Rethink The Way You Sell

While we’re on hiatus preparing for a new season of Rethink the Way You Sell, we wanted to bring you some content from Jeff you probably haven’t heard before. Jeff produced a premium podcast called Deeper Thought from 2020-2022 and you’re about to hear one of those episodes. Enjoy! Surrender is a funny word. On its face, it may seem like "giving up" in a negative sense. But what if you're giving u...

Jeff wraps up season 5 of Rethink The Way You Sell with some powerful lessons on personal and professional growth. There are a lot of people out there a lot of sellers out there who are blinded by their own potential. They get into selling because they know that like you can make a lot of money you can do some really cool stuff. You can't lose sight of the person you are right now. And you can't l...

The number one cause for anxiety, for disappointment, for mental illness in sales, is when salespeople try to control more than they can, more than they should, more than would be fair. You have to recognize that selling is about putting yourself in position to win. And when you do that often enough, you will win often enough. In this thought-provoking episode of "Rethink the Way You Sell," Jeff d...

In the latest episode of "Rethink the Way You Sell," host Jeff Bajorek delves into the intricate balance between emotion and logic in the sales process. He opens up about the necessity for salespeople to kindle emotions in their prospects while simultaneously maintaining a logical, process-driven mindset themselves. This episode explores the dichotomy between the emotional journey of the buyer, wh...

Jeff wraps up his enlightening series on the '7 Steps to Sell Like You' with the final step, "Keep Your Swagger." Maintaining confidence and a positive attitude are vital in sales and impossible to do without the previous six steps in place. He shares personal anecdotes and practical advice, illustrating how swagger is more than just confidence—it's about staying true to oneself and exuding authen...

Join host Jeff Bajorek in an enlightening conversation with David Weiss, CRO and Founder of DealDoc, on the popular MEDDPICC sales qualification methodology. MEDDPICC, an acronym for Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champions, and Competition, is a cornerstone in enterprise sales. In this episode, David delves into the nuances of each elem...

In the latest episode of "Rethink the Way You Sell," host Jeff Bajorek explores the critical theme of accountability in sales. Titled "Be Held Accountable," this episode delves into why accountability is often perceived negatively and seeks to redefine it as a positive and essential aspect of professional growth. Jeff emphasizes that being held accountable is not about facing punitive actions but...

In this captivating episode of "Rethink the Way You Sell," host Jeff Bajorek welcomes a true titan of the sales world, Jeffrey Gitomer. Known as the 'King of Sales,' Gitomer shares invaluable insights that have shaped the industry. Bajorek delves into step five of his 'Seven Steps to Sell Like You,' drawing upon Gitomer's profound wisdom and personal anecdotes. This episode is a treasure trove of...

Jeff delves into the powerful concept that you win and lose business in the same manner, a lesson learned early in his sales career. He candidly shares his experiences and insights on why focusing solely on tactics like lavish dinners or the lowest price is a short-sighted strategy. Instead, Jeff advocates for a deeper understanding of a client's motives and tailoring solutions to their needs. He...

In this insightful episode of "Rethink the Way You Sell," host Jeff Bajorek explores the delicate dance between cost of inaction (COI) and return on investment (ROI) in the sales process. Jeff breaks down the critical role emotions play in decision-making, discussing how a balance of COI and ROI can make or break the interest of a prospect. With a nod to the exchanges with thought leader Maria Bra...

In this episode of Rethink the Way You Sell, host Jeff Bajorek challenges the traditional methods that dominate the sales landscape. He confronts the idea that logic alone can seal a deal, asserting that people buy emotionally first and only justify their decisions logically later. Jeff also debunks the increasingly popular notion that inbound marketing should take precedence, arguing that a more...

In this episode of "Rethink the Way You Sell," host Jeff Bajorek explores the critical role of personal brand and credibility in the sales process. He challenges listeners to ponder the question: Are you someone worth talking to with something worth talking about? Jeff argues that being perceived as a person of value, not just in business but also in life, can be the game-changer when it comes to...

In this enlightening episode of "Rethink the Way You Sell", host Jeff Bajorek tackles the intricacies of mastering the sales process by leveraging one's authenticity. As he unveils Season Five's theme around the seven transformative steps to "sell like you", Jeff explores the fine line between setting rules and understanding principles in sales. By sharing his insights into the importance of credi...

In this episode of "Rethink the Way You Sell," host Jeff Bajorek challenges listeners to reevaluate their pursuit of perfection in the sales process. Drawing on personal anecdotes and reflections on his own production hurdles, Jeff argues that the quest for perfection can often stand in the way of delivering truly valuable work. Jeff underscores the importance of embracing "really good" over unatt...

Are you struggling with handling objections and negotiating with prospects? In this episode of Rethink the Way You Sell, host Jeff Bajorek offers a framework to help you stay present, acknowledging the other person's perspective while redirecting back to the core problem you are trying to solve together. Jeff explains how checking your ego, acknowledging the objection, and returning to the problem...

In this episode of the Rethink the Way You Sell podcast Jeff explores the essence of genuine selling, focusing on the crucial transition from discovery to presentation. 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 recommendatio...

We welcome back a special guest this week, Jason Bay, founder and CEO of Outbound Squad is here to talk about discovery. Jeff and Jason discuss the common discovery pitfalls that sales reps often find themselves in and how to turn those challenges into opportunities. Jason Bay shares his insights on the importance of "multithreading" in conversations, effectively engaging CFOs in deals, and why it...

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. Articles referenced in this podcast: https://www.jeffbajorek.com/posts/2021/1/29/the-sales-step-that-separates-top-performers-from-the-rest https://www.jeffbajor...

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. Watch...

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. He dives into the science and art of selling, providin...

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. Jeff delves into the common misconceptions about CRMs, arguing that they are not just management tools but essential sales tools that can help salespeople stay organized and win deals. He shares his personal experience with CRMs, inclu...

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 pro...

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. Jeff starts by addressing the commonly debated question of whether selling is an art or a science. He then simplifies the sales process into four steps, explaining each one in detail. Step one is identifying who you can help, while st...

In this episode of "Rethink the Way You Sell," Jeff Bajorek reimagines business development through territory management. 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...

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 u...