The Why And The Buy

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

"If the truth won't sell it, don't sell it." This is the favorite quote of today's guest. This is also the second to last episode of podcast, and the final interview. So Jeff reached out to his brother from another sales mother Todd Caponi to have that honor. Todd has written the book on transparency in sales. In fact he's written two. So it's no surprise that the conversation leans into integrity in selling.  Why is it so important? It feels good to honest and trustworthy, it helps the sales profession, and more importantly, it sells better. Todd urges people to be honest with prospects about what you can't do, but then be a resource to help them. You will be rewarded time and time again. As a salesperson, your most valuable commodity is your time. Todd reiterates that chasing after prospects that aren't a good fit is wasting your time, and to know quickly if you aren't a fit and put your energy toward more ideal clients. Todd also talks about his prediction of the 'great resignation,' and discusses six things that drive people to do what they do, want to keep doing it, and want to tell others about it. It's a final interview filled with insight, fun, and feeling. Find out more about Todd Caponi Get copies of the Transparency Sale and The Transparent Sales Leader Click here to register for Jeff and Christie's special livestream sendoff celebration on Wednesday, Dec. 22nd. Check out Jeff's premium podcast Deeper Thought Use Promo code 2021 and save $20 off your first year.

As the victory lap starts to enter the final turn, Jeff and Christie welcome the foremost authority on outbound prospecting – outbound sales coach and trainer, Jason Bay. Today Jason focuses on opening up opportunities and increasing your odds of getting what you want, AND actually enjoying yourself along the way. How about decreasing the effort by reframing how you think of prospecting, and by making different decisions throughout the process? Jason also discusses the best areas to focus your time, how to place your own time constraints, not thinking of how much you can do, but the least you can do to get a meeting, and how habits and decisions are more important than outcomes. And because this is Jason Bay, there is a lot more practical, and brilliantly straightforward tips to give you the advantage in your prospecting.    Check out Jason's Blissful Prospecting and Outbound Squad Click here to register for Jeff and Christie's special livestream sendoff celebration on Wednesday, Dec. 22nd. Check out Jeff's premium podcast Deeper Thought Use Promo code 2021 and save $20 off your first year. WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

One of Jeff's longtime best friends steps into the final few rounds of the victory lap! Mike Weinberg, best-selling sales author, trainer, consultant, and speaker is here. The group starts out talking about golf, but then use it as a metaphor for sales, and not being so tied to the securing the outcome that it gets in the way of good thinking and process. They really take a hard look at the discovery process and how to arrive at those moments where you can move someone to a different perspective, and how to unlock the deal. It's not an interrogation, or a cursory checklist. Mike discusses his approach of softening the questions in order to build better trust and likeability. The second half of the show turns to sales and Covid. Mike calls this time of selling through the pandemic, “the revealer.” It has honed the salespeople that are serious, committed, resourceful, and are willing to adapt and learn. It has also shone a light on those that are not. Mike describes this as not just a divide, but a chasm. They also touch on the importance of blocking out all the noise that's going on in the world around us and be the ones that focus on our jobs – and get it done. Find out more about Mike Weinberg Click here to register for Jeff and Christie's special livestream sendoff celebration on Wednesday, Dec. 22nd. Check out Jeff's premium podcast Deeper Thought  Use Promo code 2021 and save $20 off your first year. WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

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

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

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

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

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

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

Today'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-2000's 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 driver's 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 WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Today Jeff 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, what's 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 WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Today 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 it's 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. It's not a lecture or presentation; it's 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 he's had when he has listened and participated in the discussion. The Women In Sales Club is much more than a Clubhouse room – it's a movement. Find out more about Alexine and Gabrielle Join them at the AA-ISP Chicago Chapter: 3rd Annual Women in Sales Meeting  WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.    

