Podcasts by The Why And The Buy
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.
Further podcasts by Christie Walters and Jeff Bajorek
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That's a Wrap! from 2021-12-29T05:00
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...
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Integrity Sells with Todd Caponi from 2021-12-22T05:00
"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 ...
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Increase Your Outreach Odds with Jason Bay from 2021-12-15T05:16:41
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 ...
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The Revealer with Mike Weinberg from 2021-12-08T05:00
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 t...
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Bring The Value with Jeffrey Gitomer from 2021-12-01T05:00
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 ...
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Healthy Conversations with Larry Levine from 2021-11-24T05:00
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 i...
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Intellectual Humility with Anthony Iannarino from 2021-11-17T05:00
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...
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The Great Sales Reset with Mark Hunter from 2021-11-10T05:00
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...
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Time For A Change with Liz Wendling from 2021-11-03T04:00
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 consu...
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Taking a Victory Lap from 2021-11-01T04:00
Today Jeff and Christie are breaking some BIG news. So no spoilers here... Listen and find out!
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Christie's Very Special Guest - Jessica Herrmann from 2021-10-27T04:00
Today's episode is a very personal and engaging one, with none other than Christie's younger sister Jessica Herrmann, Owner/Realtor of Great Georgia Realty.
Jessica details her start in ...
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Body and Mind with Orange Theory Coaches Missy Khasawneh and Erin Klei from 2021-10-20T04:33:31
Today Jeff brings a different twist to the show. A twist of orange - Orange Theory Fitness that is. If you follow Jeff on social media, you may know that he is a member of Orange Theory, and he ...
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Democratizing the Story - Women In Sales Club from 2021-10-13T04:37:13
Today is a really special episode with two extraordinary women, Alexine Mudawar and Gabrielle Blackwell, creators of the Women In Sales Club room on Clubhouse.
They discuss with Jeff how ...
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Rediscovering Discovery with Charles Muhlbauer from 2021-10-06T04:00
You know about discovery right? You just ask a bunch of questions that you already know most of the answers to, and bam! Discovery. Well maybe not.
Today's guest admits that discovery was...
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Emotional In$elligence with Blake Hudson and Terry Arbaugh from 2021-09-29T04:00
Jeff has found some very good groups on Clubhouse, but one standout has been from today's guests - The Emotional In$elligence room with Terry Arbaugh and Blake Hudson. To set the stage for the d...
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Your Biggest Competitor with Lee Salz from 2021-09-22T05:21:06
So that's the question. Who is your biggest competitor? You may have some possibilities pop into your head. But... you may not be right. Today's guest is here to tell you. Lee B. Salz is a leadi...
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Uncrushed: Performance&Mental Health with Tim Clarke from 2021-09-15T04:13:05
Our world has seen some sweeping changes. The sales world, the business world, our personal worlds. In a shifting landscape, people are more ready and willing to change companies or careers. In ...
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Pushing To The Edge with Jordana Zeldin from 2021-09-08T04:00
What's the difference between hearing your first grader play the violin and your high school senior play the violin? One you want to listen to and one you don't, and practice! Our guest today is...
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Modern Selling... With Purpose with Amy Franko from 2021-09-01T04:00
Amy Franko joins the show today. She is a CEO, top keynote speaker, sales consultant and best-selling author of an amazing book called 'The Modern Seller.' This may set off thoughts of ...
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Producer's Pick: The Power of Data – Lessons from Moneyball, Outliers,&How to Become a Rainmaker from 2021-08-25T04:00
Well here we are. The countdown brings us to the very first episode of the podcast ever recorded. This is a very special show to Jeff and Christie and holds so much incredible information that t...
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Producer's Pick: 02 Killing Your Sacred Cows – Challenging Your Beliefs From Zig Ziglar, Tim Ferris, and Malcolm Gladwell from 2021-08-18T04:00
The countdown continues! We are now onto the second episode ever of The Why and The Buy podcast. A gem that shines even brighter now than it did five years ago. Producer Nian Fiedler joins Chris...
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Monthly Musing: Looking Back to Look Forward from 2021-08-16T04:00
Confucius said, "Study the past if you would to define the future." Jeff and Christie agree. You have hopefully been listening to the earliest episodes of the show that we have been running, and...
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Producer's Pick: Sales Call Preparation – Techniques from Jeffrey Gitomer, Harvey Mackay, and Rick Page from 2021-08-11T04:00
Today we continue our run of the very first episodes of The Why and The Buy podcast. Today is episode number 4. Jeff and producer Nian Fiedler give a brief intro of this incredibly informative d...
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Producer's Pick: Personal Preparation – Life Lessons from Julie Morgenstern, Brian Moran, and Best Self Co. from 2021-08-04T04:00
Today we step into the waaaaay back machine and kick off a month revisiting the first four episodes that Jeff and Christie ever recorded. Nian Fiedler joins Jeff for a brief introduction to epis...
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Redemptive Leadership with DeJuan Brown from 2021-07-28T04:00
Numbers or people? What should the focus be in sales, and are they mutually exclusive? Today Jeff and Christie welcome the very long-time friend of the show, DeJuan Brown to answer these questio...
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Outrun The Bear with Justin Michael from 2021-07-21T05:00:45
So what is your TQ? No, not your IQ, or your EQ, but your TQ. That is what today's guest is here to discuss. Justin Michael, co-founder of HYP...
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Producer's Pick: Pia Silva is Back! from 2021-07-14T04:01:49
Today we reach back to an episode from a favorite guest of the show, Pia Silva. Nian and Christie give a short intro about what stood out for them in this lively and inspiring conversation.
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Monthly Musing: Getting Back To Different from 2021-07-12T04:00
Everywhere you turn you hear people talking about "Getting back to normal." But today, Jeff and Christie pose the question - is that what you really want? There are so many curve balls that have...
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Producer's Pick: Succeed By Surrendering with Dan Waldschmidt from 2021-07-07T04:00
Nian Fiedler, the show's producer, joins Christie to do a quick introduction to another gem from the past. See how this episode takes on a whole new meaning when looking back through the lens of...
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Teach Me Sales with Tom Bloomer from 2021-06-30T04:00
Today's guest has sold just about everything under the sun, and enjoyed a long career in one of the most challenging areas - ad sales. So who better to listen to when it comes to getting experie...
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Live from OutBound with Donald C. Kelly from 2021-06-23T04:00
"We're BACK!" This is the message today from Jeff and very special guest, Donald C. Kelly, recorded from the floor of OutBound 2021. Donald C. Kelly, aka The Sales Evangelist started from humble...
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Producer's Pick: Sales 101 with Dawn Deeter from 2021-06-16T05:12:08
Nian Fiedler, the producer of The Why and The Buy podcast, joins Jeff again today with one of his favorite past episodes. Jeff and Nian do a short introduction to this show that aired almost a y...
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Producer's Pick: Doing It Old School with Jay Jensen from 2021-06-09T04:00
Today, Nian Fiedler, the producer of The Why and The Buy podcast, has picked a favorite past episode to revisit. Jeff and Nian do a short introduction to this show that aired about a year ago, t...
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Monthly Musing: Revisiting Old Strategies from 2021-06-07T19:46:56
How long has it been since you've taken a good hard look at some of the processes and strategies that you have had set in cruise control? Weeks? Months? Years?
Jeff and Christie are here ...
