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! If you've been paying attention to what I've been saying for the last few years, you know how important differentiation is. And I think as we get into a more crowded market it's getting more and more difficult to differentiate. But I believe that's because most salespeople have a very surface-level approach as it relates to differentiation. And they think if they're not in a category of one, then they can't differentiate themselves. Today I'm reviewing the book Sell Different! by Lee B. Salz, a frequent guest of The Why and The Buy podcast and a genius on sales differentiation.

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! Sometimes it feels that way because it is that way. When should we trust our gut and when should follow our head? It's a complicated question with complicated answers. It's the kind of question Deeper Thought was made for.  Subscribe to Deeper Thought on Soundwise

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! Larry Levine believes trust is woven into everything we do in sales. Without trust, deals slow down and relationships fall apart. Larry joins us today fresh off hearing some of the foremost sales experts speak on trust. Is building trust the same as building relationships? Can you build trust on a golf course or over lunch? How do you become known as someone worth talking to?

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! This is an enhanced version of the Rethink The Way You Sell article by David Weiss, including an interview with the author. David Weiss is vulnerable and honest as he shares 3 key lessons on leading a team that he had to learn the hard way. What may seem like the natural way to lead is not always the most effective.

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! In this episode of Deeper Thought, host Jeff Bajorek discusses the importance of accountability. He believes that people like being held accountable because it makes them feel part of a team, supported, and like someone has a vested interest in their success. Accountability helps validate people and makes them feel capable of more. Bajorek provides a framework of 7 questions to run better accountability meetings, whether you're leading a team, managing a project, or meeting in a mastermind group. The questions cover checking in on status, celebrating successes, identifying failures, setting the next step, establishing deadlines, analyzing needs, and offering support. Bajorek argues that this accountability approach, rooted in empathy rather than judgment, strengthens relationships, improves outcomes, and helps people feel better about their work.

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! This is an enhanced audio version of the Deeper Thought post Be Water by Andy Racic, including an interview with the author. Andy has been into kung fu movies lately, but it's comments from Bruce Lee that are anything but action-packed that have him thinking.  FULL TEXT --- “Be like water making its way through cracks. Do not be assertive, but adjust to the object, and you shall find a way around or through it. If nothing within you stays rigid, outward things will disclose themselves. Empty your mind, be formless. Shapeless, like water. If you put water into a cup, it becomes the cup. You put water into a bottle and it becomes the bottle. You put it in a teapot, it becomes the teapot. Now, water can flow or it can crash. Be water, my friend.” -Bruce Lee I’ve been on a kung fu movie kick lately and naturally that means I’ve been working through Bruce Lee’s catalog. Bear with me a moment while I gush. Man, did Bruce just.get.it. If you asked me what exactly the “it” is that he got so well, it would take me a few pages to try to articulate that alone. But I can tell you with certainty that he got “it.” I can’t imagine how else he could have achieved so much and had such a transcendental impact across so many fields. Alright, on topic... Prospecting. Ahhh! Arguably the single most important activity every rep needs to be doing weekly if not daily… and yet the one almost all of us skip if given half an excuse.  Prospecting can either be a couple hours every week that you dread (or worse, avoid). Or it can be some of the most fun you can have in a sales job. The key thing about whether or not it’s fun or it’s hell is really your mental agility when you’re practicing your prospecting. At least, in my experience that’s the case. I like going into prospecting with my research and a plan of attack ready. I rarely have fun or much success without those. However, if I’m not mentally nimble, and ready to roll with what comes, it’s a slog. I’m basically going through the motions with my script/talk track when reaching out. My tonality inevitably falls a bit flat. I don’t listen as well as I should. The calls don’t yield the results I’m hoping for. Totally frustrating! When that happens (and it definitely still does from time to time, as much as it pains me to admit), I’m not “being water.” I’m attempting to bulldoze my way straight to a result without being mindful of the moment. I’m attempting to make the world conform to my plan. I don’t know about you, but so far I haven’t found a person who likes being bulldozed, and when I try to force the world to be a certain way, the world puts me in my place pretty quickly. When I’m “being water,” though, I’m mentally sharp yet relaxed and ready for whatever may come. My calls just go better. My emails may occasionally be a bit unorthodox, but I find that I’m able to get my points across simply and directly without sounding like a corporate robot. And it’s a heck of a lot more fun.  Subscribe to Deeper Thought on Soundwise

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! As salespeople we are afraid to ask for business sometimes. There is a standard that has been set that says, "If you can earn it with your content, with your expertise, with the perception of your ability to advise people you can become a trusted advisor." But what about asking for the sale? Salespeople forget that their prospects and their customers are begging to be led. Subscribe to Deeper Thought on Soundwise

