Why And The Buy

*HEADS UP* This episode has language that some might find offensive. Jeffrey Gitomer is a lot of things. Self-proclaimed "King of Sales." Bestselling author. World-renowned sales coach, trainer and mentor to salespeople everywhere. His mindset on sales can best be described as direct and unafraid. He's here to share with us how that mindset was developed and ultimately became the foundation for The Little Red Book of Selling, The Little Gold Book of Yes Attitude and continues to evolve in his next book, Sales Manifesto. On today’s podcast 1:51 - Where in the world will Jeffrey Gitomer be in 2018-19? 4:00 - Why Jeffrey Gitomer is obsessed with Napoleon Hill 10:41 - Jeffrey's favorite book he's ever written 14:54 - Asking before talking 20:00 - A lesson learned from a Carrabba's waiter 25:00 - What keeps some salespeople on a negative path? 31:00 - When Jeffrey learned the science of selling 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 only takes a second and helps us make more podcasts for you. Want more from Jeff and Christie? We have a newsletter!

*HEADS UP* This episode has language that some might find offensive. Jeffrey Gitomer is a lot of things. Self-proclaimed "King of Sales." Bestselling author. World-renowned sales coach, trainer and mentor to salespeople everywhere. His mindset on sales can best be described as direct and unafraid. He's here to share with us how that mindset was developed and ultimately became the foundation for The Little Red Book of Selling, The Little Gold Book of Yes Attitude and continues to evolve in his next book, Sales Manifesto. On today’s podcast 1:51 - Where in the world will Jeffrey Gitomer be in 2018-19? 4:00 - Why Jeffrey Gitomer is obsessed with Napoleon Hill 10:41 - Jeffrey's favorite book he's ever written 14:54 - Asking before talking 20:00 - A lesson learned from a Carrabba's waiter 25:00 - What keeps some salespeople on a negative path? 31:00 - When Jeffrey learned the science of selling 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 <a href="https://thewhyandthebuy.com/book-club-registration/" rel="nofollow" target="_blank">book club!</a> 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? <a href="https://thewhyandthebuy.com/newsletter-registration/" rel="nofollow" target="_blank">We have a newsletter!</a>

137 Jeffrey Gitomer has a Manifesto Mindset

Brene Brown

Whatcha Readin

It'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 format  3:22 - Oprah SuperSoul Conversations featuring Dr. Brene Brown and the anatomy of trust. 4:56 - The 7 Letters to Building Trust: Braving 13:13 - Your boundaries underscore your commitment to a customer  15:38 - How did I get here? Who am I and maybe more importantly who do I want to be?  19:53 - Why are we salespeople? 22:56 - Why this show remains free  26:53 - Camille recommends the podcast If Disney Ran Your Life with Jeff Hill and Jody Mayberry  27:32 - Is the "why" really in the journey? 30:00 - The biggest mistake you can make is thinking you have it figured out 33:15 - "When did you hear 'no', and if you didn't hear 'no', then how did you know that you couldn't have sold more?" Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you. The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!  Sell or Die  Hidden Stories with Jeremy Fulkerson  Wheelbarrow Profits Women Your Mother Warned You About

It'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 format <a href="https://www.podbean.com/podcast-detail/n37m7-5859f/Oprah%E2%80%99s-SuperSoul-Conversations-Podcast" rel="nofollow" target="_blank"> 3:22 - Oprah SuperSoul Conversations featuring Dr. Brene Brown and the anatomy of trust.</a> <a href="https://brenebrown.com/" rel="nofollow" target="_blank">4:56 - The 7 Letters to Building Trust: Braving</a> 13:13 - Your boundaries underscore your commitment to a customer <a href="Midlife%20Celebration%20by%20Jeff%20Nole%20https:/www.amazon.com/Mid-Life-Celebration-Jeff-Noel/dp/1628396741" rel="nofollow" target="_blank"> 15:38 - How did I get here? Who am I and maybe more importantly who do I want to be? </a> 19:53 - Why are we salespeople? 22:56 - Why this show remains free <a href="https://podcasts.apple.com/us/podcast/if-disney-ran-your-life/id1450061482" rel="nofollow" target="_blank"> 26:53 - Camille recommends the podcast If Disney Ran Your Life with Jeff Hill and Jody Mayberry </a> 27:32 - Is the "why" really in the journey? 30:00 - The biggest mistake you can make is thinking you have it figured out 33:15 - "When did you hear 'no', and if you didn't hear 'no', then how did you know that you couldn't have sold more?" Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you. The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts! <a href="https://itunes.apple.com/us/podcast/sell-or-die-with-jeffrey-gitomer-and-jennifer-gluckow/id1024207975?mt=2" rel="nofollow" target="_blank"> Sell or Die</a> <a href="https://itunes.apple.com/us/podcast/hidden-stories-with-jeremy-fulkerson/id1439845084?mt=2" rel="nofollow" target="_blank"> Hidden Stories with Jeremy Fulkerson</a> <a href="https://itunes.apple.com/us/podcast/wheelbarrow-profits-podcast-multifamily-real-estate/id1025080737?mt=2" rel="nofollow" target="_blank"> Wheelbarrow Profits</a> <a href="https://womenyourmotherwarnedyouabout.com" rel="nofollow" target="_blank">Women Your Mother Warned You About</a>

Whatcha Readin'? 6: Brene Brown, Boundaries, Midlife Celebrations

19_Morgan_J._Ingram-_SDR_Superstar.mp3

Matt Goudy

Our guest this week is, Matt Goudy and he's a renegade in his industry. He's also the Country General Manager of Medacta USA, a leading medical device company. Matt shares with us what has made Medacta so different in a market where differentiation is so difficult. He shares with us the powerful prospecting advice he gives to his new sales reps who have taken his sales leadership and increased Medacta's performance in the US tremendously. Listen to find out how patience and persistence can help make you a renegade and increase your sales productivity for the next 10 years. On today’s podcast 3:45 - What makes a renegade company? 12:20 - Introducing new strategies and education to combat a lack of product differentiation 26:25 - Matt's philosophy on prospecting in new marketplaces 28:30 - The power of "checking back" and talking to everyone 37:00 - How Medacta's company culture leads to customers selling for them 41:20 -  https://www.ted.com/talks/malcolm_gladwell_the_unheard_story_of_david_and_goliath 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!