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Setting Boundaries with Justine Sones from 2021-06-02T04:00
Today's show is a little different, and much needed. Salespeople and business owners can run themselves into the ground and forget to take a breath. Enter Jeff and Christie's guest, Justine Sone...
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Take 60 Seconds with Nick Capozzi from 2021-05-26T04:00
We're still selling to people! This is something today's guest feels very strongly about, and a mindset that brings him continued results. Nick Capozzi, Founder of SalesPitching and VP of Sales ...
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Connect Through Comedy with Jon Selig from 2021-05-19T04:00
Have you ever seen a really bad stand-up comic? You know the ones - bad timing, aimless stories, not connecting with the audience, using the same old material that didn't work before... Does tha...
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The Velocity Mindset with Ron Karr (Re-Air) from 2021-05-12T04:00
What's more important top speed or velocity? According to our guest today, Ron Karr, when you're racing for the sale, it's all about velocity baby.
For 36+ years, Ron Karr has excelled a...
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CEO vs. Steward with Manuel Amezcua from 2021-05-05T04:00
It's a very special show today as Jeff welcomes one of the top, and most respected business leaders in Detroit, Manuel Amezcua. As Firm President and CEO of MassMutual Great Lakes, he brings a r...
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Monthly Musing: Giving Back from 2021-05-03T04:01
After more than a year of living with Covid, where you may have looked inward and stayed closer to home, it may be the perfect time to think about reaching out and giving back. On today's Monthl...
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Plan To Thrive Because of Uncertainty with Meridith Elliott Powell from 2021-04-28T04:00
Today's guest may be a psychic or have some sort of sixth sense, because she began researching for her book about uncertainty years before Covid. Meridith Elliott...
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Fall In Love With The Problem with David Priemer from 2021-04-21T04:00
Today's guest, David Priemer, Founder and Chief Sales Scientist of Cerebral Selling, arrived at a sales career in very unique way. He was an award-winning research scientist that ended up fallin...
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Mind, Body, Soul and Sales with Larry Long Jr. from 2021-04-14T04:00
Buckle up! Larry Long Jr., speaker, trainer, mentor, and motivator is unleashing his trademark energy and excitement on today's show. It might be all you need to know about what kind of person h...
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The Deterioration of Discipline with Victor Antonio from 2021-04-07T04:00
Very few of us could have foreseen the seismic changes that have occurred over the last year. A lot of salespeople exhausted their pipeline instead of finding new ways to fill it. Even more suff...
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Monthly Musing: New Beginnings from 2021-04-05T04:00
Welcome to the first episode of The Why and The Buy's Monthly Musing. This is a shift away from the solo Monthly Musings, to a new bonus episode with both Jeff and Christie discussing topics tha...
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Outreach Expectations with Jason Bay from 2021-03-31T04:00
Is your outreach cookie-cutter, out dated, missing the target, or crossing the line of annoying? Most of you have probably been guilty of at least one of these. Enter good friend of the show, Ja...
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Whatcha Readin' #11? - Simplicity Is The Best Philosophy from 2021-03-24T05:00
This special episode of Whatcha Readin' #11 takes a decidedly different direction. 'Cause well, "You have brains in your head, you have feet in your shoes, you can steer yourself any direction y...
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Build The Life You Want with Marcus Chan from 2021-03-17T04:00
Marcus Chan, leading sales trainer, consultant and founder of Venli Consulting, joins Jeff and Christie on today's show. Marcus noticed early in his career, the inverse relationship of money and...
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Be a Change Maker with Ben Cohen from 2021-03-10T05:00
Stick with the tried and true or explore different paths that may bring more risk or reward? Today's guest is firmly agrees with the latter. Sales and Marketing Leader Ben Cohen joins Jeff and C...
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Monday Musing: Self-Limiting Belief from 2021-03-08T05:00
There are times in our life, that we get a chance to take part in an incredible opportunity. You may even call it a once in a lifetime opportunity. Unfortunately we are often too quick to throw ...
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The Magic of Finding Your Own Path with Jeff Noel from 2021-03-03T05:30
Will this episode change your life? Listen to the end and it just might. Jeff Noel joins Christie and the other Jeff to talk about his career at Disney before moving onto becoming an author, key...
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Monday Musing: Level Up! from 2021-03-01T05:00
Jeff has spent years coaching and training salespeople to move beyond their limits to reach greater success. But it took the promise of a new year of possibilities and a little help from his fri...
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The Warrior Monk of Sales with Shawn Rhodes from 2021-02-24T05:00
Today's guest has practiced martial arts around the world, lived in mountain temples, and has been an embedded journalist with the US Marines. This has given Shawn Rhodes, author, keynote speake...
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Monday Musing: Trust First from 2021-02-22T05:30
Trust. It's something that has been eroding as of late. But Jeff has a bold proposition that he believes will open doors and enrich and strengthen your business relationships - Trust first.
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Whatcha Readin' #10? - Disruption, Mortality, and Setting Yourself Apart from 2021-02-17T05:00
Let's have a collective cheer for the return of Whatcha Readin'?! where Jeff and Christie welcome special guests to discuss some of the latest intriguing tomes that have really stuck with them. ...
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The Introvert's Edge with Matthew Pollard from 2021-02-10T06:30
It seems obvious that extroverts would have the advantage in sales and networking. But today's guest has been tearing down that stereotype since he was a teenager and has succeeded in a big way....
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Monday Musing: Hyperscheduling from 2021-02-08T05:00
Are you a control freak? Or are you someone that's looking for a better way to schedule your workday? Either way, hyperscheduling can help. Jeff muses today about an idea put forth by a good fri...
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Scoring Sales Goals with Dave Hannan from 2021-02-03T05:00
Today's guest is a great storyteller who also has a great life story. Jeff and Christie welcome Dave Hannan, ex-NHL star and current sales star. Dave talks about his transition from hockey, wher...
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Monday Musing: The Five Desires with Jason Bay from 2021-02-01T06:00
Today is a very special Monday Musing. Jeff has asked some of his top sales friends to share some of their recent musings with The Why and The Buy audience.
Today's guest host is the one...
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Darryl Praill Is Back! from 2021-01-27T05:00
Darryl Praill, sales master, keynote speaker, podcaster, CRO of VanillaSoft and great friend of the show is here to talk about technology. Well... sometimes when Jeff, Christie and Darryl get ta...
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Whatever It Takes with Brandon Bornancin from 2021-01-20T06:00
You've heard about having big goals. What about becoming the greatest sales person on earth? Well today's guest, Brandon Bornancin has that goal and many more.
Brandon is the CEO and Fou...
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Monday Musing: Dangerous Assumptions from 2021-01-18T05:30
Be warned - Jeff is ticked off. But in true The Why And The Buy fashion, he is using it as a lesson for your sales strategy. While working on some more technical aspects of his website, Jeff enc...
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SPECIAL: The Sales Reinvented Podcast with Paul Watts from 2021-01-13T05:00
Sharing is caring...and also wildly informative! This week we're podcast sharing with Paul Watts, host of The Sales Reinvented podcast. Hear an amazing interview with LinkedIn and social sales e...
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Monday Musing: Are You Adapting? from 2021-01-11T05:00
There has been a tremendous amount of change over the last year. Change in pretty much every aspect of our lives. Today Jeff tells a story about his son, and how he has recently taken a leap for...