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 WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

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! WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

So 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 WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

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 WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

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 and Spriing Training WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

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'  WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

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! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

The 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 Christie for a brief introduction to this thought provoking and inspiring listen. sacred cow – one that is often unreasonably immune from criticism or opposition How are you challenging your preconceived notions about your business? How is your competitive landscape changing?  What about your customer's competitive landscape? How are you challenging yourself?  Does your current role suit you best or are you doing it because that's what you have always done? How are you evaluating your performance?  How are you challenging your ideas about how you should spend your time? WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

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 will continue to run this month. There is so much to realize, reflect upon and learn from by revisiting what they were talking about more than five years ago. Jeff and Christie discuss the broad picture and intricacies of preparation, how to bring space and ease to your sales conversations, building focus, how to slow down, and how to recover when necessary. This Monthly Musing gives just a taste of topics you will hear in the main episodes this month, where you will discover what sales disciplines have become even more vital today and some things that have gone out the window.  Be sure to catch Episode 2, Killing Your Sacred Cows, on Wednesday August 18th WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.  

Today 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 discussion on how to best prepare for your sales calls. Enjoy! Some of the questions we tackle in this episode: How well do you know your audience? Why would your product/service matter to them? Can you talk their language? What are you hoping to accomplish in this meeting? WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Today 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 episode 3 focusing on personal preparation.  In this episode, we discuss the importance of personal preparation.  What do you every day to ensure success? “It is not often that a man can make opportunities for himself.  But he can put himself in such shape that when or if the opportunities come he is ready”  – Theodore Roosevelt How do you start your day? Are you focusing your energy on habits that set you up for success? What are your goals for this week and how will you accomplish them? Do your short term goals and habits tie back to your long term plan?  If not, why? WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

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 questions. DeJuan, Director, Solutions Specialist - SLG at Microsoft discusses the importance of redemptive leadership, a process that emphasis taking care of your people, and in turn driving revenue. Most salespeople have been in positions where hard-line quotas and threats of being replaced were their "motivation." But redemptive leadership works as an investment in people and understanding what drives individuals. And guess what? Salespeople that feel supported and secure perform better! They also talk about how this change can happen in different sales organizations, the top down vs. bottom up approach, and DeJuan gives tips on how to wisely and proactively bring that change. Find out more about DeJuan here WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

So 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 HYPCCCYCL, author, and a member of the TQ syndicate at salesborgs.ai joins Jeff and Christie for an eye-opening conversation about Technology Quotient, and the ever increasing need for automation in your sales strategy.  Justin explains how the biggest players on LinkedIn who claim to be old school, are some of the most savvy TQ operators in the game. He details how systems, sequencing and automation are critical in reducing time spent on manual, time-sucking, administrative tasks. It may seem overwhelming to many people to inject automation into their selling, but he lays out how just adding it slowly into your workflow will reap substantial rewards. He also reiterates that you need to have the foundation of good selling before beginning these processes and gives great advice on books and resources to get started. Don't miss this conversation, or you risk getting overrun by the bear.  Learn more about Justin Michael's new book 'Tech Powered Sales' WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

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. Pia Silva is back on the pod! Author, speaker, consultant, coach and all-around badass. Pia tells us about her newest program that guides clients to becoming a celebrity in their chosen space. She explains the difference between content and long term marketing. PLUS! how being patient and persistent is the only path to seeing your hard work pay off. Listen in and find out Pia's dirty little secret to your sustaining success.  Find out more about Pia Silva here or on Instagram WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

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 been thrown over the last year and a half that have caused us to shift, reflect, struggle, reimagine, or break out into new territory. So when "normal" comes knocking, will you welcome it with open arms, or will you wave politely and redefine what your future will be? WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

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 Covid.  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 of performance.  Dan Waldschmidt is someone very familiar with pushing himself. Ultra-marathoner, business strategist and owner of Edgy Conversations joins Jeff and Christie to discuss the philosophy of the book, The Surrender Experiment. Instead of fighting life, you can release control and surrender to whatever life brings your way, which decreases fear and anxiety over the things you can't change.  But Dan reminds us that you have to push yourself to do all that you can, in order to let go and accept the results that follow. Don't miss this fascinating conversation that can change every facet of your life.  PLUS! Hear Dan's memorable metaphor for why he's quitting social media Find out more about Dan and Edgy here We have a LinkedIn Community where we're posting clips and having discussions about the episodes. Join us! Don't forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you. The Why and The Buy is a Pod About It Production.