Our guest this week is, Matt Goudy and he's a renegade in his industry. He's also the Country General Manager of Medacta USA, a leading medical device company. Matt shares with us what has made Medacta so different in a market where differentiation is so difficult. He shares with us the powerful prospecting advice he gives to his new sales reps who have taken his sales leadership and increased Medacta's performance in the US tremendously. Listen to find out how patience and persistence can help make you a renegade and increase your sales productivity for the next 10 years. On today’s podcast 3:45 - What makes a renegade company? 12:20 - Introducing new strategies and education to combat a lack of product differentiation 26:25 - Matt's philosophy on prospecting in new marketplaces 28:30 - The power of "checking back" and talking to everyone 37:00 - How Medacta's company culture leads to customers selling for them 41:20 - <a href="https://www.ted.com/talks/malcolm_gladwell_the_unheard_story_of_david_and_goliath" rel="nofollow" target="_blank"> https://www.ted.com/talks/malcolm_gladwell_the_unheard_story_of_david_and_goliath</a> Sign up for our <a href="http://thewhyandthebuy.com/book-club-registration-march-2018/" rel="nofollow" target="_blank">book club!</a> 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? <a href="http://thewhyandthebuy.com/newsletter-registration/" rel="nofollow" target="_blank">We have a newsletter!</a>

83 Becoming a Sales Renegade with Matt Goudy

18_The_Possibility_Habit_with_Scott_Ginsberg_.mp3

Our guest today gets criticized for being too productive and that's fine for him because it's meant an increase in the number of books he's written, an increase in his wealth and an increase in the amount of people he's helped.  Anthony Iannarino is back on the podcast to talk about his tested strategies to increase the amount of QUALITY work you're able to achieve in a day. What would 90 more minutes of prospecting do for your life? Anthony believes it would change it dramatically and he's here today to help you find that time in your schedule.  Anthony is an international speaker, author, and sales leader. He posts daily sales tips and insights to The Sales Blog. He's the author of the best selling sales books  Eat Their Lunch: Winning Customers Away From Your Competition and  The Lost Art of Closing.  On today’s podcast… 1:19 - Is Anthony Iannarino...TOO...productive? 6:22 - How to figure out what you want out of life  10:25 - David Allen's Horizons of Focus 15:06- Why Mike Weinberg won't be at Outbound and what it says about prioritization 18:27 - Making space for yourself and creating productivity blocks 23:29 - How Anthony killed procrastination in his life 29:31 - If you did this for 90 minutes a day it would change your life dramatically 33:42 - What scares Anthony Iannarino 38:42 - Avoiding the daily drift 43:18 - Giving yourself permission to get stuff done 46:20 - Information about the greatest sales conference on Earth We have a new website. Listen to past episodes and get more from Jeff and Christie! Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you. The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!  Sell or Die with Jeffrey Gitomer and Jen Gluckow  Women Your Mother Warned You About  Get Attitude Podcast with Glenn Bill  The Hidden Stories Podcast  Street Smarts with Harvey Mackay  Selling with Soul  Wheelbarrow Profits

