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The Why and The Buy

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When you know your why, your hows and your whats get a whole lot better. 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.

When you know your why, your hows and your whats get a whole lot better. Join Christie Walters and Jeff Bajorek as they review books, interview thought leaders, and discuss topics critical to success in business and in life. Certified by Sales Guru, Jeffrey Gitomer, Christie and Jeff have both dedicated their careers to helping others uncover their passion, unblock their path, and achieving greatness in sales and in life.
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Location:

United States

Description:

When you know your why, your hows and your whats get a whole lot better. 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.

Language:

English

Contact:

7706876678


Episodes

Disciplines Are Greater Than Goals with Anthony Iannarino

8/14/2019
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As part of our Thought Leader series we're welcoming Anthony Iannarino, a highly respected international speaker, bestselling author, entrepreneur, and sales leader specializing in the complex business-to-business (B2B) sale. He is also a founder and managing partner of two closely-held, family-owned businesses in the staffing industry, leading both entities in strategic planning while growing sales. Anthony is best known for his work at The Sales Blog, which has helped him gain recognition...

Duration:00:48:30

Your Yes! Attitude

8/7/2019
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Jeff and Christie discuss the kind of attitude, mindset and will it takes to be a success with the help of wisdom from Jeffrey Gitomer, Seth Godin and even Dr. Suess. Attitude lays at the foundation of your why and why people buy. But is our attitude etched at birth or can we change a negative attitude to a positive attitude? How big are factors like perspective, what we consume and who we're with? Originally Aired January 17th, 2017 On today’s podcast… 2:03 - Gold Book, Yellow Book,...

Duration:00:39:45

Monday Musing: You Don't Have a Closing Problem

8/5/2019
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Can you teach me how to close? I need to close more sales. I have a closing problem. I feel like I'm getting the ball really close to the finish line, really close to the goal line and I just can't seem to get it all the way over. I've got news for you. You don't have a closing problem. There are many potential problems in your sales process. There's no such thing as a sale that closes itself, but when you do things the right way, on time, when you make sure that the next step is...

Duration:00:18:54

When to Go All-In with Gwen Jimmere

7/31/2019
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Gwen Jimmere survived domestic abuse, a grueling divorce, and losing her main sources of income all while raising a child. She not only survived, she thrived. She began Naturalicious as a way to generate income for her and her son Caiden and help women like her take care of their hair, save time and save the Earth. Now Caiden is 8 years old and helping Gwen with a business that is one of the fastest growing hair companies in the world. Her amazing story of resilience is one that everyone...

Duration:00:37:33

You Don't Have to Be a Doctor to Save Lives with Greg Linton

7/24/2019
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Today we are profiling the inspiring story and mission behind the company Perinatal Access, founded by our guest, Greg Linton. Greg's mission, his purpose, his why is grounded in using technology to solve a problem for expectant mothers with high risk pregnancies. In these situations, time is of the essence and access to a doctor can be critical for the life of the mother and child. But some of these mothers live in places where a drive to the specialist they need can be 3 or even 4 hours...

Duration:00:35:59

Monday Musing: Gratitude

7/22/2019
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That feeling when your heart is full, your eyes well up a bit and your stomach feels funny, that feeling of gratitude. It can hit you at any moment. Last week it hit Jeff at a golf outing with his friends in beautiful Bandon Dunes, Oregon. Gratitude is a feeling that is intricately and inexorably linked to our mental, emotional and business health. Having gratitude is important but recognizing moments where you are experiencing gratitude and sharing that with others is essential. We're...

Duration:00:10:08

Whatcha' Readin? #7: Eureka factor, #SalesTruth, Three Day Effect and the Greatest Salesman

7/17/2019
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It's time for Round 2 of our new book club called Whatcha Readin'?. Jeff, Christie and guest hosts get together to deliver fantastic, life-changing, thought provoking book recommendations from renowned and more obscure sales thinkers. This week's clubber is... DeJuan Brown! He is a Regional Sales Manager for Bloomberg BNA. Two of his most important life lessons were learned while sliding dirty dinnerware into a plastic tub. He was a 15-year old busboy at a restaurant called "Spinnakers,”...

Duration:00:40:36

Monday Musing: Overtalking

7/15/2019
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Why do we overtalk ourselves out of relationships, networking opportunities and ultimately sales? It's easy to blame our own selfishness or narcissism, a focus on ourselves, but oftentimes (maybe even a majority of the time) we overtalk because we're too focused on helping our prospect or customer. But the biggest problem with overtalking is not why we do it or how often we do it but that sometimes we don't realize that we're even doing it. Today, Christie helps you determine if you're an...