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Putting A Bow On 2020 from 2021-01-06T05:00
Well 2020 may not have seemed like a gift, but Jeff and Christie are here to wrap it up and slap a bow on it. They discuss the lessons they've learned, and how the tumultuous nature of the past ...
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Monday Musing: Power 30 from 2021-01-04T05:00
Kick off your first workday here with some wisdom from Jeff Bajorek on this Monday Musing. Jeff shares the technique Power 30, that he used with his kids on winter break to get a mess of house c...
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Opening CEO's Hearts and Minds with Mary Grothe from 2020-12-30T06:00
"What am I paying these salespeople to do??" You may have heard this from a president or CEO of a company you've worked for. It comes down to a lack of understanding and connection between the c...
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Radical Candor with Samantha McKenna from 2020-12-23T05:00
The energy and enthusiasm from today's guest is undeniable. Samantha McKenna, sales leader, speaker and founder of #samsales Consulting, joins Jeff and Christie for a candid discussion about "Ra...
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Monday Musing: Get the Meeting from 2020-12-21T05:00
Before you can get into the tactics of getting a meeting, subject lines in your emails, content of your voicemails, you have to have a meeting mindset.
Getting the meeting is a part of t...
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A Complete Process with Phil Gerbyshak from 2020-12-16T06:10
Most salespeople don't have a complete process. Maybe they do, but don't actually follow all of it. In either case, the result is hit or miss, or erratic. Today's guest believes in the power of ...
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Who Do You Want To Be? With Liz Wendling from 2020-12-09T05:00
To succeed and be happy, you have to do more, more, MORE!! How often do we tell ourselves this? Well, today's guest says that is wrong, wrong, wrong. Liz Wendling, author, sales consultant and c...
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Monday Musing: Move The Ball Forward Any Way You Can from 2020-12-07T05:00
This exhausting year is coming to a close and a lot of people are seeing some light at the end of the tunnel come spring. There may not be a lot of activity now, so it's very tempting to let off...
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Making ABM Personal with Kristina Jaramillo from 2020-12-02T06:45
Hashtags, merge tags, trending topics, pressure for daily content and replying to every comment. It can all get a little forced and stale. The same can be said in the real world of sales and mar...
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Monday Musing: Uncertainty from 2020-11-30T05:00
This past year has been tumultuous and left many of us not knowing what tomorrow may bring. With so much uncertainty, how do you know what to expect when trying to make plans for 2021? Luckily C...
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Sales Enablement With A Twist with Amy Hrehovcik from 2020-11-25T05:00
Sales Enablement has been gaining attention over the last several years. The basic idea is that if you provide reps with the right tools and resources they need to convert leads, they'll close m...
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Monday Musing: Thanks from 2020-11-23T05:00
2020 has been a really rough year, full of change, disruption, loss and doubt. But Jeff believes it's time to turn your perspective around. He cracks open a beer and has a heartfelt talk about r...
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Unlocking LinkedIn with Brynne Tillman from 2020-11-18T05:00
LinkedIn can be a powerful tool for salespeople, marketers, and business people, but almost none of them know the best way to leverage it.But there is one person k...
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Monday Musing: What You Can Do from 2020-11-16T05:00
Today's Monday Musing is an excerpt from Jeff Bajorek's free e-book When It Goes Sideways. Listen
Breaking Tradition with the Founders of Spiritless from 2020-11-11T05:30
A seasoned entrepreneur specializing in female owned businesses, a culinary/lifestyle guru, and an award-winning brand boss walk into a bar...
No, this is not the setup to a bad joke. Th...
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Monday Musing: Is Anybody Listening? from 2020-11-09T05:00
The definition of listening is: Make an effort to hear something, or take notice of and act on what someone says. Unfortunately not all of us always make an effort or actively take noti...
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Raising Nonprofits To New Heights with Julia Meadows from 2020-11-04T05:00
Jeff and Christie welcome a long-time listener and first time guest Julia Meadows, Nonprofit Technology Advisor at Kindful. Kindful helps nonprofits better achieve their mission. Many times peop...
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Monday Musing: Add a Little Play to Your Day (Re-Broadcast) from 2020-11-02T05:00
Christie is taking a cue from her grandson this week and finding space in her life for "play." Laughter, smiling, enjoying life, if we deny these human impulses it comes at a great cost to our p...
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I See Salespeople with Christine Rogers from 2020-10-28T04:00
Today's guest has a way of "seeing people." Seeing their core talents, their potential and their ability. Jeff and Christie welcome Christine Rogers, President and COO of Aspireship to the show....
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Monday Musing: Deeper Thought from 2020-10-26T04:00
Take a deep breath...
In today's Monday Musing, Jeff welcomes Doug Branson, the producer of this podcast and of the new Deeper Thought...
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Driving Sales Engagement with Todd Caponi from 2020-10-21T04:30
Happy salespeople who are recognized for their efforts and working in a tight knit group, produce better results and want to stay where they are and keep doing it. That's the summarized message ...
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Heat Up Your Referral Marketing with Mike Hurley from 2020-10-14T04:00
Getting quality referrals is all about creating opportunities. Jeff and Christie welcome someone that knows about this better than almost anyone. Mike Hurley is the Co-Founder and CEO of the ref...
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Monday Musing: Don't Dismiss from 2020-10-12T04:00
In our polarized political climate and our communication through social media, there is a lost art of listening and understanding. Too often when presented with a viewpoint different from our ow...
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Unlock Your Follow Up Super Powers with Jeff Shore from 2020-10-07T04:00
The follow up contact with a potential client remains one of the trickiest and least talked about by sales professionals. Jeff invites Jeff Shore to the program today. Jeff is a speaker, sales t...
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Monday Musing: Stories from 2020-10-05T04:00
"When you're in the middle of a story, it isn't a story at all, but only a confusion..." This quote from Margaret Atwood is the starting point from where Christie launches this weeks M...
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Managing Expectations from 2020-09-30T04:00
A lot has changed over the last six months, and one of those things, is you. How you do your job, your every day personal life, your routine - is different. Today's episode is a thoughtful conve...
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Monday Musing: Four Questions To More Referrals from 2020-09-28T04:00
Right now, you can use all the advice and strategy that you can get in order to keep your pipeline full and get more referrals. Today, Jeff has four simple, but challenging questions to do just...
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Beat The Bots with Anita Nielsen from 2020-09-23T04:00
There is something special and irreplaceable about human connection. This is all the more apparent when we are living in a time when connecting is made more difficult. Today's guest is focused o...
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Monday Musing: Keep Swinging from 2020-09-21T04:00
Jeff has a lot of connections in all levels of the sales world. And the word on the street, is that sales are starting to move again. There are more people seeing projects that have dragged on, ...
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Diving Deeper With Data with Jenny Bristow from 2020-09-16T04:00
Jeff has often said that "Tech doesn't sell, it scales." And today's guest expands on that by bringing incredible insight into the world of data and analytics. Jenny Bristow, moved from Amazon t...
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Monday Musing: New Routines from 2020-09-14T04:00
When schools were closed last spring, and spring turned to summer, and parents started working from home - chaos reigned. Routines and boundaries were broken down, along with a lot of our produc...
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Start Up Your Own Success With Scott Leese from 2020-09-09T04:00
Today Jeff and Christie welcome the always entertaining and straight-talking Scott Leese to the show. One of the hardest working people in sales; Scott is a start up leader, sales consultant, sp...