Our guest today gets criticized for being too productive and that's fine for him because it's meant an increase in the number of books he's written, an increase in his wealth and an increase in the amount of people he's helped.  Anthony Iannarino is back on the podcast to talk about his tested strategies to increase the amount of QUALITY work you're able to achieve in a day. What would 90 more minutes of prospecting do for your life? Anthony believes it would change it dramatically and he's here today to help you find that time in your schedule.  Anthony is an international speaker, author, and sales leader. He posts daily sales tips and insights to The Sales Blog. He's the author of the best selling sales books <a href="https://www.amazon.com/gp/product/0525537627/ref=dbs_a_def_rwt_bibl_vppi_i0" rel="nofollow" target="_blank"> Eat Their Lunch: Winning Customers Away From Your Competition</a> and <a href="https://www.amazon.com/gp/product/0735211698/ref=dbs_a_def_rwt_bibl_vppi_i1" rel="nofollow" target="_blank"> The Lost Art of Closing.</a> On today’s podcast… 1:19 - Is Anthony Iannarino...TOO...productive? 6:22 - How to figure out what you want out of life <a href="https://coda.io/t/GTD-6-Horizons-of-Focus-by-David-Allen_t1e94BAeeSx" rel="nofollow" target="_blank"> 10:25 - David Allen's Horizons of Focus</a> 15:06- Why Mike Weinberg won't be at Outbound and what it says about prioritization 18:27 - Making space for yourself and creating productivity blocks 23:29 - How Anthony killed procrastination in his life 29:31 - If you did this for 90 minutes a day it would change your life dramatically 33:42 - What scares Anthony Iannarino 38:42 - Avoiding the daily drift 43:18 - Giving yourself permission to get stuff done 46:20 - Information about the greatest sales conference on Earth <a href="http://thewhyandthebuy.com" rel="nofollow" target="_blank">We have a new website. Listen to past episodes and get more from Jeff and Christie!</a> Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you. The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts! <a href="https://itunes.apple.com/us/podcast/sell-or-die-with-jeffrey-gitomer-and-jennifer-gluckow/id1024207975?mt=2" rel="nofollow" target="_blank"> Sell or Die with Jeffrey Gitomer and Jen Gluckow</a> <a href="https://podcasts.apple.com/us/podcast/women-your-mother-warned-you-about/id1448412679" rel="nofollow" target="_blank"> Women Your Mother Warned You About</a> <a href="https://podcasts.apple.com/us/podcast/get-attitude-podcast-with-glenn-bill/id1480619424" rel="nofollow" target="_blank"> Get Attitude Podcast with Glenn Bill</a> <a href="https://podcasts.apple.com/us/podcast/hidden-stories-with-jeremy-fulkerson/id1439845084" rel="nofollow" target="_blank"> The Hidden Stories Podcast</a> <a href="https://podcasts.apple.com/us/podcast/street-smarts-with-harvey-mackay/id1434637806" rel="nofollow" target="_blank"> Street Smarts with Harvey Mackay</a> <a href="https://podcasts.apple.com/us/podcast/selling-with-soul/id1432226036" rel="nofollow" target="_blank"> Selling with Soul</a> <a href="https://itunes.apple.com/us/podcast/wheelbarrow-profits-podcast-multifamily-real-estate/id1025080737?mt=2" rel="nofollow" target="_blank"> Wheelbarrow Profits</a>

How To Be Too Productive with Anthony Iannarino

On today's episode, Keenan in back in the house, and we're talking about his book, Gap Selling, which focuses on the middle ground between Point A and Point B in the selling process. Sales people tend to focus so much on their product that they forget the "consultative' area in between. {Heads up: Keenan is raw and real, which means this episode will contain some language we normally don't have on the pod. Earmuffs!} In a problem-centric world, salespeople are still leading the process with the product. The absolute core of selling is change and buying a new product is just one part of the process of making the transition. Keenan's book tells us how selling to the problem not the product will land you your next big deal. On today’s podcast… 02:44 - Pretend you don't have a product 05:53 - One of the 9 truth bombs of selling 07:09 - What's the very first thing you do when you want a change? 08:59 - Keenan's first step with a new customer 11:33 - The impact of the problems 12:18 - You may can find the problem but can you solve the problem? 15:36 - "Problem" training is all you need 19:24 - Addressing the cultural problems 25:05 - How do you get insights from your customers? 27:46 - Credibility over like-ability 30:31 - PIC - the Problem Identification Chart 35:02 - What's next for Keenan? 37:21 - Keenan's "Why"? Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you. The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!  Sell or Die  Hidden Stories with Jeremy Fulkerson  Wheelbarrow Profits Women Your Mother Warned You About  Street Smarts with Harvey Mackay

On today's episode, <a href="https://www.linkedin.com/in/jimkeenan/" rel="nofollow" target="_blank">Keenan</a> in back in the house, and we're talking about his book, <a href="https://www.asalesguy.com/gap-selling" rel="nofollow" target="_blank">Gap Selling</a>, which focuses on the middle ground between Point A and Point B in the selling process. Sales people tend to focus so much on their product that they forget the "consultative' area in between. {Heads up: Keenan is raw and real, which means this episode will contain some language we normally don't have on the pod. Earmuffs!} In a problem-centric world, salespeople are still leading the process with the product. The absolute core of selling is change and buying a new product is just one part of the process of making the transition. Keenan's book tells us how selling to the problem not the product will land you your next big deal. On today’s podcast… 02:44 - Pretend you don't have a product 05:53 - One of the 9 truth bombs of selling 07:09 - What's the very first thing you do when you want a change? 08:59 - Keenan's first step with a new customer 11:33 - The impact of the problems 12:18 - You may can find the problem but can you solve the problem? 15:36 - "Problem" training is all you need 19:24 - Addressing the cultural problems 25:05 - How do you get insights from your customers? 27:46 - Credibility over like-ability 30:31 - PIC - the Problem Identification Chart 35:02 - What's next for Keenan? 37:21 - Keenan's "Why"? Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you. The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts! <a href="https://itunes.apple.com/us/podcast/sell-or-die-with-jeffrey-gitomer-and-jennifer-gluckow/id1024207975?mt=2" rel="nofollow" target="_blank"> Sell or Die</a> <a href="https://itunes.apple.com/us/podcast/hidden-stories-with-jeremy-fulkerson/id1439845084?mt=2" rel="nofollow" target="_blank"> Hidden Stories with Jeremy Fulkerson</a> <a href="https://itunes.apple.com/us/podcast/wheelbarrow-profits-podcast-multifamily-real-estate/id1025080737?mt=2" rel="nofollow" target="_blank"> Wheelbarrow Profits</a> <a href="https://womenyourmotherwarnedyouabout.com" rel="nofollow" target="_blank">Women Your Mother Warned You About</a> <a href="https://itunes.apple.com/us/podcast/street-smarts-with-harvey-mackay/id1434637806?mt=2" rel="nofollow" target="_blank"> Street Smarts with Harvey Mackay</a>

Keenan Returns!

