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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

94 Monday Musing: Who Reaches You?

4/22/2018
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On today's Monday Musing Jeff digs into the word reach as part of this month's theme: reach and reputation. We've spent April discussing how you can extend your reach, impact more people's lives and increase your market share. Today we flip the script and ask, "Who is reaching you?" Who do you surround yourself with? Who's voice has an impact on the way you operate in life and in business? With all of the so-call experts in our field, are you able to filter the nonsense from the truly...

Duration:00:08:20

93 Thought Leader: Keenan Wants to Show You the "Show Me" Economy

4/18/2018
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Our thought leader is month is Keenan, A Sales Guy Inc’s CEO/President and Chief Antagonist. This is reach and reputation month and when we think of reach, we think of Keenan because he popularized the term! He’s been selling something to someone for his entire life and it's made him one of the most authentic thought leaders we've had. He’s been teaching and coaching almost as long. With over 20 years of sales experience, which he’ll tell you he doesn’t give a s#%t about, Keenan has been...

Duration:00:51:01

92 Pissing Off The CEO with Jack Kosakowski

4/17/2018
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Our guest this week is, Jack Kosakowski, CEO of Creation Agency US division and a digital marketing pioneer. Basically, he's a sales guy running a marketing agency. When Jack began his career he struggled to understand the meaning and worth of marketing. It was only after he entered the sales world and began to understand the value of marketing himself digitally that he truly found his calling and reached his full potential. Jack is here to help you evaluate the true value of the content...

Duration:00:41:31

91 Monday Musing: Getting Back to Basics

4/15/2018
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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,...

Duration:00:14:39

90 IT in the D with Bob Waltenspiel

4/10/2018
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Our guest this week is Bob Waltenspiel, co-founder of the Podcast Detroit network and host of several podcasts, among them, IT in the D, a podcast that's helping IT professionals across the US. The podcast grew out of an idea Bob had for a different kind of networking group. He wanted something that resembled an anti-Chamber of Commerce for people that were doing the same thing he was doing. In this episode he'll tell us how he increased the reach of his networking group and established...

Duration:00:34:47

89 Monday Musing: Rethink Your Connections

4/8/2018
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On today's Monday Musing, Jeff recalls an incident on a previous episode of the podcast that has completely reshaped the way he thinks about his connections online. He's asking the tough question about his connection group and you should be too. How many of those people in your connection group are you actually connected to? How many of them do you know? How many of them are worth talking to? How many of them are bots? Have you heard about our Small Business Breakthrough program? If you...

Duration:00:07:02

88 April Kickoff: Reach and Reputation Month

4/4/2018
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In this episode we're recapping some of the amazing things we've learned from our guests in the month of March and introducing our theme for April: reach and reputation. This month we'll explore how to extend your reach in whatever market you are in and gain the reputation that will lead you to more relationships, more referrals and ultimately...more sales. !ANNOUNCEMENT! We're excited to announce the release of the beta version of our Small Business Breakthrough Program this month and we...

Duration:00:49:02

87 Donald C. Kelly

4/3/2018
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Our guest this week is, Donald C. Kelly, Founder and Chief Sales Evangelist at The Sales Evangelist. He's spreading the good news that it's great to be in sales and creating a community of people to help support each other in this business. He's the perfect guest to kick off Reach and Reputation month because his goal is to reach out and help every type of sales person from the newbie who needs the basics to the savvy veteran who needs some new tricks. Today we discuss his interesting...

Duration:00:40:42

86 Monday Musing: Who Do You Serve?

4/1/2018
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On this week's Monday Musing, Christie has a homework assignment: ask yourself "Who do I serve?" The word serve can have a lot of different meanings for a lot of people's lives. We should all be striving to serve our customers better but what about our community? Giving back not only enriches the lives of others it also delivers inspiration, positivity and value to the person serving. Those are all things that you can take with you into your next prospecting call, all things that will...

Duration:00:12:22

85 The Non-Negotiables of Selling with Larry Levine

3/27/2018
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Our guest this week is, Larry Levine. Larry went from the old-school copier sales industry to helping salespeople everywhere develop new-school business development strategies as co-founder of The Social Sales Academy. Larry coaches sales reps to leverage social to build out their credibility, prospect for new business opportunities and to protect their current account base. In 2009 Larry started incorporating LinkedIn and social into his sales process. Using the LinkedIn platform and...

