Episodes
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Well the day has come. This is the final The Why and The Buy podcast, after 5 years, 432 episodes and over 200,000 downloads. Jeff and Christie have a last co-hosting conversation about starting out, what they learned, what they might have changed, what incredible guests they've had, knowledge they've gained, value they've shared, and connections they've made along the way.
To all the listeners of the show - a heartfelt thank you!
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"If the truth won't sell it, don't sell it." This is the favorite quote of today's guest. This is also the second to last episode of podcast, and the final interview. So Jeff reached out to his brother from another sales mother Todd Caponi to have that honor. Todd has written the book on transparency in sales. In fact he's written two. So it's no surprise that the conversation leans into integrity in selling.
Why is it so important? It feels good to honest and trustworthy, it helps the sales profession, and more importantly, it sells better.
Todd urges people to be honest with prospects about what you can't do, but then be a resource to help them. You will be rewarded time and time again.As a salesperson, your most valuable commodity is your time. Todd reiterates that chasing after prospects that aren't a good fit is wasting your time, and to know quickly if you aren't a fit and put your energy toward more ideal clients. Todd also talks about his prediction of the 'great resignation,' and discusses six things that drive people to do what they do, want to keep doing it, and want to tell others about it. It's a final interview filled with insight, fun, and feeling.
Find out more about Todd Caponi
Get copies of the Transparency Sale and The Transparent Sales Leader
Click here to register for Jeff and Christie's special livestream sendoff celebration on Wednesday, Dec. 22nd.
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Episodes manquant?
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As the victory lap starts to enter the final turn, Jeff and Christie welcome the foremost authority on outbound prospecting â outbound sales coach and trainer, Jason Bay. Today Jason focuses on opening up opportunities and increasing your odds of getting what you want, AND actually enjoying yourself along the way. How about decreasing the effort by reframing how you think of prospecting, and by making different decisions throughout the process?
Jason also discusses the best areas to focus your time, how to place your own time constraints, not thinking of how much you can do, but the least you can do to get a meeting, and how habits and decisions are more important than outcomes. And because this is Jason Bay, there is a lot more practical, and brilliantly straightforward tips to give you the advantage in your prospecting.
Check out Jason's Blissful Prospecting and Outbound Squad
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One of Jeffâs longtime best friends steps into the final few rounds of the victory lap! Mike Weinberg, best-selling sales author, trainer, consultant, and speaker is here. The group starts out talking about golf, but then use it as a metaphor for sales, and not being so tied to the securing the outcome that it gets in the way of good thinking and process. They really take a hard look at the discovery process and how to arrive at those moments where you can move someone to a different perspective, and how to unlock the deal. Itâs not an interrogation, or a cursory checklist. Mike discusses his approach of softening the questions in order to build better trust and likeability.
The second half of the show turns to sales and Covid. Mike calls this time of selling through the pandemic, âthe revealer.â It has honed the salespeople that are serious, committed, resourceful, and are willing to adapt and learn. It has also shone a light on those that are not. Mike describes this as not just a divide, but a chasm. They also touch on the importance of blocking out all the noise thatâs going on in the world around us and be the ones that focus on our jobs â and get it done.
Find out more about Mike Weinberg
Click here to register for Jeff and Christie's special livestream sendoff celebration on Wednesday, Dec. 22nd.
Check out Jeff's premium podcast Deeper Thought
Use Promo code 2021 and save $20 off your first year.
WANT MORE WHY AND THE BUY?
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The Why and They Buy's victory lap marches on with arguably one of the biggest names in sales, Jeffrey Gitomer. Speaker, trainer, best selling author, including over five million copies of 'The Little Red Book of Selling,' and the man who was the catalyst for this podcast, joins the show.
Jeffrey Gitomer doesnât like shortcuts. In fact he says to âtake the long cut.â This is where you will discover the value. That is the consistent theme of todayâs show. Bringing the value is about more than money. If youâre a salesperson going to hear someone speak, or taking a course, then you better walk away with valuable information. When you sell to a client, you are there to provide value. Not by just knowing about their business, but by having insight, and genuinely interacting and providing solutions for them. He also expresses the value of investing in ourselves.
This past year Jeffrey has been focusing on consultative selling. Memorized sales pitches with slide presentations drive him crazy. He emphasizes the important quality of being able to go off script and speak from the heart. And of course Jeffrey practices what he preaches, so he brings valuable tips and insights on improving your own consultative selling approach, and much more.
Find out more about Jeffrey Gitomer.
Click here to register for Jeff and Christie's special livestream sendoff celebration on Wednesday, Dec. 22nd.