Brian Tracy

Steven Pressfield

Ryan Holiday

In this episode, we discuss the role that fear plays in our success or failure as a sales person. "Do one thing that scares you every single day" - Anonymous Fear is an incredible motivator.  It is what kept us safe from predators  during caveman times.  It is what keeps you from walking off the edge of a cliff, and unfortunately, it is often also what holds us back from success in business and in life.  There are several types of fear that we discuss in this episode such as:  Fear of failure Fear of non-action Fear of action Fear of success Fear of missing out! 

In this episode, we discuss the role that fear plays in our success or failure as a sales person. "Do one thing that scares you every single day" - Anonymous Fear is an incredible motivator.  It is what kept us safe from predators  during caveman times.  It is what keeps you from walking off the edge of a cliff, and unfortunately, it is often also what holds us back from success in business and in life.  There are several types of fear that we discuss in this episode such as: <ul> <li>Fear of failure</li> <li>Fear of non-action</li> <li>Fear of action</li> <li>Fear of success</li> <li>Fear of missing out!</li> </ul>

06 Face Your Fear with lessons learned from Brian Tracy, Steven Pressfield, and Ryan Holiday

Luigi Prestinenzi

We're constantly being told as salespeople that we need to be brand experts, content creators, self-marketing savants. But...what about being a salesperson? For a lot of companies, inbound leads are up but a small percentage of those leads are resulting in sales. Why? That's the question our guest today is tackling with companies around the world. Luigi Prestinenzi is a Sales Improvement Consultant with Sales IQ Group and Host of the Sales IQ Podcast.  Luigi gets us refueled with fundamental sales principles and strategies that lead us to more personal connections, real business relationships and deals that close. He reveals why he almost quit sales after reaching the highest highs and what that can mean for the future of your career as a sales professional or entrepreneur.  On today’s podcast… 1:00 - We're not live, but we're live 2:14 - Why interactions between people NEED to occur in an offline environment 7:00 - Not forgetting "the buy" 11:40 - Are you a salesperson or a content creator? 15:52 - Leads are up, sales are down. Why? 20:18 - Luigi had the best pipeline in his company...and he almost quit sales 24:12 - The power of a negative attitude 32:00 - Luigi's why is better together We have a new website. Listen to past episodes and get more from Jeff and Christie! Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you. The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!SA  Sell or Die  Hidden Stories with Jeremy Fulkerson  Wheelbarrow Profits Women Your Mother Warned You About  The Get Attitude Podcast with Glenn Bill

We're constantly being told as salespeople that we need to be brand experts, content creators, self-marketing savants. But...what about being a salesperson? For a lot of companies, inbound leads are up but a small percentage of those leads are resulting in sales. Why? That's the question our guest today is tackling with companies around the world. <a href="http://www.salesiqgroup.com/" rel="nofollow" target="_blank">Luigi Prestinenzi</a> is a Sales Improvement Consultant with Sales IQ Group <a href="https://salesiqpodcast.com" rel="nofollow" target="_blank">and Host of the Sales IQ Podcast.</a> Luigi gets us refueled with fundamental sales principles and strategies that lead us to more personal connections, real business relationships and deals that close. He reveals why he almost quit sales after reaching the highest highs and what that can mean for the future of your career as a sales professional or entrepreneur.  On today’s podcast… 1:00 - We're not live, but we're live 2:14 - Why interactions between people NEED to occur in an offline environment 7:00 - Not forgetting "the buy" 11:40 - Are you a salesperson or a content creator? 15:52 - Leads are up, sales are down. Why? 20:18 - Luigi had the best pipeline in his company...and he almost quit sales 24:12 - The power of a negative attitude 32:00 - Luigi's why is better together <a href="http://thewhyandthebuy.com" rel="nofollow" target="_blank">We have a new website. Listen to past episodes and get more from Jeff and Christie!</a> Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you. The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!SA <a href="https://itunes.apple.com/us/podcast/sell-or-die-with-jeffrey-gitomer-and-jennifer-gluckow/id1024207975?mt=2" rel="nofollow" target="_blank"> Sell or Die</a> <a href="https://itunes.apple.com/us/podcast/hidden-stories-with-jeremy-fulkerson/id1439845084?mt=2" rel="nofollow" target="_blank"> Hidden Stories with Jeremy Fulkerson</a> <a href="https://itunes.apple.com/us/podcast/wheelbarrow-profits-podcast-multifamily-real-estate/id1025080737?mt=2" rel="nofollow" target="_blank"> Wheelbarrow Profits</a> <a href="https://womenyourmotherwarnedyouabout.com" rel="nofollow" target="_blank">Women Your Mother Warned You About</a> <a href="https://podcasts.apple.com/us/podcast/get-attitude-podcast-with-glenn-bill/id1480619424" rel="nofollow" target="_blank"> The Get Attitude Podcast with Glenn Bill</a>

The Greatest Salesperson in the World with Luigi Prestinenzi

In this episode, we dissect the importance of data in business, baseball, and even daily life Some of the questions we tackle in this episode:  How are you measuring success?  What story does your data tell you?  When is there too much data? Why is it important to challenge your long held beliefs or preconceived notions? How do you evaluate your daily/weekly/monthly activities to ensure you are focused on the right things? 