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Monday Musing: Manage Your Own Expectations from 2020-09-07T04:00
It's become obvious that sales cycles are taking longer these days. You aren't closing deals on your normal timeline and this can throw your whole game off kilter.
On this episode, Jeff ...
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What Does Success Look Like? from 2020-09-02T04:00
What is your definition of success? Do you look at others to gauge your own success? It isn't an easy answer, because it's different for everyone.
Jeff and Christie have a refreshing co...
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Monday Musing: One Thing At A Time from 2020-08-31T04:00
Right now you may be feeling Covid fatigue, stress and strain. The ambitious list of projects you have had sitting on your desk isn't getting checked off.
Jeff is here today to give you ...
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What Is Your Why? from 2020-08-26T04:00
The question that Jeff and Christie ask every week is, "What is your why?" Over the years, they have heard an extensive range of answers, every one of them unique and inspiring in their own way....
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Smart Calling and Smart Training with Art Sobczak (Re-Broadcast) from 2020-08-19T04:00
"More opportunities have been lost from people saying or thinking, 'I've tried that before. I've done that before. I've seen that before.'"
That's from our guest today Art Sobcza...
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Monday Musing: You Can't Forecast What You Can't See from 2020-08-17T04:00
You are probably seeing a lot more volatility in your sales numbers these days. Trying to read into them too much, is the mistake. Today Jeff plainly says, "Forecasts are out the window."
... Listen
Brighten Your Sales Forecast with Mark Hunter (Re-Broadcast) from 2020-08-12T16:00
We are joined today by our good friend Mark Hunter, best selling author, speaker and sales consultant. He brings a no-nonsense approach to selling. Reaffirming his belief that sales, in...
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Make Prospecting Fun Again with Jason Bay (Re-Broadcast) from 2020-08-05T04:00
How do you make a sale to a customer you don't even have yet? Prospecting... and that can strike fear and apprehension into the most seasoned salesperson.
Jason Bay of Listen
Monday Musing: Taking A Break from 2020-08-03T04:00
How much is too much? That is the core question that Jeff poses today, as he himself prepares to go on a much needed vacation. There's been a lot of advice these past few months, and sometimes i...
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Yes And... with Gina Trimarco (Re-Broadcast) from 2020-07-29T04:00
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 c...
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Monday Musing: Guardrails from 2020-07-27T04:00
We are all familiar with guardrails on roadways that keep us on the road when we traverse potentially dangerous areas. But what about guardrails in our professional life and our organizations? Listen
Doing It Old School with Jay Jensen from 2020-07-22T04:00
There are so many new tools and methods to prospect and make connections. But today's guest knows that none of those matter without the foundations of old school sales.
Jay Jensen, CEO o...
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Monday Musing: Twists and Turns from 2020-07-20T04:00
Just when you thought the path was straightening out, the bumps and curves come again. Jeff shares a poignant moment he had this past week, and how it jumped out as a metaphor for the ever chang...
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Defeat Call Reluctance with Connie Kadansky from 2020-07-15T04:00
Just pick up the phone! It's that easy right? Not really. But today's guest is here to break down your call reluctance. Connie Kadansky is a sales trainer, coach and authority on sales communica...
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Monday Musing: Headlines from 2020-07-13T04:00
It's not easy to avoid the headlines these days. And with it, can come stress, anxiety and loss of drive.
Today, Christie tells us about a story she saw on social media from a man who ha...
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Sales 101 with Dawn Deeter from 2020-07-08T04:00
Some salespeople are born with it. Some jump into the sales pool, and it's sink or swim. But there's something new emerging at universities across the country. College courses in sales training....
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Monday Musing: Listen from 2020-07-06T04:00
There is so much going on in our world. Sometimes when we don't feel heard, the reaction is to just speak louder.
Today, Jeff reminds us that the only way to understand and to be underst...
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Don't Fear The Ask with Tony Morris from 2020-07-01T04:00
Why do so many salespeople hesitate or tip-toe around the ask? For today's guest, "ask" is more than just a word. It's a framework that he builds his sales philosophy and training on.
To...
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Monday Musing: Keeping it B.R.I.E.F from 2020-06-29T04:00
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 motiv...
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Good Empathy with Bernadette McClelland from 2020-06-24T04:00
We've heard a lot about empathy lately in regards to our sales approach. But today's guest says that there are different kinds of empathy, and not all of them are good.
Bernadette McClel...
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Monday Musing: What's Really Important from 2020-06-22T04:00
Now that things are beginning to shift to different type of normal, it's time for you to get back to selling by making yourself someone who's worth talking to, and that you have something worth ...
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Succeed By Surrendering with Dan Waldschmidt from 2020-06-17T04:00
Surrender. It's a word that might evoke thoughts of defeat, or giving up. But today's guest will explain how surrendering yourself is freeing, and can inspire you to push yourself to new levels ...
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Monday Musing: Too Worried About the Optics from 2020-06-15T04:00
There is a fine line between holding yourself accountable and being neurotic. What would my boss say if they saw me right now? Does it look like I'm working? Never mind the fact that sales selli...
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Smart Calling and Smart Training with Art Sobczak from 2020-06-10T04:00
"More opportunities have been lost from people saying or thinking, 'I've tried that before. I've done that before. I've seen that before.'"
That's from our guest today Art Sobcza...
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Monday Musing: Sacred Cows from 2020-06-08T04:00
This week Christie is thinking about sacred cows. During a clean out exercise of her office closet she found notes from the very first The Why and the Buy podcast episodes way back in 2017. In o...
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Selling Your Expertise with Liston Witherill from 2020-06-03T04:00
Most salespeople and businesses focus on profitability by selling their time and not their expertise. Today's guest is turning that notion on its head, and stresses the positives of moving away ...
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Monday Musing: Fresh Start from 2020-06-01T04:00
If you were starting your business or sales career right now, what would you do differently? With so many changes happening now, Jeff explains that this is an opportune time to answer that quest...
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Accountability Partners with Dale Dupree from 2020-05-27T04:00
So often in sales, people are looking for the next angle of gimmick to try to up their numbers. Today's guest knows that while new strategies will come and go, a relationship with a trusted acco...
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Monday Musing: Partnerships from 2020-05-26T15:40:44
When's the last time you evaluated your personal and professional partnerships? Christie reflects on the amazing partnership that she has on this podcast and the partnerships that she has built ...
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What's Your Right Now? from 2020-05-20T04:00
So much of what we have heard these last few months has been, how to sell right now, how to position yourself to come back stronger, how to be put aside fear in the face of an uncertain marketpl...
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Monday Musing: Coming Clean from 2020-05-18T04:00
We have been bombarded with positive messages of growth, pivoting, and emerging stronger than before for the last few months. But sometimes expectations skew what is really going on in front of ...
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Become Your Own Walking Billboard with Kenyetta Gordon from 2020-05-13T04:00
"If you can't differentiate yourself, you can't sell."
Today's guest is focused on helping her clients differentiate so that their prospects and clients decide on them. Kenyetta Gordon is...
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Monday Musing: Relationship Mapping from 2020-05-11T04:00
Creating relationships is a vital part of making a sale. But are you paying attention to the details of your relationships? Christie will show you how relationship mapping can help to make those...
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Scaling Up and Sellership with Deb Calvert from 2020-05-06T04:00
What do you need to do to reach the next level in your sales career? Today, Jeff and Christie are joined by Deb Calvert, top sales trainer, founder of The Sales Experts Channel and President of ...