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 experienced, credible, in-depth advise? Tom Bloomer, Founder and CEO of Bloomer Associates, co host of the Ok Boomer, Teach Me Sales podcast, and author of the new book 'Teach Me Sales,' joins the show.  Tom delves into his background and lessons that he learned about overcoming objections, bringing value and using solid sales foundations in new ways. Then they discuss Tom's new book, which is a 21 day road map of daily habits that allows you to chart your own path, set and achieve goals, and build confidence in your sales skills. The unique format of the book encourages you to slow down and work through each step. Christie even pries out the three habits that Tom feels are the most fundamental for success.  Find out more about Tom and Bloomer Associates here WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.  

"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 beginnings in Jamaica selling mangoes and cookies, to being a highly successful sales professional, sales trainer and founder of The Sales Evangelist, a resource to help small businesses build outstanding sales teams. Jeff and Donald talk about the past year and half and the fluctuations that people had to endure to get through it. Some sunk and some rose to new heights. Donald speaks about discovering the tools we already have, but utilizing them in different ways in order to adapt in a changing landscape. He also provides some personal insight into his own difficult times and how it spurred him onto bigger things. If you have struggled, he provides insight on how to get started down a path to success. Because we're back - It's time to ask yourself, how are you going to be great? Find out more about Donald and The Sales Evangelist  WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

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 year ago, to talk about what made this episode stand out for them, and Jeff shares some insights from his trip out to Kansas State University. ______________________________________________________________________ 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.  Today, Jeff and Christie welcome Dawn Deeter, professor and creator of the National Strategic Selling Institute at Kansas State University. Dawn's program delves into how communication has evolved in sales, the importance of the prospect list, role play, how to bounce back from rejection, and coaching for effort to get results.  This not only creates a talented pool of candidates for companies, but these graduates are proven to integrate far more quickly and begin bringing in revenue much faster once they join a sales team. Learn more about Dawn here  WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Today, 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, to talk about what made this episode stand out for them.  ______________________________________________________________________ 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 of Sales Inc. joins Jeff today. He is irreverent, authentic, and a straight shooter with a dry wit that is often missing in the world of sales leaders. Jay spent years in the auto industry honing his sales craft, and he discusses the importance of process, relationship building, investing your time, and not being afraid of the ask.  Find out more about Jay Jensen here WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

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 today to get you to take a fresh look and see what may need to be added, changed, taken away or revamped entirely. Whether it's a sales process, your personal finances, a fitness routine, or marketing strategy - reflecting and retooling at regular intervals is necessary. Jeff also shares his latest thoughts about revisiting his social media strategy.    WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Today'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 Sones. Justine is a stress management and self-care coach for those in these fields. Her focus today is on boundaries, in order to get away from constant people pleasing and getting overwhelmed.  One main misconception is that it means you are putting up a brick wall. But Justine explains how appropriate boundaries are about give and take and letting in what is good and beneficial to you. It begins with truly knowing yourself and your feelings, and how to balance those with external expectations. Listen to her tips on how to start in on the process and move toward a personal and professional life with more time and more purpose, while being more true to yourself. Find out more about Justine here And more about her excellent weekly email list The Friday Feels WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

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 at Smile Virtual, spent twenty years in the cruise industry where he practiced the craft of relationship building every day. He describes some of his LinkedIn and email experiences with Jeff and Christie, and how so many people reach out, but make no effort to create a personal connection. Nick says to just take sixty seconds and look at their profile. Where do they live? What courses have they recently taken? Where did they just vacation? The list goes on. And any commonality you can find can be a jumping off point to a conversation vs. a pitch. And in the end, people like people, that like them. And they buy from them. Plus! Hear about Smile Virtual and their incredible rate of closed sales. Find out more about Nick here WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