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Another big name and great friend of the show comes in for his leg of the victory lap - Larry Levine. No one knows about selling from the heart, better than him. He literally wrote the book on it. Larry talks about leading with authenticity, empathy and connection, and boils it down to the simple term: healthy conversations. To look at it from the viewpoint of the best conversations you have in your personal life, and bringing those elements to your sales conversations. He explains that salespeople are great with product knowledge and company knowledge, but often lack business knowledge and how to speak to decision makers effectively. This episode is filled with wisdom and thought-provoking moments, all delivered with Larryâs signature wit and humor.
Find out more about Larry Levine
Check out Jeff's premium podcast Deeper Thought
Use Promo code 2021 and save $20 off your first year.
WANT MORE WHY AND THE BUY?
Join our new listener group for discussions about episodes and other helpful resources for your business!
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So at this point in the show's victory lap, every guest is someone that you have to sit up and listen to. Today's guest is one of those people. Anthony Iannarino is a wise and calm harbor in the turbulent sea of sales. Anthony leads off the show with some tough statistics from the world of sales. Peopleâs feelings about salespeople and salespeopleâs feelings about sales. But don't fear, he brings sage advice to weather the storm.
Listen to his incredible story of traveling to the Himalayas and how a Tibetan man taught him an invaluable lesson on situational knowledge and informational disparity. He talks about having the mindset of intellectual humility, and always knowing that there is more to know, or you will find yourself in a position that you donât want to be in sitting across from a client. He also gives some incredibly insightful advice on how to set yourself apart with prospective client and a few nuggets from his upcoming book, âElite Sales Strategiesâ.
Find out more about Anthony Iannarino
Pre-order âElite Sales Strategiesâ
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The victory lap continues with Mark Hunter, The Sales Hunter! On today's show the group kicks it off with a conversation about prospects vs. leads, and how understanding the intricacies and real definitions of these terms is so important Secondly how the amount of each of these will affect your bandwidth, and what type of leads or prospects do you really need to get to your sales goal. Mark suggests working backwards, determining the end result first, and then strategizing how to get there.
Jeff starts a discussion on sandbagging which opens up some great insights from Mark on complacency and momentum in your work. Christie cites studies that sheâs seen about the drop off in performance among sales veterans after several years. Mark, again has knowledge to drop on the responsibilities of sales leadership and what drives people beyond the numbers.
And this is Mark Hunter, so you know thereâs a whole lot more, including his prediction of the great sales reset, and what supply chain issues and current over-purchasing will mean come 2022. All brought to you with his legendary energy, humor and positivity.
Find out more about Mark Hunter
Get Mark's most recent book 'A Mind For Sales'
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If you listened to the special show on Monday, you know that The Why and The Buy podcast will be ending at the close of 2021, after five amazing years. Liz Wendling, author, sales consultant and coach, joins Jeff and Christie to kick off the two month âVictory Lapâ of shows. And the subject is incredibly timely. The group discusses the importance of putting your time and energy into things that will give you the best returns. Or as Liz puts it, what do we need to put down in our business, so we can pick up something that serves us?
You only have a certain amount of time and resources, so you canât just spin your wheels. Do you have things you are churning away at that leave you feeling dragged down? There are things to discover that will light you up and pull you toward a better place. It may mean dropping things you feel are important or an obligation, it may take true revaluation, it may mean starting something new that doesnât work out, or it may even mean taking a break from it all. But no matter what, you will come out more enriched and enlightened from the new choices you make.
Find out more about Liz Wendling
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Today Jeff and Christie are breaking some BIG news. So no spoilers here... Listen and find out!
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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 the realty business as an agent, transition to a broker, and onto being the owner/broker of Great Georgia Realty. Beginning in the boom of the mid-2000âs she took off quickly, but soon had to traverse the housing crisis a few years later. She also explains how real estate sales, networking, and outreach have changed with social media and video now taking the driverâs seat.
At the heart of this conversation is her story of independence and her entrepreneurial spirit that brought risk and fear, but also incredible success. She talks about balancing her career with the very thing that drives her, which is her family, and how coaching is such an important asset for her professional path.
Find out more about Jessica and Great Georgia Realty
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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 knows how important it is that his physical and mental health are aligned. Today he welcomes his two favorite coaches to the show, Missy Khasawneh and Erin Klei.
Missy and Erin talk about their beginnings with Orange Theory, and their transition into becoming coaches, along with the huge shifts they made in their lives to do so. They share stories about how they bring all of themselves to work each day, how they keep themselves and others inspired in difficult times, and how the skill of reading the room is key to their success. Ultimately, all of this correlates to the world of sales and business. Knowing your client, how they think, whatâs important to them and how they communicate.
Beyond that, the physical fitness component is so important to keep both our bodies and minds performing at their best, and knowing how to push past your limits. The result can lead to the confidence and security to reach new levels professionally. Also hear how they pivoted and pushed through the worst times of Covid and came out even stronger.
