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.

I pinch myself pretty regularly.

I'm two weeks shy of my 19th anniversary in sales, and I can't help but stop and think of just a few of the cosmic events that had to happen to get me where I am today.

In this episode of Rethink The Way You Sell, Jeff Bajorek highlights the significance of engaging in open and honest conversations with your customers. He believes in the power of these conversations in forging stronger relationships, asserting that "I have never been done wrong by my instincts. I have never asked a question that I feel deserved an answer. Even if it was a little taboo." Opening up to customers and showing vulnerability, according to Jeff, encourages them to let their guard down and foster a deeper connection.

I spent the last week on the road with a couple of clients. We’re setting up and forecasting for the year's second half, eating hot wings and reviewing their sales processes.

These are great companies providing solutions and outcomes that their competitors can’t, and they’ve outpaced market growth for years. Their success has been remarkable.

Having a deeper understanding of your best customers is vital to improving your process and making more sales.

After 10,753 miles in the air (I counted) over 3+ weeks, going back and forth over seven time zones, the summer's been a little rough on me.

But when I arrived home to an indescribable "I missed you, Daddy" hug from my just-turned-14-year-old daughter on her birthday, it was all worth it.

In this enlightening episode of Rethink The Way You Sell, host Jeff Bajorek highlights the significance of differentiation in your sales approach and the necessity to question conventional sales wisdom by promoting critical thinking. With personal anecdotes and a focus on accountability, self-assessment, and self-awareness, Jeff encourages listeners to challenge traditional sales techniques, adjust their strategies, and unlock their potential to connect with customers and succeed in a competitive sales environment.

“Must be present to win.”

A colleague of mine used to say that all the time. He was referring to the fact that if you’re not regularly in front of your customers, they’ll start looking into your competition.

In this inspiring episode of Rethink The Way You Sell, host Jeff Bajorek sits down with DeJuan Brown to discuss his passion for helping others and his new role as the Head of Sales at Merit America, a nonprofit organization devoted to achieving long-term wage gains and sustainable, recession-resilient careers.

I recorded a personal story that had a couple of sales lessons.

First, people make decisions with their emotions, sometimes even in spite of logic.

Secondly, not all business cases have clear financial returns on investment.

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.

Most of the reps I see approach these conversations wrong.

It’s probably not your fault. You were taught incorrectly, and years of habits have ingrained your bad behavior.

You were probably told you need to qualify your prospects, and that it doesn’t make sense to go any further with someone who isn’t prepared or capable of buying.

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.

A few things need to happen for you to make the sale.

There needs to be a problem your prospect is willing to solve. They need to feel your way of solving it is the best way for them, and they need to be interested in solving it now (or at least soon).

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."

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.

What's wrong with being salesy?

I deal with this every day, but particularly over the past couple of weeks, I've had a few clients tell me that they're progressing slowly with their opportunities, taking care not to come across as pushy or overbearing.

Earlier this week, I led a book club discussion for Women In Sales about Seth Godin's The Icarus Deception, which I consider to be a career-altering read for me. It changed the way I look at selling, as well as the trajectory of my life. That is not an overstatement.

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.