The Why And The Buy

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

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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, 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

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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 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

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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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