Find out more about Orange Theory Fitness
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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 it started and how itâs grown exponentially over the past year. It has become a place that women, AND men, can come together to share in depth conversations, allowing people to feel heard, respected, motivated, encouraged and gain knowledge and tools to be better personally and professionally. The beauty is in the method. Itâs not a lecture or presentation; itâs a conversation. People telling their stories, successes, failures, and lessons learned. And through that interaction comes the magic. It stays fresh, as the topics come from the members, and it is a top priority of Alexine and Gabrielle to ensure it is an inclusive space for everyone involved. Jeff also talks about some revelations that heâs had when he has listened and participated in the discussion.
The Women In Sales Club is much more than a Clubhouse room â itâs a movement.
Find out more about Alexine and Gabrielle
Join them at the AA-ISP Chicago Chapter: 3rd Annual Women in Sales Meeting
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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 something that he never liked, really understood the reasoning of, and frankly didn't really do. But he also wasn't getting good results. Charles Muhlbauer, Lead Enablement Manager at CB Insights, decided to try something new. Be himself. Ask more personal, disarming questions. Get the prospect to a place where they feel safe and able to actually talk freely about the needs they have and the hesitations they feel. And with this, Charles' sales took off. Listen to some incredibly important and beneficial advice along with some of Charles' uncomfortable sales experiences that forced him to pivot and sharpen his skills.
Learn more about Charles Muhlbauer
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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 discussion, keep in mind that salespeople are human. Yes it's true. And under every professional veneer lies a more complex person, with histories and experiences that shape their personalities and performance.
Terry and Blake discuss the necessity for leaders to understand this and to know that there is a "narrative in the numbers." To effectively lead, you need to get personal. Many people new to sales are afraid to share fears or insecurities. The ability to understand those that we work with, allows trust to be built on both sides. And with that trust brings greater ability for leaders to lead effectively and salespeople to perform to the best of their ability.
Get Clubhouse to hear more from Terry and Blake!
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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 leading sales management strategist and founder of Sales Architects and The Revenue Accelerator. He explains to Jeff and Christie that sales has never been tougher. And to come out the other side, you have to identify your competitors and then set yourself apart.
Hear Lee talk about his "sales crime theory," how to get people to actually want to talk to you, how missing the basics will cripple your game, and much more. His new book 'Selling Different' will help you to outsmart and outmaneuver your competition. He uses techniques he's implemented with sales teams over his career that actually work!
Learn more about Lee Salz
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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 this age of connectivity, many are feeling more disconnected than ever, while many are feeling pressures of home and work colliding.
So Jeff and Christie knew the best person to talk to, in order to bring some sense, some calm and some focus to these rumbling anxieties. Tim Clarke, Senior Director of Product Marketing at Salesforce and President/CEO and Co-Founder of Uncrushed is here to talk about the state of our mental health. How are you taking care of yourself, of your family, of your career? He talks about how performance and mental health are linked, getting to a place of fulfillment and optimism, the importance of self-awareness, and being able to cope with the inevitable difficulties without falling into negative behaviors.
This is an important episode, at a perfect time, and is a great one to share with those you care about.
Learn more about Tim Clarke and Uncrushed
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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 Jordana Zeldin, founder and sales coach at Spriing Training. In sales there is a lot of talk about what to do, and vague, big-picture advice with little to no follow up on how to do it.
Jordana pushes past the occasional role playing, and talks about effective ways to develop skills so we are ready for game time. She explains that there are proven repeatable behaviors to improve your discovery process, build trust, ask the right questions that then lead you to problem solving and closing, and SO much more. Her 'practice labs' allow participants to experiment, to fail, and to push themselves to the edge of their abilities.
Find out more about Jordana, Spriing Training & The Practice Lab
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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 new data tools and technology to map out every facet of your sales process. But not so fast. Jeff and Amy have a discussion that dives deeper into the proper balance of leveraging the right tech while keeping the human connection that cannot be replaced.
'The Modern Seller' is more relevant and relatable today than it was when it first hit the shelves almost three years ago. It helps to make sense and navigate the changes that have come to the sales world in the last two years. Amy explains the importance of choosing tools with purpose. The ability to identify ones that actually cost you time vs. the ones that boost quality, create efficiency, retain flexibility, and in the end, make YOU and your skills better.
Find out more about Amy Franko
Get 'The Modern Seller'
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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 they were just waiting to get out there when they debuted.
In this episode, we dissect the importance of data in business, baseball, and even daily life.
How are you measuring success? What story does your data tell you? When is there too much data? Why is it important to challenge your long held beliefs or preconceived notions? How do you evaluate your daily/weekly/monthly activities to ensure you are focused on the right things?WANT MORE WHY AND THE BUY?
Join our new listener group for discussions about episodes and other helpful resources for your business!
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