In this episode, we dissect the importance of data in business, baseball, and even daily life Some of the questions we tackle in this episode: <ul> <li>How are you measuring success?  What story does your data tell you?  When is there too much data?</li> <li>Why is it important to challenge your long held beliefs or preconceived notions?</li> <li>How do you evaluate your daily/weekly/monthly activities to ensure you are focused on the right things?</li> </ul>

01 The Power of Data – Lessons learned from reading Moneyball, Outliers, and How to Become a Rainmaker

Brandon Bruce

There's arguably no tougher mindset than that of the small business entrepreneur. What does it take to breakthrough and grow a business from the ground up? We're wrapping up our mindset month interviews with Brandon Bruce, COO and Co-Founder of Cirrus Insights, an all-in-one sales productivity platform with world-class Salesforce integration. Brandon grew up in a small California town of 800 people and had only one classmate in grade school. Six years ago, he co-founded Cirrus Insight and has helped grow the company to $12m in annual revenue, 58 employees, and #41 on the Inc. 500 list of fastest-growing companies. He's here today with massive insights into what it takes to start and grow a startup, the pitfalls to avoid and the mindset you must have. On today’s podcast 3:30 - "sales is hard enough as it is without adding a lot of roadblocks" 6:46 - Cirrus begins out of Brandon's struggles 11:20 - Keeping your company simple in a post-startup phase 14:11 - Do people truly want the product that your startup wants to sell? 18:00 - The scarcity mindset and focusing on what's important as a startup 26:00 - Saying "no" sets up a brick wall for the customer 29:42 - What's next for sales development and Cirrus 37:00 - Brandon's "why" Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information. 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!

There's arguably no tougher mindset than that of the small business entrepreneur. What does it take to breakthrough and grow a business from the ground up? We're wrapping up our mindset month interviews with Brandon Bruce, COO and Co-Founder of Cirrus Insights, an all-in-one sales productivity platform with world-class Salesforce integration. Brandon grew up in a small California town of 800 people and had only one classmate in grade school. Six years ago, he co-founded Cirrus Insight and has helped grow the company to $12m in annual revenue, 58 employees, and #41 on the Inc. 500 list of fastest-growing companies. He's here today with massive insights into what it takes to start and grow a startup, the pitfalls to avoid and the mindset you must have. On today’s podcast 3:30 - "sales is hard enough as it is without adding a lot of roadblocks" 6:46 - Cirrus begins out of Brandon's struggles 11:20 - Keeping your company simple in a post-startup phase 14:11 - Do people truly want the product that your startup wants to sell? 18:00 - The scarcity mindset and focusing on what's important as a startup 26:00 - Saying "no" sets up a brick wall for the customer 29:42 - What's next for sales development and Cirrus 37:00 - Brandon's "why" Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information. Sign up for our <a href="https://thewhyandthebuy.com/book-club-registration/" rel="nofollow" target="_blank">book club!</a> 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? <a href="https://thewhyandthebuy.com/newsletter-registration/" rel="nofollow" target="_blank">We have a newsletter!</a>

141 Startup Mindset Insights with Brandon Bruce

The 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 next commission check.  On today’s podcast…  1:50 - Jeff and Christie review Mike's upcoming book #SalesTruth  3:48 - "I think everything gets in the way of executing fundamentals." 8:43 - Jeff and Mike help a salesperson win a deal by pushing back 11:30 - Part of the selling process is keeping your client from getting into trouble in the process 15:10 - A challenge to the wimpy salesperson 19:40 - "We have got to act like professional sellers. We have to own our process. We need to do better discovery. We have to be able to articulate the value of what we bring." 22:30 - The best salespeople do these two things... 25:37 - Mike tells real stories about real salespeople. 28:52 - Kylie Jenner's success doesn't have anything to do with your success 31:18 - Mike uses Michael Wyatt's book to set his calendar and his routine  34:06 - When Jeff Bajorek realized he could be good at selling 37:11 - Mike longs for the selling days of yore We have a new website. Listen to past episodes and get more from Jeff and Christie! Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you. The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!  Sell or Die  Hidden Stories with Jeremy Fulkerson  Wheelbarrow Profits Women Your Mother Warned You About

The 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 next commission check.  On today’s podcast… <a href="https://www.amazon.com/Sales-Truth-Debunk-Powerful-Principles/dp/1595557229/ref=sr_1_1?keywords=sales+truth&amp;qid=1554947480&amp;s=books&amp;sr=1-1" rel="nofollow" target="_blank"> 1:50 - Jeff and Christie review Mike's upcoming book #SalesTruth</a>  3:48 - "I think everything gets in the way of executing fundamentals." 8:43 - Jeff and Mike help a salesperson win a deal by pushing back 11:30 - Part of the selling process is keeping your client from getting into trouble in the process 15:10 - A challenge to the wimpy salesperson 19:40 - "We have got to act like professional sellers. We have to own our process. We need to do better discovery. We have to be able to articulate the value of what we bring." 22:30 - The best salespeople do these two things... 25:37 - Mike tells real stories about real salespeople. 28:52 - Kylie Jenner's success doesn't have anything to do with your success <a href="https://freetofocus.com/" rel="nofollow" target="_blank">31:18 - Mike uses Michael Wyatt's book to set his calendar and his routine </a> 34:06 - When Jeff Bajorek realized he could be good at selling 37:11 - Mike longs for the selling days of yore <a href="http://thewhyandthebuy.com" rel="nofollow" target="_blank">We have a new website. Listen to past episodes and get more from Jeff and Christie!</a> Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you. The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts! <a href="https://itunes.apple.com/us/podcast/sell-or-die-with-jeffrey-gitomer-and-jennifer-gluckow/id1024207975?mt=2" rel="nofollow" target="_blank"> Sell or Die</a> <a href="https://itunes.apple.com/us/podcast/hidden-stories-with-jeremy-fulkerson/id1439845084?mt=2" rel="nofollow" target="_blank"> Hidden Stories with Jeremy Fulkerson</a> <a href="https://itunes.apple.com/us/podcast/wheelbarrow-profits-podcast-multifamily-real-estate/id1025080737?mt=2" rel="nofollow" target="_blank"> Wheelbarrow Profits</a> <a href="https://womenyourmotherwarnedyouabout.com" rel="nofollow" target="_blank">Women Your Mother Warned You About</a>