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! Last week, I talked about how people like being held accountable. And if you don't like being held accountable, I think you're probably being asked to be accountable for something you really don't want to be accountable for. If you're in the right place for the right reason, you want to be held accountable. Today, I want to explore this concept of accountability as it relates to activity. You need to focus on a process, if you want to get results, because if you focus on results alone, you get frustrated. And accountability is all about results. Right? Subscribe to Deeper Thought on Soundwise

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! It's so important you hear it every episode, "...take a deep breath." Breath is life. Breath can be a simple way to regain focus, stability and encourage creative thought. Jeff explores the myriad of ways he uses simple breath to improve his mind and his body to be prepared for what sales, business and life have in store.

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! This is an enhanced version of the Deeper Thought post When Music is Much More with DeJuan Brown including an interview with the author.  “If I were not a physicist, I would probably be a musician. I often think in music. I live my daydreams in music. I see my life in terms of music.” -Albert Einstein I think in lyrics. I even bop rhythmically a bit when I speak. Music, generally, is in me. Hip-hop however, is DEEP in me. Seriously. I once told my wife that 'there's a Jay-Z lyric for every scenario in life,' only partially in jest.  I was born in the 70's in what I now know was the inner-city. For me that meant having hip-hop as the backdrop against which my experiential selfies came to life. It also meant that I'd unintentionally grow to love words, poetic expression and other creative uses of the English language to communicate. Metaphor, simile, analogy, double (at least) entendre, multi-syllabic rhyme schemes and other devices sit patiently on the tarmac of my mind. Always at the ready for taxi and takeoff, dependent only on the situation at hand.  There's so many more parallels I can draw, but I want to answer the question that may be bubbling beneath your mind's surface. "Why are you sharing this, DeJuan?"

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! Jeff welcomes acclaimed author and sales expert Lee Salz for some deeper thought on discovery including Lee's horizontal and vertical questions paradigm, why discovery is a major sales game-changer, introductory questions and why the reason for the meeting can be more important than the meeting itself.

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! This is an enhanced audio version of the Deeper Thought post Or Is This How You Do It by Camille Clemons including an interview with the author and DeJuan Brown. FULL TEXT --- Or is This How You Do it? DeJuan started it, I'm going to keep it going. How you do anything is how you do everything. I say it a lot. It is universally transcendent. I say it to my kids, my colleagues, my friends, myself. How you do anything is how you do everything. If you think about it - don't just say the words - say them out loud and let them rattle around up there for a second. How you do **ANYTHING** is how you do **EVERYTHING**. If you're here, in this community, you undoubtedly hold yourself to a pretty high standard. You want to learn and grow and get better. You're in really good company. I've been reflecting a lot about this idea recently as there is so much to do. I'm parenting while working. People have been doing that since the beginning of time, I know I'm not alone in this one. I'm fortunate that work is busier than ever, and now, parenting while working also means while teaching; while short order cooking; while being the nurse; while being the coach; while answering IT support desk calls.  How I do anything is how I do everything. So. If that is the standard we've instilled, how do we pull it all off without driving ourselves crazy? I have no idea. For me, the way out from here is taking "How you do anything is how you do everything" and coupling it with "Be you - everyone else is taken". The way out is by staying true to who you are. The way out is prioritizing and executing. As DeJuan said, his son has a method, a process he goes through with each decision. I bet he's refined it over his 24 years. He's taken note about what is working and what isn't. I'd also be willing to bet that the underlying foundation has stayed consistent regardless. I've asked myself, what is my process? How am I continuing to do everything at the highest level when all of my "normal" way of doing things is unavailable? We are all longing for some prescendented times. Back to usual. I see so many people trying to force differentiation to stand out, I may have even tried a few things myself that - after I did them - didn't feel authentic. I've made note and refined. I'll admit, I'm still working hard to hit stride, but I feel comfortable that my new model is genuinely me, the best available every time. I've had to decline a few things I would have liked to do and it may take a little longer to return messages, but if I go back to the foundation, I know those things with the highest and best priority are still getting done at a level of which I'm proud. How we do anything is how we do everything. You may be looking for a quick answer. Is this how I do it or is that how I do it? All I know is however you do it - don't lose yourself in the process. Compartmentalize and execute. It is hyper critical, if you're interested in maintaining the how you do anything is how you do everything, to own each task individually. Be you, everyone else is taken. Execute and be in the moment. Isn't that where we should be after all?  Subscribe to Deeper Thought on Soundwise

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! There are a lot of playbooks and guides to sales, but...there's no instructional manual. And that's great news! Why? It's all in today's Deeper Thought.