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 that sound like some salespeople out there? Today's guest sees the connection. Jon Selig, speaker, coach, stand-up comic, and creator of Comedy Writing for Sales Teams, talks with Jeff and Christie about how comedy infused into your sales approach is a winning combination. Jon realized that salespeople and comedians are always prospecting! He explains how jokes can be disarming and help clients to feel like you relate to them and understand their struggles. Then you are able to use that connection to better solve the clients issues. And don't worry, even if you don't think you're funny, Jon gives tips and advice on how you can hone your humor and put together a playbook of solid material.  Learn more about Jon Selig and Comedy Writing for Sales Teams    WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.  

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 at sales and leadership positions, for which he is recognized as the leading "Sales Success Expert" and has appeared as a guest on national TV including FOX , Bloomberg, C-Suite Newtork and others. He is an in-Demand Global Keynote Speaker, and Highly Acclaimed Author of Lead, Sell, or Get Out of the Way. Today he's here to share his Velocity Mindset which provides sales teams with modern approaches on how to capitalize on more opportunities and walk away with more deals in less time. Today's episode digs into the nuts and bolts of sales. Why people buy. What part of the buyer's journey you ACTUALLY should get involved with. Why focusing on outcome is the only way to increase your income.  Get Ron's new book - 'The Velocity Mindset' here!   WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

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 refreshing perspective on mindset, leadership, his role in business and our interactions with those around us.  Manuel talks about how his childhood made him obsessive about helping others to have financial security and stability. And to succeed in that, you can't get lost in the data and the details. Your leading purpose must be to bring value; then everything else will fall into place. He also reminds us to be mindful of the personal and professional support we have gotten along the way, and returning that to others is essential.  PLUS! How a bathtub can tell you a lot about your life. Learn more about Manuel Amezcua here. And listen to his new podcast Vision, Hustle, Grit + Gratitude  WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

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 Monthly Musing, Jeff and Christie talk about different ways, both big and small, to do good and to help others.  Christie explains how doing something that is not for yourself, and just for the joy and support of others, brings incredible perspective. And Jeff talks about how reflecting on how he got to where he is today from the help and guidance of those more experienced than himself, gives him an obligation to help people that are just starting out in their careers. Whether it be mentoring or giving your money or time, it is always worth it to give back. Plus! Hear about Jeff's upcoming benefit golf charity and see if you would like to get involved! Check it out here.  WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.  

Today'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 Powell, sales strategist, leadership expert, Certified Speaking Professional, and award-winning author, joins Jeff and Christie for a a discussion that will blow you away with its seemingly contradictory take on prospering during times of change and unsteadiness.  Meridith knows that a lot of people are working harder than ever right now, but that too many have no plan! And the work for works sake is wearing us down. She reveals inspiration, strategies, and formulas from her new book ‘Thrive!' that will help you to create a vision to not just handle change, but welcome it and leverage it as a growth opportunity. They discuss how to foresee and control change, and the importance of leaders to prepare and train their teams for it. Because shocks will hit the system again, and the question is - are you going to be a wallower or a survivor? Find out more about Meridith here. Pre-Order her new book: THRIVE! STRATEGIES TO TURN UNCERTAINTY INTO COMPETITIVE ADVANTAGE WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Today'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 falling in love with sales. As a scientist David's focus was finding solutions and solving problems. This mindset helped form his approach to selling. David starts the conversation with Jeff and Christie at its most basic - how do you describe what it is you do when someone asks? He explains the nuance and weight that answer can hold depending on who is asking. From here David reminds us to humanize our message, discover what the audience values, zero in on solving problems, and to not be afraid of being provocative in order to draw people. An effective way to do this is to 'Fall in love with the problem." Listen as he gives examples of simple questions to ask to create meaningful engagement with clients that will make you stand out.  Find out more about David Priemer and Cerebral Selling here Get David's book 'Sell The Way You Buy' WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