Duration:00:09:26

Building Walls and Making Sales Calls with Mark Hunter

7/10/2019
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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...

Duration:00:40:46

Monday Musing: The Myth of Downshifting

7/8/2019
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There are several schools of thought on how to achieve a better work/life balance. Some of those schools ask us to actively slow down, downshift and keep working at a lower level focus while spending time with those we love. These always-on theories of work come with all sorts of unintended consequences. If you're working with the proper focus, boundaries and purpose do you need to downshift? Or can you achieve what you want to achieve in your work and have the ability to completely stop...

Duration:00:08:42

Going for No with Andrea Waltz

7/3/2019
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Andrea Waltz loves to hear people tell her, "No." She believes that getting a no from a prospect or customer can be a first, middle or last step to a sale if you're paying attention. Andrea teaches business owners, entrepreneurs and salespeople at every level of experience how to reprogram the way they think about failure, rejection, and hearing the word, no to get better results. I believe this is the single biggest factor that keeps most people from achieving the lives and careers of...

Duration:00:37:26

Monday Musing: Managing Key Accounts

7/1/2019
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The challenges of having Christie took a role in January managing several global accounts along with a team of people within her organization. I have several accounts that I work with at at varying degrees and I've noticed a couple of trends that have bubbled to the top on those that are successful and those that are still struggling. So when I think about those accounts that are most successful within our organization, there are some common factors. The first is that we've taken a hard...

Duration:00:09:34

Positive Uncertainty with Meridith Elliott Powell

6/26/2019
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Why does uncertainty always have to be viewed negatively? That's what is on the mind of today's fantastic guest, Meridith Elliott Powell, business growth expert and keynote speaker. She says uncertainty is "change on steroids" and it's naturally scary BUT embracing uncertainty can unlock new levels of your business. Success in your business is all about finding opportunities and opportunities blossom in moments of uncertainty. Today, Meridith will give us simple, common sense, actionable...

Duration:00:35:13

Monday Musing: Your People

6/24/2019
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The great Jim Rohn once said, "You are the average of the five people you hang out with most." Who are your five? Who are your people? Being conscious about the environment you make for yourself extends beyond the feng shui of your desk. The people you surround yourself often affect what you do with your time and what you do with your time often influences how productive, creative and ultimately how successful you are. Today Jeff discusses his people and how they have helped him become...

Duration:00:09:08

The Philosophy of Account Planning

6/19/2019
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Are you developing a plan to make your next 10 sales? Have you developed a strategy to improve your prospecting? Is there a difference in those two things and if so, which should come first? The debate is ON today on The Why and The Buy! Christie and Jeff debate the merits, differences, and semantics around developing a sales execution plan. PLUS! Christie gives some insight, based on her current experience, with planning as part of a team and how to best manage yourself within that plan...

Duration:00:30:33

Monday Musing: Out of Office

6/17/2019
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Summer is here and vacation is on Christie's mind. Are you able to disconnect and unplug from your world even for just a few days? It's very difficult and we're pressured from all angles to always be available to our customers and our prospects. But how is that extended pressure affecting our ability to be present and focused day to day? Vacation is more than rest. Exploring new places and participating in new activities open up your mind to creative ways to approach problems you have in...

Duration:00:09:23

To Tell the #SalesTruth with Mike Weinberg

6/11/2019
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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...

Duration:00:47:01

Monday Musing: Three on One

6/10/2019
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Jeff has the inside story on one of the greatest basketball players to ever play in the NBA who says that playing against him wasn't fair. You weren't playing him one on one...you were playing him three on one. A powerful story of family, purpose, mindset and playing hoops is the subject of this week's amazing Monday Musing. Plus, Jeff talks to you about why talking things out, even to yourself, is an underutilized but powerful tool. We have a new website. Listen to past episodes and get...

Duration:00:09:21

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

6/5/2019
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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...

Duration:00:41:34

Monday Musing: NO

6/3/2019
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Think about all the sales books you've ever read. It's probably not a stretch to assume that 90 to 100 percent of them dealt in some way with getting to the word "yes" with your prospect. Recently, Jeff and Christie interviewed Andrea Waltz co-author of a book called "Go for No." She focuses her attention on helping sales people find a different perspective on the word no. That has Christie thinking about that simple two-letter word. What does it mean when you get a "no?" Can it be a...

Duration:00:08:11