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Monday Musing: So Many Emotions from 2020-05-04T04:00
We can all agree that the world and our lives have changed in significant ways in the last couple months, and moving forward. Many of us are feeling frustration and disappointment, but Jeff and ...
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The Power of Focus with Les Hewitt from 2020-04-29T04:00
Are you getting the things that matter done? Are you actually working on the things you want? Do you even know what you want? Jeff and Christie's guest today will help you to answer these questi...
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Monday Musing: What Is Our Why? from 2020-04-27T04:00
What is your "Why?" It's a question we ask each of our guests at the end of an episode but it’s also a question we ask ourselves and each other. In this episode w...
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Putting The "Social" Back In Social Media with Larry Levine from 2020-04-22T04:00
Today's guest has one overarching message. Business is personal now. Jeff and Christie welcome Larry Levine, sales coach and best-selling author of Selling From The Heart. In a format filled wit...
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Monday Musing: Looking for Work from 2020-04-20T04:00
Big Deals, Win Themes and Soft Touches with Lisa Magnuson from 2020-04-15T04:00
The economy is slowing but there is still work to be done that can win you big deals when the crisis subsides. Author and founder of Top Line Sales, Lisa Magnuson joins Jeff and Christie today a...
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Monday Musing: This Is No Longer a Fun Cruise from 2020-04-13T04:00
Whatcha Readin' #9? All You Have To Do Is Ask from 2020-04-08T04:00
After a bit of a break, it's time again for Whatcha Readin'? Round 9! Jeff, Christie and their favorite guests discuss transformational, thought provoking books about sales and life.
Join...
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Monday Musing: Long on Empathy from 2020-04-06T04:54:31
Yes And... with Gina Trimarco from 2020-04-01T04:00
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 c...
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Monday Musing: The Volcano from 2020-03-30T04:00
Pia Silva is Back! from 2020-03-25T04:00
We are so honored to have one of our very favorite guests, Pia Silva, back on the pod. Author, speaker, consultant, coach and all-around badass. Pia tells us about her newest program that guides...
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Monday Musing: What Now? from 2020-03-23T04:00
Jeff and Christie team up for a special Monday Musing message in these uncertain times. How do we cope with all of these changes to our socioeconomic lives? How do we make sure that we're prepar...
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The New Frontier of Employee Benefits with DeJuan Brown from 2020-03-18T04:00
What are the benefits you expect from the company you work for? Health insurance, 401k, and Dental, are pretty standard fare. But what about Netflix, Grubhub, or ...
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Are You Creating or Consuming? with Patrick Koenig from 2020-03-11T04:00
Our guest today is part sales guy, part brand influencer, part photographer and 100% golf lover. Patrick Koenig boldly changed his path in life by selling his house, buying an RV and traveling f...
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Monday Musing: Willpower from 2020-03-09T18:21:45
If you listen to The Why and The Buy regularly you know that Christie started a 66 day activity challenge at the beginning of the year. She has now come to the end of that challenge and she'll d...
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Retooling Your Referral Process with James Muir from 2020-03-04T05:00
“Referrals are unquestionably the highest leverage, lowest utilized sales channel that there is.”
James Muir literally wrote the book on closing. ...
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Monday Musing: You Can't Force Progress from 2020-03-02T05:00
Jeff recently made a trip to Nashville, Tennessee to record audio versions of his ebooks. Even though he had written the words he was reading into a microphone...something felt...different. He h...
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Mastering The Close with Debe Rapson from 2020-02-26T05:00
Today's guest is part of the Women in Revenue Initiative. No one closes deals like her. But how does she do it? Debe Rapson uses the power of discovery, asking th...
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Monday Musing: The Dirty Little Secret of Q2 from 2020-02-24T05:00
The dirty little secret of small business is that executing on the seeds you planted last quarter takes away time to plant new seeds. How do you keep your pipeline full at all times? How do you ...
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Doing Less, More Consistently with Jack Wilson from 2020-02-19T05:00
In sales, it's common to see people burning the candle at both ends, grinding away to try and meet their goal that month or finally land a certain client. It's also common to see that candle bur...
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Monday Musing: Cross Train Your Brain from 2020-02-17T16:21:19
Athletes across sports cross train, practice of training or being trained in more than one role or skill, in order to reduce the wear and tear on their bodies. Should you be doing the same for y...
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A New Generation of Employer Branding with Job Portraits from 2020-02-12T05:00
Employer branding can be invaluable to new companies looking to grow. Our guests today, Miki and Nate from Job Portraits, help to ensure that this gr...
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Monday Musing: Awkward Next Step? You Decide. from 2020-02-11T01:15:53
There comes a point in time where you have to ask for the business or progress the sales process to the next step. Sometimes it gets awkward, especially if it's in a networking environment invo...
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Brighten Your Sales Forecast with Mark Hunter from 2020-02-05T05:00
We are joined today by our good friend Mark Hunter, best selling author, speaker and sales consultant. He brings a no-nonsense approach to selling. Reaffirming his belief that sales, in...
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Success is Brewing with Chris Treter from 2020-01-29T05:00
Can a coffee mug change the world? Well it helped us discover today's incredible guest, Chris Treter.
Chris is the CEO of Higher Ground Trading Company. He will share his journey in crea...
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Make Prospecting Fun Again with Jason Bay from 2020-01-22T05:00
How do you make a sale to a customer you don't even have yet? Prospecting... and that can strike fear and apprehension into the most seasoned salesperson.
Jason Bay of Listen
Monday Musing: Mindset Matters from 2020-01-20T13:00:31
Today we're thinking about mindset. Are you?
Jeb Blount released a new book this week and ...
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Selling Big with Amy Volas from 2020-01-15T05:00
Are you ready to move from SMB sales into the big leagues? Our guest today is Amy Volas, an enterprise sales expert.
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Monday Musing: 66 Day Challenge from 2020-01-13T15:33:36
If there's one thing Christie loves to do it's challenge herself. The new year presents a new opportunity to challenge herself in a new way. She'll reveal how she is pushing herself over the nex...
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3 Million Dollar Sales Strategies with Leah Neaderthal from 2020-01-08T05:00
Leah Neaderthal is NOT a salesperson, she's a business owner who had to learn how to get new clients. In that learning process she ditched everything salesy, kept everything that worked and deve...
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Monday Musing: New Year, New Routines from 2020-01-06T05:00
For some, the new year presents a hall pass of sorts to try some new things and get out of our old routines and into new ones. So what will be your new routine for 2020?
What inefficienci...
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Season 4 of The Why and The Buy! from 2020-01-01T05:00
2020 is upon us and that means another amazing season of sales strategies, business building tools, incredibly insight guests, more why, more buy and more Jeff and Christie.
Listen for w...
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Save to Succeed with David Weiss from 2019-12-25T14:04:30
Are you controlling your money, or is your money controlling you? As you grow in your sales career, your bank account grows with it. And history has shown that spending will match or even outpac...
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Monday Musing: Exchanging the Old for the New from 2019-12-23T06:08:09
As we prepare to receive gifts for ourselves or our children this holiday season, a question lingers in the back of our minds...what will we do with the old possessions these new gifts will repl...
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Social Selling Done Right with Darryl Praill from 2019-12-18T05:00
Is “social selling” a legitimate sales tactic or is it sales voodoo? Is it just cold calling and building relationships as we’ve always done in sales, or is it something more? Our guest...