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 he is, that when Jeff asks about what brought him success, he responds with his two biggest failures.  Herein lies the importance of Larry's message. We all fail, but only those with the right mindset will turn that into something greater. Jeff and Christie talk with Larry about how coaching is much more than just gathering information, how negatively we speak to ourselves, how that effects our performance and some practical ways to move beyond it. Larry also lets us in on some compelling new offerings he has in store.  Learn more about Larry here! WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

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 suffered a crumbling of their professional discipline and are now finding themselves in a make or break moment. Today, Jeff and Christie have invited global sales leader, keynote speaker, trainer and best-selling author Victor Antonio to talk about how those struggling can bounce back.  They discuss the changes in both corporate structure and culture, the decline of the meaningless meeting, views on business travel, LinkedIn tips, the art of Zoom and the link between money and kindness.  Find out more about Victor here WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

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 that are fresh on their minds. Today, it's all about new beginnings.  We are seeing vaccinations skyrocket, travel open up, and new, but altered, opportunities on the horizon. Did you make the necessary changes in mindset and strategy this past year? Jeff and Christie talk about those that will survive, those that will thrive and those that will be left behind. They also discuss the greatest lessons they've learned and the greatest possibilities that await them in the coming months. WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

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, Jason Bay, outbound sales coach, trainer and Chief Prospecting Officer at Blissful Prospecting. As usual Jason does not come empty handed when he talks with Jeff and Christie. He shares valuable cold outreach strategies and exercises you can do to get results. How to fill in the gaps, personalize the right way, find out what prospects want and don't want before contact and leveraging your best clients. All with the goal of finding the outreach sweet spot and increasing your percentage of returns. Find out more about Jason here! WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.  

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 you choose." Simple? Yes. Profound in its simplicity? Definitely.  Camille Clemons joins Jeff and Christie to talk about a book that brings inspiration to young people, and clarity and focus to adults. Dr. Seuss' 'Oh The Places You'll Go!' The book plainly lays out the importance of mindset, outlook and decision making which resonates in a whole new way in our world at the moment. The group also connects other authors and speakers that build on a foundation of the principles in this 3 minute read.  Find out more about Camille Clemons here Get a copy of the 'Oh The Places You'll Go!' here WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

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 time. But not wanting to sacrifice too much of either he began sorting out his priorities. He realized he could make changes that would give him the time for what was most important in his life while still being financially successful. Listen as Marcus reveals loads of tips and hacks to start you down a path of building the life you want.  Plus! Weigh in on the heated debate - Is a hot dog a sandwich? Click to find out more about Marcus Chan and the Six Figure Sales Academy WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

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 Christie to share his fascinating and varied career path. From his beginning at NBC photography department to his transitions to sales and marketing and project management, breaking rules and status quos along the way. They also cover the necessity of making mistakes and the hidden blessing of bad bosses. Listen on for invaluable leadership lessons and inspiration.  Find out more about Ben here WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

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 up mental obstacles, excuses, insecurities, and the moment passes us by. Jeff talks today about going for those chances. That if you really want to do something - figure out a way to do it. And usually that once in a lifetime opportunity, is something you find a way to do again. Plus - Take a deeper dive with Jeff on Deeper Thought  WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

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, keynote speaker, podcast host and serial blogger.  Jeff Noel philosophy is to veer off the well-beaten path, and his goal is to inspire you to do the same. Because of this he has a different motivations, deep convictions, dreams that grow with wisdom and experience, and some insight that might run contradictory to what many people accept as true.  Plus! Jeff issues one of his signature 72 hour challenges Learn more about Jeff Noel here Listen to the If Disney Ran Your Life podcast here WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.