To Tell the #SalesTruth with Mike Weinberg

He's one of the biggest fans of the podcast and we're one of his biggest fans. Mark the Sales Hunter is back again with more strategies for your next sales call and insight into the buyer/seller relationship that will hit you like a ton of bricks. Mark Hunter began his career carrying the bag for three Fortune 200 companies in both sales leadership and marketing positions. During those 15 years, he rose through the organizations to command senior positions, leading hundreds of salespeople. It was the experience of those corporate positions, combined with the shortcomings he saw in salespeople, that led him to become a sales consultant, speaker and coach. Today, he's travelling the world helping salespeople grow and talking about his two books, , High-Profit Selling: Win the Sale Without Compromising on Price, and High-Profit Prospecting. Mark wants you to change the way you view the customer relationship and become that person's research and development department. Don't sell to them, work for them! We'll also discuss how networking is more about who you introduce not who you meet and what the new workforce that you might be managing or selling to ACTUALLY values. On today’s podcast… 2:00 - Being a customer's research and development department 5:38 - We can take of prospects AND existing customers 12:30 - Trust before demo 16:00 - The lost art of introducing people 21:42 - Prospecting versus Professional Growth 25:00 - Millennials and Gen-Z workers and prospects are looking for these two things 30:00 - Never end a relationship without asking this question first 34:40: The right, privilege, honor and respect We have a new website. Listen to past episodes and get more from Jeff and Christie! Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you. The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!  Sell or Die  Hidden Stories with Jeremy Fulkerson  Wheelbarrow Profits Women Your Mother Warned You About

He's one of the biggest fans of the podcast and we're one of his biggest fans. Mark the Sales Hunter is back again with more strategies for your next sales call and insight into the buyer/seller relationship that will hit you like a ton of bricks. Mark Hunter began his career carrying the bag for three Fortune 200 companies in both sales leadership and marketing positions. During those 15 years, he rose through the organizations to command senior positions, leading hundreds of salespeople. It was the experience of those corporate positions, combined with the shortcomings he saw in salespeople, that led him to become a sales consultant, speaker and coach. Today, he's travelling the world helping salespeople grow and talking about his two books, , <a href="http://www.amazon.com/High-Profit-Selling-Without-Compromising-Price/dp/0814420095/ref=sr_1_1?ie=UTF8&amp;qid=1402768950&amp;sr=8-1&amp;keywords=high+profit+selling" rel="noopener nofollow" target="_blank">High-Profit Selling: Win the Sale Without Compromising on Price</a>, and <a href="https://www.amazon.com/High-Profit-Prospecting-Powerful-Strategies-Breakthrough/dp/0814437761/ref=sr_1_1?ie=UTF8&amp;qid=1487558635&amp;sr=8-1&amp;keywords=high-profit+prospecting" rel="noopener nofollow" target="_blank">High-Profit Prospecting.</a> Mark wants you to change the way you view the customer relationship and become that person's research and development department. Don't sell to them, work for them! We'll also discuss how networking is more about who you introduce not who you meet and what the new workforce that you might be managing or selling to ACTUALLY values. On today’s podcast… 2:00 - Being a customer's research and development department 5:38 - We can take of prospects AND existing customers 12:30 - Trust before demo 16:00 - The lost art of introducing people 21:42 - Prospecting versus Professional Growth 25:00 - Millennials and Gen-Z workers and prospects are looking for these two things 30:00 - Never end a relationship without asking this question first 34:40: The right, privilege, honor and respect <a href="http://thewhyandthebuy.com" rel="nofollow" target="_blank">We have a new website. Listen to past episodes and get more from Jeff and Christie!</a> Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you. The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts! <a href="https://itunes.apple.com/us/podcast/sell-or-die-with-jeffrey-gitomer-and-jennifer-gluckow/id1024207975?mt=2" rel="nofollow" target="_blank"> Sell or Die</a> <a href="https://itunes.apple.com/us/podcast/hidden-stories-with-jeremy-fulkerson/id1439845084?mt=2" rel="nofollow" target="_blank"> Hidden Stories with Jeremy Fulkerson</a> <a href="https://itunes.apple.com/us/podcast/wheelbarrow-profits-podcast-multifamily-real-estate/id1025080737?mt=2" rel="nofollow" target="_blank"> Wheelbarrow Profits</a> <a href="https://womenyourmotherwarnedyouabout.com" rel="nofollow" target="_blank">Women Your Mother Warned You About</a>

Building Walls and Making Sales Calls with Mark Hunter

Christie 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 re-evaluating your direction in life or career? How about starting with a mixtape? Christie has a playlist of wisdom that will get you in a thinking mood this week. 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 only takes a second and helps us make more podcasts for you. Want more from Jeff and Christie? We have a newsletter!