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Master The Socials with Jake Dunlap from 2019-12-11T05:00
What works to build your brand on social media, and what doesn’t? Afraid of taking that first step, or letting your opinion be heard? Our guest today will put those fears to rest and show you ho...
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Monday Musing: Ding, Dong...The Pitch Is Dead from 2019-12-09T05:36:23
Recently I thought about my favorite sales movie. Oceans 11. "Wait...that's a sales movie?" I think so! Danny Ocean goes around and sells a lot of people on participating on a dangerous mission ...
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How To Be Too Productive with Anthony Iannarino from 2019-12-04T05:00
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 ...
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Starting a Podcast the Right Way with Doug Branson from 2019-11-27T05:00
Today we pull back the curtain on our operation and introduce to our version of Oz, our podcast producer Doug Branson. Doug not only edits our show he helps us un...
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Monday Musing: Where Do You Draw the Line? from 2019-11-25T13:40:14
Where do you draw the line between influence and manipulation?
I'm thinking about Dale Carnegie's classic book How to Win Friends and Influence People. It's one of the seminal books on sa...
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Teamwork to Make the Dream Work with RJ Grimshaw from 2019-11-20T05:00
Nobody makes a dream come true alone. Whether it's advice on your business plan, an amazing employee or financing for new equipment, it takes a village to build a success. Today's guest gives us...
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Monday Musing: Preparation and Planning from 2019-11-19T16:52:37
In preparation for an interview with sales thinker, leader, author Anthony Iannarino I decided to read his amazing sales blog to see what was on his mind. Coincidentally, what was on his mind wa...
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Whatcha Readin' #8? Talking to Strangers, Copywriting and Harvard Business Review from 2019-11-13T05:00
It's time for Round 8 of our book club called Whatcha Readin'?. Jeff, Christie and guest hosts get togethe...
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Monday Musing: Against the Better Judgment of My Gut from 2019-11-11T05:00
There are times in our lives, times in our personal lives, times in our business lives where we do things with good intentions but sometimes for the wrong reasons. Sometimes we recognize that it...
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Translate Your Message with Emily Griesing from 2019-11-06T05:00
Knowing what you want your brand, your company to say to the world is one thing. Knowing how to communicate that to the world is another thing. Our guest today helps business owners talk about w...
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Untangling the Chaos of Entrepreneurship with Nikki Brafman from 2019-10-30T04:00
Has you entrepreneurial dream turned into a chaotic nightmare of appointments, wasted time, paperwork and stress?
It's not uncommon for first time solopreneurs and small business to quic...
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Monday Musing: On Being Intentional from 2019-10-28T04:54:33
Top performers set intentions. It's simple to say, difficult to execute. Growing as a salesperson, business person or entrepreneur means change. Are you changing up your routines? Optim...
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The Greatest Salesperson in the World with Luigi Prestinenzi from 2019-10-23T04:00
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...
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Freeing Up Sales Bandwidth with Tibor Shanto from 2019-10-16T04:00
In sales, time isn't often on your side. Today's guest, Tibor Shanto, believes it's time to put the focus back on time, our only non-renewable resourc...
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Monday Musing: Belief and Boundaries from 2019-10-14T04:00
Just say, "No,"...if you believe you can.
In order to be successful, you have to do more things that will make you successful. In order to do the things that will make you more successfu...
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Great Companies Solve Simple Problems with Paul Storie from 2019-10-09T04:00
Recognize a need, supply a solution. When you boil it all down, that's really what entrepreneurship is all about. Today we're profiling an entrepreneur who is sup...
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Motivation Monday: Talking to Stangers from 2019-10-07T04:00
After a short hiatus, Christie is back for another Motivation Monday. This week, Christie is thinking about assumptions and how many times we can get things wrong in a sales process. You take a ...
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Unpacking the Black Box of Sales with Liz Heiman from 2019-10-02T04:00
Liz Heiman's why is rooted in the dreams of entrepreneurs everywhere, dreams of changing the world. But that dream can often turn into a night...
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Monday Musing: This is 40 from 2019-09-30T04:00
Jeff's 40th birthday brings with it a perspective check and a brand new community.
A lot of people see turning 40 as a turning point. Some view it at the end of an era. "I'm over the hil...
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Sales for Non-Sales Professionals with Mike Simmons from 2019-09-25T04:00
Sales, like most everything, is a process. It's a process that we can think about and strategize around but it's also a process we often complicate. This can be especially dangerous when a non-s...
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The Story You Must Sell with Mike Adams from 2019-09-18T04:00
All the world is a stage and all the sales you make are based on a story. You tell a story every time you speak to a prospect whether you realize it or not.
Our guest today, Mike Adams, j...
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Comedians and Progress from 2019-09-16T04:00
What are you paying attention to? Jeff is paying attention to his last two musings and doing some deeper reflections on what we can learn about sales from comedians. He's noticed just how well c...
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The Velocity Mindset with Ron Karr from 2019-09-11T04:00
What's more important top speed or velocity? According to our guest today, Ron Karr, when you're racing for the sale, it's all about velocity baby.
For 36+ years, Ron Karr has excelled a...
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Building Your Five with Scott Ingram from 2019-09-04T04:00
"You are the average of the five people you spend the most time with." --Jim Rohn
Who are you spending the most time with? Are they successful? Are they a positive influence? If you want ...
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Monday Musing: Progress and Purpose from 2019-09-02T04:00
Last week the band Tool released an album for the first time in 13 years. This isn't an album review, but to Jeff, this band represents progress more than most. They began as a metal act in the ...
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"What's Your Why?" Compilation from 2019-08-28T04:00
It's a question that Jeff and Christie ask of each and every guest. It's a question that we hope you've explored as a result of this show. It's a question that fo...
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Sales: The Greatest Job in the World with Liz Wendling from 2019-08-21T04:00
Sales doesn't have to be a "four letter word." There is a right way to sell that can grow your business AND your reputation.
Today's guest, Liz Wendling, is here to help us check our sal...
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Monday Musing: What Can You Learn From a Comedian? from 2019-08-19T04:00
Are you buried in your business books? Are you knee deep in the latest entrepreneurial how-to? It might be time to step outside the purely professional and expose your brain to alternative sourc...
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Disciplines Are Greater Than Goals with Anthony Iannarino from 2019-08-14T04:00
As part of our Thought Leader series we're welcoming Anthony Iannarino, a highly respected international speaker, bestselling author, entrepreneur, and sales leader specializing...
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Your Yes! Attitude from 2019-08-07T04:00
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 th...
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Monday Musing: You Don't Have a Closing Problem from 2019-08-05T04:00
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 ca...
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When to Go All-In with Gwen Jimmere from 2019-07-31T04:00
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. Listen
You Don't Have to Be a Doctor to Save Lives with Greg Linton from 2019-07-24T04:00
Today we are profiling the inspiring story and mission behind the company Perinatal Access, founded by our guest, Listen
Monday Musing: Gratitude from 2019-07-22T04:00
That feeling when your heart is full, your eyes well up a bit and your stomach feels funny, that feeling of gratitude.
Listen
Whatcha' Readin? #7: Eureka factor, #SalesTruth, Three Day Effect and the Greatest Salesman from 2019-07-17T04:00
It's time for Round 2 of our new book club called Whatcha Readin'?. Jeff, Christie and guest hosts get tog...
