The Why And The Buy

"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

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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.

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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

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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.

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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

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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?

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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?

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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!

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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!

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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!

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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!

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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!

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Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.