Make a Recommendation, Not a Pitch: Ditching the Presentation Script for Authentic Connections

Have you ever felt a disconnect when shifting from understanding your prospect's needs to laying out your pitch? Jeff sheds light on the common mistake of overthinking the presentation aspect, emphasizing the power of recommendation over scripted slides.

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Don't Take The Bait

Great discovery takes a lot of discipline. It’s easy to get lured into pitching your solution before you’re ready to, and your customers do this to you all the time. Someone takes your cold call, or they walk up to your booth at a trade show, and they say something like…

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Be Persistent, Not a Pest - Frequency, Duration and Creativity in Modern Sales Prospecting

In the latest episode of "Rethink the Way You Sell," host Jeff Bajorek dives deep into the art and science of prospecting. Jeff explains why conventional methods aren't breaking through the noise and capturing the attention of your prospect. He challenges you to rethink your approach to outreach frequency and duration, offering concrete insights into what really works based on industry data.

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Know Your Methods: I'm BEGGING You to Be More Salesy

In this episode of "Rethink The Way You Sell," hosted by Jeff Bajorek, you'll be challenged to redefine what it means to be "salesy" as Jeff continues to reveal the 7 steps to #SellLikeYou. Jeff passionately argues that being salesy doesn't have to be a negative term, and he encourages you to embrace it as a positive aspect of your profession.

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Write Out Your Sales Process

On this next episode of Rethink the Way You Sell Podcast, join Jeff Bajorek as he tailors the essential aspects of a sales process directly to you. Imagine, he's guiding you to break down your sales process into four key steps: identifying potential clients, capturing their attention, articulating your value, and confidently advancing to the next stages. Jeff walks you through how to make this process your own, irrespective of whether you're selling a simple product or a complex solution, nudging you to assess and clearly define your unique approach.

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Rethinking Sales Territory Management with a Different Way to Look at Growth

Drawing inspiration from Stephen Covey's time management matrix, Jeff develops a fresh framework using two key factors – grow-ability and accessibility. Join Jeff as he guides you to visually categorize your top accounts into quadrants based on these factors, offering a unique perspective that uncovers unnoticed opportunities.

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What is Your Why? How to Overcome Sales Challenges by Aligning Beliefs and Techniques

In this exciting fifth season, host Jeff Bajorek takes you through the 7 Steps to Sell Like You. Discover the importance of alignment in selling, redefine it in a way that suits you, challenge your assumptions, and learn from those who have successfully redefined selling themselves.

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Know Yourself. Are You Selling With Integrity?

In this exciting fifth season, host Jeff Bajorek takes you through the 7 Steps to Sell Like You. Discover the importance of alignment in selling, redefine it in a way that suits you, challenge your assumptions, and learn from those who have successfully redefined selling themselves.

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It's Gotta Be About More Than The Money

It hit the proverbial fan this week in professional golf.

If you're paying any attention to sports, you know what I'm talking about. If you don't, that's ok, just know that the money won, and we were all given more reason to collectively wring our hands, clutch our pearls, and thumb our noses at "the man."

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A Few Thoughts on AI for Sales

I was in Austin earlier this week for an exclusive event for sales leaders and top performers put on by Scott Ingram. If you're not in his community of top-performing sellers, you should be. 

The featured presenter at the event was Dr. Lisa Palmer, an experienced sales leader with a newly minted Ph.D. in AI. If there's a better room to be in to discuss the impact AI will have on the sales profession, I'm not aware of one.

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So Many Versions of Great with Jen Allen-Knuth

Jen Allen-Knuth heads up community for Lavender.ai, after being Chief Evangelist for Challenger. When I connected with her a year or so ago, we became fast friends, and I knew she’d be an excellent guest for this podcast because of her wisdom, perspective, and witty style.

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5 Simple Steps to Better Outbound Messaging

To be an effective prospector, you need to reach out longer and more often to your prospects than you do. Once every two weeks for a couple of months isn't going to do it- you're just not creating any momentum. Likewise, those three messages you send in a week's time are easily ignored, and most of your prospects know you can be waited out.

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