Duration:00:49:33

84 Monday Musing: Quality over Quantity

3/25/2018
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A few weeks ago Christie discussed "Quantity over Quality" for preparation month. This month is all about prospecting and Jeff is flipping the script on that idea in this week's Monday Musing. Does it still make any sense to dial for dollars? To make 100 cold calls a day? Or is some of that time better spent building relationships? Sign up for our book club! Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you. Want more...

Duration:00:06:12

83 Becoming a Sales Renegade with Matt Goudy

3/20/2018
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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...

Duration:00:45:37

82 Monday Musing: Keep It B.R.I.E.F

3/18/2018
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Losing out on a sale, getting laid off, receiving bad news... Disappointment and unexpected events are a part of all of our lives. Today, Christie has a strategy that you can use as motivation to help yourself transition from loss to gain, from disappointment to acceptance. You can decrease your recovery time and increase your well-being by keeping it B.R.I.E.F. Sign up for our book club! Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make...

Duration:00:05:32

81 March Thought Leader: Anthony Iannarino

3/14/2018
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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...

Duration:00:46:35

80 Are we addicted to the SDR? with Derrick Williams

3/13/2018
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Our guest this week is Derrick Williams founder of 3Link Consulting. Derrick is a highly experienced and accomplished sales professional, spending over 20-years driving sales for businesses of all sizes, from F500 to VC-backed startups. Derrick's mission for 3Link is to ultimately help people and businesses reach their goals. He wants to be the “missing link” for businesses who were looking to find new customers. Helping other people win in sales is my idea of success. We discuss and...

Duration:00:37:20

79 Monday Musing: Sales Lessons From an Arrogant Bastard

3/11/2018
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Prospecting requires swagger. How much you have and how successful your prospecting will be is up to you. On this week's Monday Musing, Jeff is blown away by the swagger of a beer company. Their marketing strategy is aggressive, honest and targeted to ensure that the people they speak to are the people that will line up to buy whatever they release. What lessons can be taken away from a beer company that can have your sales feeling sudsy? Listen and share with a friend over a cold...

Duration:00:06:56

78 Badassing your brand with Pia Silva

3/6/2018
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Our guest this week is, Pia Silva, author of the book Badass Your Brand. Pia is a speaker, Forbes.com contributor and branding expert for Worstofall Design. She's here today to talk about narrowing your brand focus and deciding on where you fit best within your marketplace. It can be a scary process but ultimately one that will make you a leader and expert in your field. Pia's ideas on branding and entrepreneur ship will reshape how you think about your business and your sales and...

Duration:00:38:53

77 Monday Musing: Your Sales Ecosystem

3/4/2018
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It's time to go beyond the buyer persona and start thinking about your sales ecosystem. Who are the subsets of people who are influenced by you directly and indirectly that can lead to future sales? Your colleagues, partners, customers and competitors, even social influencers, there's a message for each one of those individuals inside of your ecosystem. There's a connection or a relationship that needs to be built with each one of those individuals. Sign up for our book club! Don’t...

Duration:00:08:01

76 March is Prospecting Month

2/28/2018
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We're wrapping up our month-long quest to get prepared and getting you ready for March and our new theme, prospecting. Join us as we relive and analyze the best moments from February and discuss what amazing guests and topics await our deep dive into the art and science of acquiring more business. On today’s podcast 1:15 - Where are you in sales as we enter March? 3:00 - Avoiding the Q4 blitz 12:00 - Recapping February's focus on preparation 17:50 - We interviewed a very smart, very...

Duration:00:41:24

75 Tactical Health and Tactical Sales with Luis Rivera

2/27/2018
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Our guest this week is Luis Rivera, CEO for the Tactical Athlete Health & Performance Institute (TAHPI). TAHPI is based on the premise that firefighters should be treated like professional athletes as their health and fitness is critical to meeting the demands of the job. Luis shares the amazing story of how he came to this unique idea and how he sold it to major cities across the United States. He navigated a long complex sales process but remained flexible and let the power of his bold...

Duration:00:34:47

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