Christie 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 re-evaluating your direction in life or career? How about starting with a mixtape? Christie has a playlist of wisdom that will get you in a thinking mood this week. 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 <a href="http://thewhyandthebuy.com/book-club-registration/" rel="nofollow" target="_blank">book club!</a> 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? <a href="http://thewhyandthebuy.com/newsletter-registration/" rel="nofollow" target="_blank">We have a newsletter!</a>

120 Monday Musing: Life is a Mixtape

Jeff Bajorek

We'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 world strategies that will lead to real business connections that if you play your cards right can become real customers. On today’s podcast 1:50 - Jeff's feeling a little weird about being a guest on his own show 5:17 - Jeff does not enjoy collecting connections 9:57 - Making sure you give AND get from the people you network with 16:46 - How do you find valuable, fulfilling connections 19:30 - Jeff's top networking tips for newbies 26:30 - How to connect with someone digitally for the first time 32:30 - Networking doesn't have to be complicated 36:20 - Talk to people you don't like 40:00 - Jeff Bajorek's "why" Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information. 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!

We'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 world strategies that will lead to real business connections that if you play your cards right can become real customers. On today’s podcast 1:50 - Jeff's feeling a little weird about being a guest on his own show 5:17 - Jeff does not enjoy collecting connections 9:57 - Making sure you give AND get from the people you network with 16:46 - How do you find valuable, fulfilling connections 19:30 - Jeff's top networking tips for newbies 26:30 - How to connect with someone digitally for the first time 32:30 - Networking doesn't have to be complicated 36:20 - Talk to people you don't like 40:00 - Jeff Bajorek's "why" Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information. Sign up for our <a href="http://thewhyandthebuy.com/book-club-registration/" rel="nofollow" target="_blank">book club!</a> 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? <a href="http://thewhyandthebuy.com/newsletter-registration/" rel="nofollow" target="_blank">We have a newsletter!</a>

112 Jeff Bajorek is Not a Connection Collector

Gina Trimarco

The concept of "Yes and" is a cornerstone of improv comedy. Now you may wonder what that has to do with you. Well, our guest today Gina Trimarco is here to tell you. Gina is a sales trainer, a consultant with Pivot10 Results, founder of Carolina Improv Company and host of the wonderful Women Your Mother Warned You About podcast. She talks with us today about how the principle of "Yes and" can be used to re-energize a stale or broken sales strategy. It's about opening yourself up to possibilities before saying no, being able to read others and to respond quickly. And sometimes, when situations are the most difficult, using "Yes and" will help you perform at your best.  -- Join our new listener group for discussions about episodes and other helpful resources for your business! --- Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you. --- The Why and The Buy is a Pod About It Production.

The concept of "Yes and" is a cornerstone of improv comedy. Now you may wonder what that has to do with you. Well, our guest today Gina Trimarco is here to tell you. Gina is a sales trainer, a consultant with Pivot10 Results, founder of Carolina Improv Company and host of the wonderful Women Your Mother Warned You About podcast. She talks with us today about how the principle of "Yes and" can be used to re-energize a stale or broken sales strategy. It's about opening yourself up to possibilities before saying no, being able to read others and to respond quickly. And sometimes, when situations are the most difficult, using "Yes and" will help you perform at your best.  -- <a href="https://bit.ly/whybuygroup" rel="nofollow" target="_blank">Join our new listener group for discussions about episodes and other helpful resources for your business!</a> --- Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you. --- <a href="https://podaboutit.com" rel="nofollow" target="_blank">The Why and The Buy is a Pod About It Production.</a>

Yes And... with Gina Trimarco

Steve Nudelberg

This week's guest is Steve Nudelberg, author of Confessions of a Serial Salesman: 27 rules for influencers and leaders that will change your life and business. Steve Nudelberg's attitude has kept him at the top of his game in sales and life. It's evident in his writing, speaking and sales training. Today we discuss how he achieved that attitude, how the world of sales is changing and what he thinks you should be doing right now to take advantage and beat your competition. Check out Steve's website nudelberg.com and follow him on twitter @Nudelberg 1:49 - How Steve manages to stay on fire and how that's propelled all of his success. 5:50 - Why did Steve decide on 27 rules? 14:30 - "If you spend all your time trying to sell something, that feels like a very shallow existence." 18:30 - Steve's "At-Bat" principle of sales 33:30 - Steve's killer reading recommendations

This week's guest is Steve Nudelberg, author of Confessions of a Serial Salesman: 27 rules for influencers and leaders that will change your life and business. Steve Nudelberg's attitude has kept him at the top of his game in sales and life. It's evident in his writing, speaking and sales training. Today we discuss how he achieved that attitude, how the world of sales is changing and what he thinks you should be doing right now to take advantage and beat your competition. Check out Steve's website <a href="http://nudelberg.com" rel="nofollow" target="_blank">nudelberg.com</a> and follow him on twitter <a href="http://twitter.com/nudelberg" rel="nofollow" target="_blank">@Nudelberg</a> 1:49 - How Steve manages to stay on fire and how that's propelled all of his success. 5:50 - Why did Steve decide on 27 rules? 14:30 - "If you spend all your time trying to sell something, that feels like a very shallow existence." 18:30 - Steve's "At-Bat" principle of sales 33:30 - Steve's killer reading recommendations

46 Steve Nudelberg is on fire for sales and life

Antony Rhine

We'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 on purpose and change that will leave you thinking...and planning your next moves. Learn more about Octiv here. On today's show... 1:30 - Learn more about Jeff Bajorek's "Office Hours" program 5:00 - How Antony uses a "serial killer" notebook to juggle account sales AND management level responsibilities 7:15 - Why Antony developed his planning system 8:50 - Is there a negative perception of "the planner" around the office? 11:40 - Can your "why" change? 15:29 - Embracing the messy world and adapting a growth mindset 22:50 - How far out does Antony plan in detail and how rigid is his plan? 29:15 - What's missing from most people's planning process? 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!