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Monday Musing: Overtalking from 2019-07-15T04:00
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 oftentime...
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Building Walls and Making Sales Calls with Mark Hunter from 2019-07-10T04:00
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...
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Monday Musing: The Myth of Downshifting from 2019-07-08T04:00
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 spe...
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Going for No with Andrea Waltz from 2019-07-03T04:00
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.
Monday Musing: Managing Key Accounts from 2019-07-01T04:00
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 sever...
Positive Uncertainty with Meridith Elliott Powell from 2019-06-26T04:00
Why does uncertainty always have to be viewed negatively?
That's what is on the mind of today's fantastic guest, Meridith Elliott Powell,...
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Monday Musing: Your People from 2019-06-24T04:00
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 y...
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The Philosophy of Account Planning from 2019-06-19T04:00
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?
... Listen
Monday Musing: Out of Office from 2019-06-17T04:00
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 alwa...
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To Tell the #SalesTruth with Mike Weinberg from 2019-06-11T04:00
The truth hurts but not paying attention to #SalesTruth can hurt your bank account.
Today we're talking to Mike Weinberg author of #SalesTruth: Deb...
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Monday Musing: Three on One from 2019-06-10T04:00
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 h...
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Whatcha Readin'? 6: Brene Brown, Boundaries, Midlife Celebrations from 2019-06-05T04:00
It's time for Round 6 of our irreverent book club Whatcha Readin'?. Jeff, Christie and guest hosts get tog...
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Monday Musing: NO from 2019-06-03T04:00
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.
<... Listen
Watch Your Mouth with Liz Wendling from 2019-05-29T04:00
Liz Wendling is back and she has a message. Watch your mouth! We're not talking the seven words you can't say on TV, Liz wants you to get out of the patterns of the typical boring, generic, pred...
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Monday Musing: When Is It Enough? from 2019-05-27T04:00
Boundaries. Ever heard of them? How strong are yours? When is enough enough? When is it enough from a customer? When do you decide that the customer isn't right? That you need to stand up for yo...
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Leading a Sales Renaissance with Phill Keene from 2019-05-22T04:00
Phill Keene of the #RealSalesTalk Podcast makes a return trip to The Why and The Buy to discuss solutions to problems that salespeopl...
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Monday Musing: Atomic Habits Round 2 from 2019-05-20T04:00
For the next few weeks Christie is experimenting with Atomic Habits based on the book by James Clear.
<... Listen
The Performance Mindset with Olympic athlete Katherine Adamek from 2019-05-15T04:00
Everyone loves a comeback story. But behind the comeback is a grueling journey that is full of just as many (if not more) failures as successes. Sounds a lot like...
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Monday Musing: Atomic Habits from 2019-05-13T04:00
This week is all about habits, the good ones, the not so good ones, and the ones we'd love to create. Christie has just finished reading a book called Listen
Whatcha Readin'? #5: Jarvis, Coyne, Scott, Keenan, Edelman and Berger from 2019-05-08T04:00
It's another episode of Whatcha Readin'? Jeff, Christie and DeJuan Brown, Sr. Director, Enterprise Sales for Seismic Software Listen
Monday Musing: Warranty Alignment from 2019-05-06T04:00
How's your home warranty? No, not the thing that you buy in case all of your appliances fall apart after buying a home. How is your warranty at home? How well do you keep the promises that you m...
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Outbound Recap with Selling from the Heart from 2019-05-01T04:00
It's a special "On the Road" edition of the podcast this week. Live from the 2019 Listen
Monday Musing: You Know What to Do from 2019-04-29T04:00
Jeff brings a message from the Outbound Sales Conference in Atlanta that a lot of people need right now: You know what to do.
You've got ever...
SDR Magic with Morgan J. Ingram from 2019-04-24T04:00
We're taking a look (listen?) back at one of our favorite guests SDR wizard, expert, superstar Morgan J. Ingram. In this episode, we discussed the role of SDR, the advantages to starting your ca...
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Monday Musing: Balancing Confidence and Curiosity from 2019-04-22T04:00
When confidence and curiosity come together in perfect harmony it can often lead to a sale. But when one or both is out of balance it can be very dangerous not only to your sale but your reputat...
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Keenan Returns! from 2019-04-17T04:00
On today's episode, Keenan in back in the house, and we're talking about his book, Gap Sell...
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Monday Musing: Don't Just Go Through the Motions from 2019-04-15T04:00
Today, I want to challenge you to think about things a little bit differently. I want you to ask yourself if you're really putting your heart into your work, if you're really putting in your bes...
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The Basic Necessities with Amahl Williams from 2019-04-10T04:00
If you make between $40k and $90k annually then Universal Basic Income is... your friend? What?? In this episode, we talk to the man who said this and has much more to say about the future of wo...
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Monday Musing: Curiosity from 2019-04-08T04:00
Did you know that the average four-year-old asks just over 300 questions a day? Now for those of you with young children, that's probably not a surprise because they walk around questioning ever...
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Good Processes Drive Good Results with Richard Broo from 2019-04-03T04:00
Good companies grow. And as companies grow, they feel the need to specialize. As companies specialize, sometimes those specializations turn into silos and silos turn into lack of communication a...
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Monday Musing: Increase Your Customer GPA from 2019-04-01T04:00
What is the biggest reason that your customers buy from you? What are several reasons, any reasons why your best customers buy from you? You've heard me ask that before. It's important for you t...
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Handling Price Increases from 2019-03-27T04:00
Price increases. Even reading those words can send a shiver down the spine of the most talented salesperson. The idea of having to renegotiate a contract with a customer can be stressful, doubly...
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Monday Musing: Inspiration from 2019-03-25T04:00
Where do you get inspiration? I had the incredible opportunity last week to a experience two moments where I really was inspired. I attended my first national sales meeting with Convergint Techn...
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Catching Up with Jeff Bajorek and Christie Walters from 2019-03-20T04:00
It's been a while but Christie and Jeff are back together again to discuss what is going on in their sale world. A lot has changed in each of their lives and today is all about discussing how th...
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Monday Musing: Whiskey Connections from 2019-03-18T04:00
Today Jeff is discussing how whiskey has helped his business in ways that he didn't think it ever would. This isn't about drinking, it's about thinking...how thin...
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Whatcha Readin' #4: Hidden Brain, Longevity Diet, Dare to Lead from 2019-03-13T04:00
It's time for Round 4 of our new book club called Whatcha Readin'?. Jeff, Christie and guest hosts get tog...
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Monday Musing: Customer Meetings from 2019-03-11T04:00
How often are your presentations repeating themselves? How much research are you doing in advance of the meeting? Do you have your clarifying questions l...
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Pregnant with Sales Differentiation with Lee Salz from 2019-03-06T05:00
Our guest today says that despite what you've heard from sales trainers, managers and gurus...you STILL know more than the buyer does about your field...well...at least you SHOULD.
Lee B....
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Monday Musing: Explicit Next Steps from 2019-03-04T05:00
This episode is not rated "E" but we are talking about being explicit. More specifically, being specific about the next step in your sales process.
James Muir, former guest and author of ...
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192 Two Times the Tom with Tom Williams and Tom Saine from 2019-02-27T05:00
Ever found yourself in the middle of a tough sales negotiation and realize you don't have all the answers you need to seal the deal?
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191 Monday Musing: Don't Be a Know It All from 2019-02-25T05:00
"Okay...I will admit it I am a reformed 'know it all.'"