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! This is an enhanced audio version of the Deeper Thought article This is How You Do Everything written by Mike Simmons including an interview with the author. FULL TEXT --- As Andy Racic reminded me - it is time to regress to the mean. Camille Clemons & DeJuan Brown hit the cover off the ball with their posts on the theme this month - PROCESS. Process is a fun thing that many of us lie to ourselves about and say "I'm not process oriented" - I say BS (keeping it clean for the kids) - Do you make Coffee? Do you Cook? Do you Breathe? - Granted some of these processes are voluntary, some are not - you decide. So - how do YOU do EVERYTHING?You start with DOING. You don't TRY, you DO. A couple of months back, there was this culture consultant who was leading a mentoring group as part of a program I where volunteered some time. (That is either virtue signaling, or a humble brag - neither is intentional)  The task I was asked to complete was to pick up a dry erase market from his hand. "Try" - well, I did, and he said i was not following the instructions, the instructions were to Try.  Net/Net - "Do, or Do Not. There is no try" - Yoda Who Cares? You should care - are you in this, or are you not?  Are you doing the work, or are you not?  If every time you do the work, it looks different, are you really doing the work well?  If you are not doing the work well, why are you doing it? So What? Ok - so what does this have to do with process. Processes can be overly prescriptive, or they can be flexible, like guiding posts or milestones - rather than rules. Now What? Find your guiding principles, find your approach that leads to predictable results or more likely outcomes, do the work, and let the results play out. Here is one of the most important processes to me. (yep - you'll notice it has some feedback loops in there Jeff Bajorek) Gather Data Analyse Data Validate Recommend Test Implement This is how I execute. How do you Execute? So - what do I mean by "This is How You Do Everything"? YOU "DO THE WORK"  Subscribe to Deeper Thought on Soundwise

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! You can't really be curious unless you're okay with being wrong. Today Jeff talks with Nate Dykstra, Senior Business Development Manager for TapResearch. 3 months ago, Nate decided to remove alcohol from his life. He wasn't a diagnosed alcoholic. He didn't have a history of addiction in his family. But he was uncomfortable with alcohol's presence in his life and what it was limiting. He discusses his journey without being judgmental. If there's anything in your life that is getting in the way of who you want to be, this is worth a listen.

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! This is an enhanced version of the Deeper Thought post "I have a love-hate relationship with sales process." written by Andy Racic. It includes an interview with the author.  FULL TEXT --- Why I love sales process: Point #1. With a properly defined process, you don’t really have to think very much, you just have to execute. While I am a thinker and I very much value thinking, I’m also a raving fan of cognitive efficiency. Solve a problem once, properly, and never think of it again. There’s a reason why people give so much credit to Jobs’ idea of a uniform (black polo, blue jeans, sneakers). Having to make fewer decisions lends to making better critical decisions.  Point #2. If the process was given to you by your manager/company, and you follow it honestly and truly, you’re severely limiting your own liability. If you do the work, as prescribed, and the results are there, awesome, end of story. If you do the work, as prescribed, and the results aren’t there, not so great, but your ass isn’t on the line. You were doing as you were instructed to. Then it’s back to the drawing board but with the support of your manager. Why I hate sales process: Point #1. Mindlessly executing a task the same way over and over (and over and over) again is absolute hell for me. I go a little bit nuts doing the same thing repeatedly. While there are a number of factors motivating why I’ve moved on from each of my jobs, one of the common drivers is simply boredom. Learning how to sell something and increasing my win rate is always a good challenge and reward in and of itself. But selling that same solution week in, week out, year in year out, is a kind of a torture for someone like me.  Point #2. The current process will never be as efficient as it possibly can be. There is always room for improvement. I have many, many strong opinions, weakly held. This is not one of them. I believe this on a deeply fundamental level - as deep as cereal first, then milk; or that the toilet paper should hang over the roll, not under the roll (excepting having toddlers or cats in the house). (Feel free to disagree with me on those, but fair warning, I will think lesser of you without compelling evidence supporting your case.) There will never be a perfect process as the market is never static. Case in point - Blockbuster didn’t care to evolve their process. When they were the big dog, they had the opportunity to acquire Netflix for $50M. Netflix’s current market cap is $216B and there’s literally 1 Blockbuster store left, operating as a AirBnB. Sales processes exist to give a familiar framework to the seller, but they should never, ever be static, written in stone processes. Find ways to improve yours or watch your close rates (or margins) erode and evaporate.   /rant. I recently listened to Adam Grant on Tim Ferris’ podcast. Adam suggested, instead of practicing what you preach, just preach what you practice. It’s a small tweak but it resonated with me. So, this is my sales process: Be human. Establish a connection. Cultivate a dialogue. Seek to understand, deeply, what is or could be motivating my prospect to go through the hassle of making the change I offer. Align my solution with their motivations. Remove as many obstacles and challenges as possible (internally and externally) to making that change. Respond quickly. Communicate directly and simply. Expect setbacks. Have fun. Give credit to my team when I win. Take responsibility when I lose. Solicit feedback. Rinse, repeat. That’s it. That’s my entire sales process. If I’m missing anything, or if I can cut anything out, I’m all ears.  Subscribe to Deeper Thought on Soundwise

