Rethink The Way You Sell

Having a deeper understanding of your best customers is vital to improving your process and making more sales. Jeff argues that most sellers only have a surface-level view of who their customers are. He urges you to dig deeper and ask: "What are their goals? What motivates them? How are they feeling and thinking?" Jeff says truly knowing your customers will make selling much easier for you. "Peopl...

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, adjus...

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. DeJuan shares his excitement about Merit America's mission, their partnership with Googl...

In this episode of Rethink The Way You Sell, host Jeff Bajorek takes a closer look at the importance of alignment and knowing your why in the sales process. He emphasizes that salespeople can determine their own how and that there's no one-size-fits-all sales method. Jeff also focuses on the role of integrity in achieving your best work and shares the five essential questions that can help you und...

In this exciting fifth season, host Jeff Bajorek takes you through the 7 steps to selling 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. In the first episode, Jeff explores the first step to selling like you: knowing yourself. By examining the alignm...

Let's revisit our great cast of guests this season and get their best tips on how to #SellLikeYou. Download my latest ebook https://jeffbajorek.com/8reasons Listen and follow my podcast, Rethink the Way You Sell for weekly episodes! Apple: https://tinyurl.com/rethinkapple Spotify: https://tinyurl.com/rethinkspotify Google: https://tinyurl.com/rethinkgp Stitcher: https://tinyurl.com/rethinkstitcher...

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. In today’s episode, I want to give you a framework to use, as well as a preview of Season 5 (coming in a few weeks). This is the framework that I use with my clients to establish their business development efforts and help them grow as q...

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. The last thing a seller wants to do is let anybody down, and the weight of that responsibility can be heavy. But when you think about it, there are so few ways to screw up a sales process, s...

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. Follow Jen on LinkedIn https://www.linkedin.com/in/demandjen1/ and earn more about Lavender here: https://www.lavender.ai/ Her...

There’s a thread that started a few weeks ago on this show about vulnerability. It started with my conversation about transparency with Todd Caponi. Then I dug a little deeper into transparency, the truth, accountability and how all of those concepts require vulnerability. Then Jordana spoke last week about how her new leader joining the organization and encouraging her to be vulnerable allowed he...

Jordana Zeldin is a sales coach, facilitator, speaker, and co-founder of The Practice Lab- the first-ever sales training program for B2B Account Executives ready to develop their skills like athletes, musicians and performers do theirs. You can find her at https://www.thepracticelab.co/ or on Linkedinhttps://www.linkedin.com/in/jordanazeldin/ Here’s what Jordana and I dug into on today’s episode:...

On today’s episode, I’m digging a little deeper into the concept of transparency in sales leadership after last week’s interview with Todd Caponi. You can have a real short memory if you always tell the truth, and that’s the key to building grounded trusting relationships with everyone on your team.  When you have trust, you can have real accountability. This is rocket fuel for sales teams. Withou...

Todd Caponi is the author of The Transparency Sale and The Transparent Sales Leader. He’s speaker, a sales trainer, and someone I wholeheartedly refer to as a sibling in sales. He’s also a total nerd for sales history, and uses the wisdom of the past to reflect on current events. You can find him at https://toddcaponi.com/ or on the socials Linkedin: https://www.linkedin.com/in/toddcaponi/ Twitter...

There’s a lot of talk about introverts and extroverts in sales. It’s commonly believed that most salespeople are extroverts, but in my experience, the very best sellers I’ve ever worked with are introverted. On today’s episode, we’re going to look at the strengths both introverts and extroverts have in a sales role. We’re also going to look at the importance (and the costs) of being able to turn o...

Jason Bay is a sales trainer and coach and the founder of Outbound Squad. He helps sales reps turn complete strangers into paying customers. He also happens to be a great friend and one of my favorite people in the world. You can find Jason at https://outboundsquad.com/ or on LinkedIn at https://www.linkedin.com/in/jasondbay/ Here’s what JBay and I dug into on today’s episode:    -   Jason’s sales...

Leslie Venetz is a consultant and advisor that helps build commercial teams that can meet the needs of the modern B2B buyer. She spent 15 years selling to the C-Suite in enterprise sales and has been Head of Sales 3 times. Leslie is also fiercely passionate about DEIB initiatives, and we touch on that a little bit in our conversation today. She also hosts a business book club on Patreon, where I’l...

You know those people who tell great stories? They’re magnetic and captivating. They hold the attention of an entire room and make time stand still. Those are special people, and you don’t have to be one to tell great stories. I used to think that I wasn’t a good storyteller, and then a couple of people told me exactly the opposite, and I started thinking differently about the concept. Most people...

Ravi Rajani helps B2B sales teams captivate their customers, build trust, and sell more by unlocking the power of story. Ravi is here to help you craft stories that sell and deliver sales presentations that convert. You can learn more about him on LinkedIn, theravirajani.comand download the ACORN storytelling framework at https://www.theravirajani.com/yourelevatorstory . Here’s what Ravi and I tal...

Most salespeople have terrible definitions of what it means to succeed and what it means to fail. The lack of perspective sets the bar way too high for most people to see exactly how well they’re actually doing. One of the best things about selling is that it’s a results-oriented game. You made the sale or you didn’t. But that doesn’t mean you have to make the sale in one call in order for that ca...

Harriet Mellor is a sales coach for small to medium sized businesses and individuals. She’s also the host of the Sell Like You Podcast. You can learn more about her at https://www.yoursalesco.com/ or on LinkedIn. Today, Harriet and I talked about:    -   the magic of a great idea    -   Harriet’s sales origin story (she was training sales teams without ever holding a sales role)    -   the moment...

Selling is necessarily not a tangible “thing.” There are so many right ways to do it, that what is wrong for someone might be perfect for someone else. The sales process is rigid, as I’ve mentioned before. That’s the science of selling. Your sales methods are fluid, and they represent the artistry behind what we do. Art is subjective, therefore so is selling. I want you to stop trying to follow th...

David Priemer is the Founder and Chief Sales Scientist at Cerebral Selling, and he’s also a “psychologist to the stars.” If you don’t already have his book, Sell The Way You Buy, then why not? It’s a perennial bestseller and has been translated into 5 additional languages. He’s also got a free Facebook group called The Sales Lab where he’s providing weekly live training and exclusive content. Toda...

What does it mean to sell with Integrity? Most peo­ple think of in­tegrity along the lines of moral­i­ty but to me, and with its re­la­tion to #Sel­l­Like­Y­ou, it means a lot more than that.  Last week, Ian Ko­ni­ak and I talked at length about the con­cept, but to­day I want to go deep­er into the idea of sell­ing and the feel­ing of be­ing whole. Do you feel more whole when you win?  Do you fee...

Ian Koniak is a coach for high performing sales reps, and one of the concepts he works with people on is what he calls The Integrity Gap. After connecting at the Sales Success Summit, Ian and I sat down to discuss the concept of integrity, since we’re among the only people really talking about it in a sales context. You can learn more about Ian on LinkedIn and YouTube. You can also join his newsle...