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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.
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…
Discovery Is The Selling Part
A lot of sellers like to hurry through discovery to get to the selling part.
Discovery IS the selling part!
Discovery IS the Selling Part: 6 Outcomes of GREAT Discovery
In this episode of "Rethink the Way You Sell," host Jeff Bajorek explains why discovery is not just a necessary part of the sales process but a valuable part. He gives you the 6 outcomes you can expect if you spend more time on discovery.
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.
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.
You're Wrong About Your CRM: How to Transform Your CRM from a Management Tool to a Sales Weapon
In this episode of "Rethink the Way You Sell," hosted by Jeff Bajorek, listeners are invited to take a fresh look at Customer Relationship Management (CRM) systems.
Write It Out
If you asked me for the single best tool I've ever used to improve my selling skills, I'd tell you it's the keyboard.
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.
Know Your Sales Process: Mastering the Art and Science of Selling
In this episode of Rethink the Way You Sell, hosted by Jeff Bajorek, the spotlight is on the third step of the Seven Steps to Sell Like You: Know Your Sales Process.
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.
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.
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.
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."
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.
7 Steps to #SellLikeYou
I hope this season has been thought-provoking for you. I’ve tried to tie together a lot of the undiscussed elements of what it takes to do your very best selling.
All Top Performers Make This Decision
On the heels of my interview last week with Jen Allen-Knuth, I wanted to go further into the fact that there are so many ways to excel in sales. In fact, there are more ways to do it right than to do it wrong.
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.
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.