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! This is an enhanced audio version of the Deeper Thought article The Struggle is Real Part 1 by Camille Clemons including an interview with the author and Vince Fowler. To struggle is to be human and Camille opens up about her struggles in her new Deeper Thought series "The Struggle is Real." In Part 1, her struggle with time management and what she's doing about it. FULL TEXT --- The Struggle is Real, Part 1 Vince reminded us earlier in the week that to struggle is to be human. I couldn't agree more and about to share a struggle I'm working through that may be helpful. This could go a lot of ways, but I'm going to ease in to this series by starting with my struggle of time management. When I say the struggle is real, I am not kidding you. One may think that by this time in my life and career I would have this figured out - not true. I've tried: Time blocking (love it - just not practical for my job - I don't think) Using a planner (two weeks MAX) To-do lists (47 to-dos later and I feel overwhelmed) Calendar reminders (often something else take precedent) Limiting distractions (LinkedIn what?) Do not disturb signs (tell that to the family lurking outside the french doors) Working in isolation (I need interaction!) A lot has been written on the subject and wading through the sheer number of titles on the topic is a time suck in itself. So my journey continues, but, I'm happy to report, things are looking up and below are a few tools to consider: Read or listen to Indistractable by Nir Eyal (also a video presentation) Talk to Mike Simmons about his 15 Day Sprints, this really helped me find focus when it comes to strategy Consider using a tool like Ten Percent Happier, this one has been a game changer for me, there is even a free podcast Take a walk or at minimum a few deep breaths In addition to the tools above, one of the biggest (and super easy) things I've done to get this problem under control become more aware, is to track how I spend my time. I've started categorizing my time using Outlook calendar as my tool. By creating categories that tie back to my Go to Market Strategy, I can track how I'm spending my time to become more aware. My categories are: {See Deeper Thought article} Once I had the categories in place, anything that was added to my calendar was immediately color coded to one of these areas of focus. I'm working on a couple of things (and learning a lot in the process) like what is a target balance for time spent in each category? How do I keep track of the white space? Does it have to be measured or is simply being aware the most important? Here is what a typical week looks like now: {See Deeper Thought article} As I work through this, I'm seeing that I need to intentionally spend more time in the green bucket of New Business and less time in the red bucket of Other. It is definitely a work in progress. My biggest takeaway from all of this is in order to manage my time I first needed to understand how I was spending it. When I say the struggle was real, that was a gross understatement. With this program in place, I am better able to track - week to week - my progress toward my goal while understanding how much time I spend participating in the other areas as well. Knowledge is power. I hope this has been helpful, be on the lookout for Part 2 of The Struggle is Real series.   Subscribe to Deeper Thought on Soundwise

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! This is an enhanced audio version of the Deeper Thought article, "Have you ever tried to adopt some form of MEDDPICC (MEDDIC / MEDDICC)?" written by David Weiss, including an interview with the author. Before you jump head first into the next great sales methodology, make sure you have the fundamentals in place in order to execute on it.  Read David's ebook all about MEDDPICC on his LinkedIn profile here: https://www.linkedin.com/in/davidlbweiss/

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! Carl Lewis, the greatest U.S. Olympian of the 20th century, once said that he was never the fastest man on the track. What? How could that be? He won so many races and so many medals. In his mind, there were opponents that had a higher top speed but nobody that could run as fast as him, for as long as he did. That's how he won. That's how you can win. Let's talk about it on this edition of Deeper Thought. Subscribe to Deeper Thought on Soundwise

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! Have you ever stopped to think about the little things you do or don't do and the impact they have? In this thought-provoking episode, host Jeff Bajorek reflects on some micro changes he has made over the past year and how they have profoundly affected his work and wellbeing. He shares his experience of eliminating dairy and gluten from his diet, reducing alcohol consumption, and being more mindful of what he puts into his body. Bajorek invites listeners to pay closer attention to their own routines and habits that may seem insignificant but could be hampering their performance and preventing them from operating at their full potential. He challenges the audience to identify new positive habits formed during the pandemic as well as old unhealthy patterns that have crept back in. Bajorek argues that making small adjustments can have an outsized impact and urges everyone to aim for optimal functioning in order to deliver their absolute best to clients and customers.