We'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 on purpose and change that will leave you thinking...and planning your next moves. Learn more about Octiv <a href="https://octiv.com/" rel="nofollow" target="_blank">here</a>. On today's show... 1:30 - Learn more about Jeff Bajorek's "Office Hours" program 5:00 - How Antony uses a "serial killer" notebook to juggle account sales AND management level responsibilities 7:15 - Why Antony developed his planning system 8:50 - Is there a negative perception of "the planner" around the office? 11:40 - Can your "why" change? 15:29 - Embracing the messy world and adapting a growth mindset 22:50 - How far out does Antony plan in detail and how rigid is his plan? 29:15 - What's missing from most people's planning process? Sign up for our <a href="http://thewhyandthebuy.com/book-club-registration-january-2018/" rel="nofollow" target="_blank"> book club!</a> 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? <a href="http://thewhyandthebuy.com/newsletter-registration/" rel="nofollow" target="_blank">We have a newsletter!</a>

68 Preparing like a serial killer with Antony Rhine

Christie 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. 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!

Christie 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. 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? <a href="http://thewhyandthebuy.com/newsletter-registration/" rel="nofollow" target="_blank">We have a newsletter!</a>

91 Monday Musing: Getting Back to Basics

Andy Paul

A lot of sales techniques and strategies zero in on the closing process, the finish line...but what about the starting line.  Today's guest Andy Paul, believes the first interaction in every sale is the most critical and a lot of sales professionals are not devoting the care and attention to that initial step. Andy is unconventional, a rule breaker and an original thinker.  Andy has been in sales for over four decades. Now he is on a mission to educate sales leaders and sales professionals about the power of continuous learning to transform how they perform. He is #8 on LinkedIn’s list of the Top 50 Global Sales Experts to follow. His podcast, Accelerate!, is on the top of every list of the best sales podcasts with nearly 2 million downloads to date. Accelerate! is also on INC’s list of the top leadership podcasts. His two award-winning books, Zero-Time Selling and Amp Up Your Sales, were both Amazon best-sellers. Enjoy this wide ranging discussion on the sales process, the sales life and breaking all the rules.  On today’s podcast... 2:47 - The first interaction in sales is the most critical. Are you handling it correctly? 4:50 - The best opening question to ask when forming a relationship 8:20 - Technology may evolving quickly but are we as human beings evolving just as quickly? 12:00 - The Hidden Biases of Good (Sales) People 16:28 - Know your math...If I just do enough of something, I'm going to get a certain number of results 20:10 - "I think we should fire you." Andy breaks the rules and becomes successful. 25:25 - Turning SDR turnover into consistent career professionals 29:14 - "We train our pets, we educate our people" 34:31 - Personal growth, professional growth, sales growth 38:56 - Andy's "why" Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you. The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!  Sell or Die  Hidden Stories with Jeremy Fulkerson  Selling With Soul  Wheelbarrow Profits Women Your Mother Warned You About

A lot of sales techniques and strategies zero in on the closing process, the finish line...but what about the starting line.  Today's guest Andy Paul, believes the first interaction in every sale is the most critical and a lot of sales professionals are not devoting the care and attention to that initial step. Andy is unconventional, a rule breaker and an original thinker.  Andy has been in sales for over four decades. Now he is on a mission to educate sales leaders and sales professionals about the power of continuous learning to transform how they perform. He is #8 on LinkedIn’s list of the Top 50 Global Sales Experts to follow. His podcast, Accelerate!, is on the top of every list of the best sales podcasts with nearly 2 million downloads to date. Accelerate! is also on INC’s list of the top leadership podcasts. His two award-winning books, Zero-Time Selling and Amp Up Your Sales, were both Amazon best-sellers. Enjoy this wide ranging discussion on the sales process, the sales life and breaking all the rules.  On today’s podcast... 2:47 - The first interaction in sales is the most critical. Are you handling it correctly? 4:50 - The best opening question to ask when forming a relationship 8:20 - Technology may evolving quickly but are we as human beings evolving just as quickly? 12:00 - The Hidden Biases of Good (Sales) People 16:28 - Know your math...If I just do enough of something, I'm going to get a certain number of results 20:10 - "I think we should fire you." Andy breaks the rules and becomes successful. 25:25 - Turning SDR turnover into consistent career professionals 29:14 - "We train our pets, we educate our people" 34:31 - Personal growth, professional growth, sales growth 38:56 - Andy's "why" Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you. The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts! <a href="https://itunes.apple.com/us/podcast/sell-or-die-with-jeffrey-gitomer-and-jennifer-gluckow/id1024207975?mt=2" rel="nofollow" target="_blank"> Sell or Die</a> <a href="https://itunes.apple.com/us/podcast/hidden-stories-with-jeremy-fulkerson/id1439845084?mt=2" rel="nofollow" target="_blank"> Hidden Stories with Jeremy Fulkerson</a> <a href="https://itunes.apple.com/us/podcast/selling-with-soul/id1432226036?mt=2" rel="nofollow" target="_blank"> Selling With Soul</a> <a href="https://itunes.apple.com/us/podcast/wheelbarrow-profits-podcast-multifamily-real-estate/id1025080737?mt=2" rel="nofollow" target="_blank"> Wheelbarrow Profits</a> <a href="https://womenyourmotherwarnedyouabout.com" rel="nofollow" target="_blank">Women Your Mother Warned You About</a>

186 Breaking the Rules with Andy Paul

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