Christie begins this week's Monday Musing with a vulnerable admission of something that virtually all salespeople have been guilty ...
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190 Whatcha Readin' #3: Scott, Pinker, Machiavelli and Pink from 2019-02-20T05:00
Jeff, Christie and guests are back for Round 3 of the Whatcha Readin'? book club. They get together to deliver fantastic, life-changing, thought provoking book recommendations f...
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189 Monday Musing: Don't Be a Pest from 2019-02-18T05:00
You know you need to touch base. You know you need to do something to follow up. Right? But how often should you touch base? How do you avoid the prospect viewing you as a pest?
The answe...
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188 The Perfect Value Proposition with Marylou Tyler from 2019-02-13T05:00
Predictable revenue is the dream of many an entrepreneur but the road to get there can be filled with nightmares UNLESS...you listen to the advice of our guest today.
Back on the show f...
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186 Breaking the Rules with Andy Paul from 2019-02-06T05:00
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 ev...
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185 Monday Musing: Vacation Auto-Response from 2019-02-04T05:00
Do you subscribe to the theory that salespeople, business people should always be on and available? Is it a sign of being dedicated, of being a superstar OR is it a sign that the boundaries betw...
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184 Subject Matter Expert to Sales Expert with Renee Hribar from 2019-01-30T05:00
Transitioning from being a subject matter expert to ACTUALLY selling your services can feel like learning a completely new language. Some things have to be handled, thought about, approached ver...
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183 Monday Musing: PIVOT from 2019-01-28T05:00
This week Christie is thinking about the power of the P.I.V.O.T. Recently Christie made a major pivot in her career, accepting a role as a Regional Director of Global Accounts for Convergent Tec...
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182 Whatcha Readin'? #2 - Sinek, Pink, Godin, Offerman from 2019-01-23T05:00
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 recom...
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181 Monday Musing: Do Your Own Pipeline Review from 2019-01-21T05:00
When's the last time you looked at your own pipeline? Was it today? Was it yesterday? Was it last week? Hopefully it's sometime within that range. Here's my question to you, "How often does your...
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180 Finding our Sales Soul Meredith Messenger from 2019-01-16T05:00
Today we have a sales messenger who's message is one of simplicity, hope and better, more soulful sales.
Meredith Messenger is a sales trainer and host of the podcast Selling with Soul ri...
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179 Monday Musing: Influence from 2019-01-14T05:00
As we set our goals and objectives for 2019 there's no question a good portion of our success is going to be tied to how well can we influence others to either act on our behalf or work with us ...
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178 A Moment of Reflection with Alice Heiman from 2019-01-09T05:00
Pause, reflect and then get to work. Today's episode is wide ranging because our guest has a vast knowledge of what it takes to succeed in our industry. From preparation, time management, leader...
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177 Monday Musing: What Are You Going To Do With All That Stuff? from 2019-01-07T05:00
What are you going to do with all the bad dress socks you got from your relatives this year over the holidays? Do you donate them right away? Or just pretend like you're going to wear them?
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176 Sales Strategies 212 Style with Jen Gluckow from 2019-01-02T05:00
It's part two of our New Year Book Announcement special and today we have a debut author, Jen Gluckow, who's book Sales in ...
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175 Sales Manifesto with Jeffrey Gitomer from 2019-01-01T05:00
Happy New Year from The Why and The Buy!
For your new year we have a double dose of authors with new books out that are absolute must reads in 2019. First up, today, is t...
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174 Monday Musing: 2018 Recap from 2018-12-31T05:00
Technically it's Jeff's week to muse but because we're at year's end, Christie has decided to tag along to discuss the year that was at The Why and the Buy and some exciting announcements about ...
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173 Whatcha Readin'? #1 from 2018-12-26T04:59
We’re rethinking the book club pod. Instead of discussing one book we’re doing SEVEN books. Instead of two hosts we have FOUR hosts. Listen for tips on what you s...
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172 Monday Musing: Lagniappe from 2018-12-24T04:59
Lagniappe, noun, a small gift given to a customer by a merchant at the time of a purchase.
Today is Christmas Eve, one of the most magical days of the year. A time for getting together wi...
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171 Thinking Like a Buyer with Deb Calvert from 2018-12-19T04:59
Deb Calvert does the homework on sales relationships so that you don't have to. Today we're going to cheat off her paper.
She's joining us today to share everything she's studied about h...
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170 Monday Musing: Treat People Like They're Important from 2018-12-17T04:59
On today's Monday Musing we try to slow things down during a time of year where we're conditioned to go fast and ask questions later.
Jeff recently had an encounter with a stranger with ...
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169 The Perfect Close with James Muir from 2018-12-12T04:59
Overthink. Over-complicate. Over-analyze. We are ALL guilty of it. Salespeople have a tendency to make their sales process harder than it is. Today we try to unravel the complex webs that we wea...
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168 Monday Musing: Meaning from 2018-12-10T04:59
Christie recently lost a dear family member and it's brought of thoughts of legacy, meaning and what we leave behind when we're gone.
When we don't have to scrimp and save to survive, our...
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167 Mike Burke from 2018-12-05T04:59
How do you get someone to WANT to do something? It's the central question for front line sales managers everywhere. Middle management or front line management is one of those unenviable position...
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166 Monday Musing: I Can't... from 2018-12-03T04:59
There's always something that you want to do that you don't feel you can do or don't have the motivation to do. And when you talk yourself through it or when a friend's trying to encourage you t...
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165 Brian Pender from 2018-11-28T04:59
We've featured a lot of entrepreneurs and experts on starting businesses on this show. Today we look at the world of startups from a slightly different angle, the brokerage angle. Our guest toda...
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163 Centering Ourselves with Matthew Bivens from 2018-11-21T04:59
What is your "center?" It's a central question that our guest, Matthew Bivens, has spent his life discovering and is now discussing with others. Matthew is a business and life coach and host of ...
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162 Monday Musing: Life is a Team Sport from 2018-11-19T04:59
This Monday, Jeff has a Thanksgiving themed message for all of the Why and Buyers. For a lot of people Thanksgiving is the best holiday of the year because you get to be with the first networkin...
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161 Telling Your Story with Brad Marley from 2018-11-14T04:59
Public relations and sales are both trying to tell stories, transfer messages and help people solve problems, and yet; they go about this job in distinctly different ways.
Today's guest, ...
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160 Monday Musing: Queen from 2018-11-12T04:59
Christie has Queen on the brain this week. Not the Queen of England, Queen the rock band. There is a new film out all about the famous rockers and while it may seem like pure entertainment at fi...
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159 Not All Content is Created Equally with David Masover from 2018-11-07T04:59
How lucky would you feel to be one of the first people to discover Twitter, Facebook or Snapchat? You'd probably have a better username! Our guest today, David Masover, was one of the first one ...
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158 Monday Musing: Partnerships from 2018-11-05T04:59
When's the last time you evaluated your personal and professional partnerships? Christie reflects on the amazing partnership that she has on this podcast and the partnerships that she has built ...
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157 James Bawden from 2018-10-31T03:59
James Bawden is transitioning to a new role as a BDR in Raleigh, North Carolina for the star...
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156 Monday Musing: Slow Down from 2018-10-29T03:59
Fall has finally arrived, for a lot of us that means it's time to kick it into another gear. The kids go back to school. You feel like you're out of that summer doldrum. You're trying to push th...
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