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! Are we ready for 2021 yet? I mean, I know a lot of people have been wishing 2020 away for probably six months now, but 2021 is right around the corner. Now my question for you is, are you ready for it? Do you have your business plan? Are you working on your business plan? So much of what we do in sales requires you to be reactive. And using the time that you have or making the time to be strategic is really, really important. It allows you to put yourself in positions to execute well, and make good things happen.

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! Oh boy, touchy subject incoming. The breakup email, we've all sent one. It can be long or short, simple or complicated, direct or passive aggressive...but is it even necessary? I'll explain in this episode of Deeper Thought.

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! Cycles. They're everywhere. Our bodies, our minds, our economy, our ecology. Some cycles don't move towards an equilibrium. They spin out of control. Sometimes that's good and sometimes that's bad. Learning to differentiate vicious and virtuous cycles can be the key to making small choices that lead to the latter and avoid the former.

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! This is part two of an enhanced audio version of the Deeper Thought article "Physical immunity matters. Psychological immunity matters more," by Vince Fowler including an interview with the author. Full text with sources below. For the most up to date and accurate information about the novel Coronavirus please consult the Centers for Disease Control and Prevention website at https://www.cdc.org. Here's some fat to chew on... while we've all heard about the importance of maintaining and improving our physical health and immunity... what about our psychological immunity? Here in the days of Covid-19, regardless of what your job is in the world of selling or where you are in the world (selling), we've got jobs to do so let's get at it... and stay safe while we're at it.  We've probably all been told that the best way to stay safe is to;  wash your hands keep 6 ft apart wear a mask when you can't stay 6 ft apart drink more whisky, especially anything over 60% ABV as it is both hand and throat sanitizer 😉 That's it? Really? Come on... aside from the wisdom of consuming fine whisky, all I have to do is wash my hands, wear a mask and stay six feet away from others? Are there no other preventative measures?

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! This is part one of an enhanced audio version of the Deeper Thought article "Physical immunity matters. Psychological immunity matters more," by Vince Fowler including an interview with the author. Full text with sources below. For the most up to date and accurate information about the novel Coronavirus please consult the Centers for Disease Control and Prevention website at https://www.cdc.org. Here's some fat to chew on... while we've all heard about the importance of maintaining and improving our physical health and immunity... what about our psychological immunity? Here in the days of Covid-19, regardless of what your job is in the world of selling or where you are in the world (selling), we've got jobs to do so let's get at it... and stay safe while we're at it.  We've probably all been told that the best way to stay safe is to;  wash your hands keep 6 ft apart wear a mask when you can't stay 6 ft apart drink more whisky, especially anything over 60% ABV as it is both hand and throat sanitizer 😉 That's it? Really? Come on... aside from the wisdom of consuming fine whisky, all I have to do is wash my hands, wear a mask and stay six feet away from others? Are there no other preventative measures?

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! This is an enhanced audio version of the Deeper Thought article "Sales Professionals Stoke The Personal Fire Within Them" written by Larry Levine, including an interview with the author. EXCERPT Are you stoking the fire of passion and pride that drives you to do the hard work to be a true One-Percenter.  Ignite the fire from within! In order to be extraordinary and rise above the sea of empty suits, you must abandon your excuses, limiting self-beliefs, and damaging thoughts.  I encourage you to replace them with a set of higher self-expectations.

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! How comfortable are you with taking risks? I don't mean skydiving or swimming with sharks. I want to want to talk about other kinds of risks. What about standing up to your manager? And I don't mean, like, you know, pushing your manager around, I mean, like sticking up for yourself, like breaking the chain of command a little bit. What about speaking up for what you feel is right, versus what you're being told to do? What about being willing to do things in your sales process a little bit differently than the way you were trained?

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! If it's worth doing, it's worth doing well. If you don't have time to do it, right, you definitely don't have time to do it twice. These are thoughts that I have in my head on a regular basis. It really bothers me to do something without doing it to the best of my ability. Which really gets in my way sometimes, because there are a lot of things that I want to do. When you want to do that many things, and then you can't do them all really, really well. It creates some conflict, right?

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! Where are the situations where you are willing to lean in when most of your competitors are running away? When you see a change in your marketplace. When you hear people saying, "I can't sell face to face anymore, therefore I'm just going to sit here on my hands and wait until things get better." You're not moving forward if you're sitting still. But are you leaning forward? Are you accelerating? In most mature industries the players are all capable of going fast. They're all capable of going far. But sometimes the strategy is the biggest difference.

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! This is an enhanced audio version of the Deeper Thought post "You Give Sales A Bad Name" including an interview with the author, Liz Wendling. Beware of false sales prophets looking to sell you on closed deals without hard work. There is no magic formula to more sales and the more you automate what should stay personal the further you'll get from true success. We're skipping Easy Street on this edition of Deeper Thought. It is human nature to seek the easy way out. It is disappointing to observe how some people today look to hop on the fastest train on which they find the least discomfort. I call it the you-mean-I-have-to-work-at-this syndrome. Every day capable men and women let opportunities fall through the cracks and leave money on the table because they choose easy over effective when it comes to sales. Loads of people prefer the quick-fix over a long-lasting solution. These people give sales a bad name.

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! We all have head trash, thoughts that cloud our brain and muddle our decision-making processes. Jeff's head trash started piling up around a recent car purchase. He'll tell you how he started some waste management inside his noggin.

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! Jeff sits down with the current producer of Deeper Thought and former producer of The Why and The Buy, Doug Branson for an impromptu but important discussion about the anxieties that keep us from realizing our full potential.

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! One Zoom meeting, endless possiblities. Jeff discusses his latest outreach efforts and the fruit they are producing.  "Give yourself an opportunity, make the request. Spend some time with someone who exists in your space professionally that you don't know. Start with someone who's got some familiarity with you. Make the investment, it's really worthwhile. You're going to get different perspectives. You are going to learn some things about the way they operate their business. You're going to be able to show them some of the things you do that operate in your business."

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! Leaders Don't Just Read, They Act. In this introspective episode, host Jeff Bajorek dives into the notion that true leaders aren't just voracious readers - they are doers who implement what they learn. Jeff challenges the idea that reading numerous books every year is productive if you don't actively apply the key principles. He argues that instead of constantly seeking out new books, take the core lessons from ones you've already read and put them into practice. The value isn't in endlessly consuming content, but in executing the good ideas you encounter. Jeff provides actionable advice for getting more from the books and podcasts you engage with. Before picking up something new, revisit a recent book and distill it down to 1-3 key takeaways. Spend 15 minutes reflecting on how to apply those concepts in your own life or work. Consciously implementing even just one insight is more powerful than passively absorbing idea after idea. The best leaders balance learning with doing to drive meaningful change and growth.

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! In this episode, Jeff Bajorek discusses the importance of not being too attached to outcomes in sales. He explains that while sales is a results-oriented profession, paradoxically you often perform your best when you aren't overly fixated on the outcome itself. Jeff uses the analogy of a golf swing - if you care too little, you won't take it seriously enough to perform well. But if you care too much and get tense trying to force an outcome, you'll get in your own way and underperform. The key is caring enough to fully prepare and give your best effort, while still maintaining a relaxed state of "flow" where you aren't paralyzed by how important the outcome feels. Jeff argues that adopting this mindset allows you to take calculated risks, ask probing questions, and have dynamic conversations that boring, overly cautious discovery calls lack. When you aren't as emotionally invested in any single deal, you can be bolder and expose new needs that lead to solving bigger problems for the customer. Ultimately, Jeff encourages developing the resilience to trust your process, keep a full pipeline so no single opportunity makes or breaks you, and maintain the perspective that sometimes factors outside your control determine outcomes no matter how well you execute.

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! Business is not a routine, and sometimes upheavals like the COVID-19 pandemic can shake us out of our normal patterns and open us up to new ideas and ways of working. Host Jeff Bajorek reflects on how the pandemic's disruption led to overscheduling, excessive busyness and a constant feeling of being overwhelmed - chasing your tail on a hamster wheel without making real progress. He admits to biting off more than he could chew during this period and taking on too many commitments. Bajorek argues that this level of busyness is unsustainable and unproductive. To regain control and find a healthy routine, he recommends actively deciding what activities and projects to stop or put down. Clearing that mental and schedule space allows you to prioritize the highest value tasks, organize your time effectively, and ultimately accomplish more than when you were overwhelmed. Bajorek shares how implementing this mindset has created hours of productive time in his day for activities like prospecting, creating content, and simply having downtime - enabling him to be more effective both professionally and personally.

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! On this thought-provoking episode of Deeper Thought, host Jeff Bajorek is joined by guest DeJuan to discuss the concept of "redemptive leadership" and how social movements are empowering employees to advocate for themselves in the workplace. They explore the parallels between people standing up for justice in society and employees feeling emboldened to speak up about their needs, especially around mental health. DeJuan shares insightful perspectives on creating an environment where employees feel truly free to be their full selves without fear of repercussions. The conversation digs into high-profile examples like Simone Biles and Naomi Osaka prioritizing their mental wellbeing, and how their courage can ripple through organizations. Jeff and DeJuan examine the conflicts employees may feel in advocating for themselves versus prioritizing team dynamics. Overall, it's a nuanced discussion on the leader's role in normalizing open dialogue around previously taboo personal topics for the betterment of the entire workplace.

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! Sales and why it works. In this episode, host Jeff Bajorek dives deep into the importance of taking vacations and truly unplugging from work. He opens up about his own struggles with anxiety when trying to disconnect, and how not taking real breaks can lead to an erosion in the quality of your work over time without you even realizing it. Jeff recounts a trip to Italy where he left his phone in the hotel safe, set expectations with clients, and was able to be fully present - an experience that left him feeling refreshed upon returning to work. He encourages listeners to build boundaries, set realistic expectations with customers, and take time for themselves - whether a long weekend away or even just an afternoon off with phones silenced. Jeff argues that customers actually respect and appreciate when you set those boundaries. Unplugging allows you to recharge, reflect, and ultimately provide better service when you're back on the job. The episode is a reminder that vacations are not luxuries, but essential resets that allow you to be at your best professionally.

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! In this episode of Deeper Thought, host Jeff Bajorek shares an insightful perspective on dealing with life's difficulties. Drawing from a recent conversation with his 10-year-old son about persevering through challenges, Jeff emphasizes that hardships are opportunities to learn valuable lessons. He encourages listeners to reflect on what current struggles they are facing and consider not just finding solutions, but identifying the deeper meaning behind those obstacles. Jeff also gets candid about his own personal challenges related to his content creation and social media presence. He openly wrestles with finding the right balance and cadence for sharing his thoughts authentically without oversharing or feeling burdened to constantly create more content. His transparency provides a great example of looking below the surface to understand the root issues and lessons we can extract from our difficulties, rather than just putting band-aids on problems. Ultimately, Jeff invites listeners to ask themselves what they need to learn from their own hardships in order to grow.

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! In this mailbag episode, Jeff tackles questions submitted by listeners on important sales topics. He starts by diving into how to inspire sales leaders to be better coaches focused on their team's activities rather than just micromanaging results. Jeff emphasizes the importance of leaders being present with their teams, not just staring at reports and numbers. He advises leaders to have the courage to challenge senior management if needed to do what's best for their team's development. Jeff then gives advice to a new sales rep struggling with hitting call quotas and improving their numbers game. He stresses not just looking at the math, but mastering the art of quality prospecting through persistent outreach, valuable messaging that resonates, and viewing prospects as people you can truly help. Jeff argues you earn attention and meetings not just through sheer activity, but by building a reputation as someone worth talking to who won't simply be waited out.

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! Boundaries are essential, but often misunderstood, especially in a sales context. In this thought-provoking episode, host Jeff Bajorek dives deep into the importance of establishing clear boundaries within organizations and teams. He explores how boundaries provide crucial structure rather than rigidity, clearly defining roles, responsibilities, and accountability. Through insightful examples spanning startups to established companies, Jeff illustrates how a lack of boundaries can initially feel liberating but ultimately lead to burnout, confusion, and an inability to scale effectively. Drawing from coaching experiences and conversations with industry peers, Jeff examines the double-edged nature of "startup culture" and its celebrated boundary-free environment. He dissects the illusion of flat organizational charts, open-door policies, and the allure of perks like beer and foosball. Ultimately, Jeff makes a compelling case for why boundaries are vital for long-term success, enabling organizations to maintain structure, foster clarity, and attract the right talent as they grow. This episode is a must-listen for anyone seeking to build a sustainable, high-performing team or business.

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! Do you ever go back and review your sales calls? In this episode, Jeff Bajorek encourages listeners to be more mindful during sales conversations and take the time to mentally replay and analyze what went well and what could be improved. He reminds us that even the best salespeople make mistakes sometimes and have room to get better. Jeff challenges listeners to trade recorded calls with a colleague and provide feedback to each other on strengths and areas for improvement. Jeff also provides details on the upcoming Outbound conference, happening June 13-18th with virtual and in-person options. He'll be leading workshops at the event focused on enhancing your sales skills. Use the promo code he provides for $100 off tickets. Additionally, Jeff mentions he does weekly live training sessions that listeners can check out at JeffBajorek.live. Continusouly striving to improve through mindful review of your process is key to becoming a polished, masterful sales professional according to Jeff.

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! In this entertaining episode, Jeff is joined by sales experts David Weiss and Andy Racic to discuss creative strategies for capturing people's attention in sales situations. They explore unorthodox tactics like wearing strange outfits, pulling goofy stunts, or using an uncertain, self-deprecating tone - anything to get a prospect to change their posture and engage, even if just for a brief moment. The group digs into defining "success" in sales beyond just closing deals, emphasizing the importance of small wins like gathering new contact information, getting responses and engagement, or simply learning something useful for the next call. They advocate focusing on process and incremental progress rather than solely on big events. With humor and wisdom from their sales experience, Jeff, David and Andy provide an insightful discussion on unconventional yet effective methods for breaking through and connecting with prospective customers.

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! In this episode, Jeff dives deep into discussing Matthew Pollard's book "The Introvert's Edge: How the Quiet and Shy Can Outperform Extroverts Through Focused Personal Branding." As an introvert himself, Jeff found the book incredibly insightful on how introverts can capitalize on their strengths for effective networking and sales. He praises Pollard's framework for crafting a compelling personal brand narrative and delivering it through purposeful storytelling. Jeff emphasizes that the key for introverts is to get crystal clear on their "why" - their strong sense of purpose that fuels passion and boundless energy for their work. He unpacks other practical strategies from the book like finding your niche, developing a concise elevator pitch, and leveraging both in-person and digital platforms for relationship building. Whether an introvert or extrovert, Jeff highly recommends this book to anyone looking to up their networking game in an authentic way.

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! When you go to that fancy steak restaurant to meet with a client or prospect, get the pork chop. "SACRILEGE," you may scream. But Jeff tells you why it's the smartest thing you can do and how you can start a conversation over the chop that could lead to a sale.

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! In this thought-provoking episode, host Jeff Bajorek tackles the age-old management question of how to motivate people and get the best out of your team. He dismisses the antiquated "push them" mentality, arguing that trying to forcefully motivate those who don't want to be pushed is an exercise in futility that only breeds resentment. Instead, Jeff advocates understanding what truly drives each individual and aligning their motivations with your goals - making it a mutually beneficial endeavor where you're not "pushing" but rather "showing" them a path forward that enriches you both. Using colorful metaphors and real-world examples, Jeff illustrates how meeting resistance with more force is counterproductive, but leveraging someone's existing ambitions can exponentially increase your combined progress. He drives the point home with personal anecdotes about motivating his sales team, his own children, and even "old dogs" set in their ways - all through finding the intrinsic incentive rather than futilely pushing against the grain. It's a masterclass in emotional intelligence for leaders and managers of all stripes.

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! This is an enhanced audio version of the Deeper Thought group post found here. It includes an extended interview with the author Andy Racic on the origins of the piece.  “I am the master of my fate, I am the captain of my soul.” – William Ernest Henley, Invictus Henley isn’t wrong. But, we need to be clear. As seductive as the idea of having control is, as rational people, we simply must accept that so, so much of our life is outside of our control. There is a lot that we can do to change and improve our lives, and there is a lot we can do day to day, hour to hour, minute to minute, interaction to interaction, to guide and influence our fate. That’s what drew me to sales – to improve my “win rate” in any given interaction with people by learning, to quote Liam Neeson, “a very particular set of skills.”

Jeff updates you on his life, the hiatus of the show and exciting new (to most of you) content coming to you over the next few months.

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 up control, the illusion of control? Giving up on creating an environment that is disadvantageous. It's only when we surrender something that we can then give ourselves permission to have something else.

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. To aid in having these effective discussions, Jeff presents a five-step framework. These steps encompass understanding why the customer initially chose your company, seeking specifics about this decision, determining why they continue to do business with you, asking if they can refer additional clients, and finally, if they can introduce the company to these referrals. Jeff stresses that using this framework twice a year can considerably enhance the growth trajectory through referrals, stating "I gave you the framework. Now I'm going to ask you if you're willing to use it." You will serve your customers even better if you are willing to have the conversations that need to be had. (1:30) Five Questions for Killer Customer Conversations. (3:57) Why you have to ask for more detail. (5:14) Why do you continue to do business with us? (7:05) You’re getting exact messaging for what it’s like to find more customers like them. (9:32) An introduction goes so much further than a referral. (11:45) Why you need to have this conversation with your best customers twice a year. (13:41) 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 Music and Editing by @Doug Branson  Additional Music by @Blue Dot Sessions