WIITT Selling

jeffrey
  • 5.0 (4)
  • MARKETING

What Is Important To Them is a sales coaching podcast designed to help sales professionals accelerate their journey to peak performance. Having closed over $500M in sales, I've learned that connecting with your audience is all about understanding WIITT - What’s Important to Them. I'm here to equip you with the skills you need to excel. I am giving all my listeners this FREE On Demand Course that teaches you how to craft an elevator pitch which is critical to your selling success. Elevator Pitch - Step-by-Step - WIITT Selling Share, Connect and Follow this Podcast The Advanced Elevator Pitch is now available, and it is taught live either on site or on-line. You can sign up for the Advanced Elevator Pitch course by emailing me or signing up through my website.  jeffrey@wiittselling.com www.wiittselling.com

  1. Deal Breakers - Sales Manager to Deal Coauthor - Episode 2

    MAR 3

    Deal Breakers - Sales Manager to Deal Coauthor - Episode 2

    Send us Fan Mail We go deeper into how a Sales Manager can become a Deal Coauthor and why taking over the deal from the rep based on IWOT or a past failure kills the deal your advisor is trying to win today.  For more great music follow the below link:http://www.youtube.com/@fredlemke1668 For more great music follow the below link:http://www.youtube.com/@fredlemke1668 Deal Breakers gives you the lens to see the deal the way the customer weighs their decisions. Stop losing the deals you should've won and click on the below link to get your copy of Deal Breakers. Deal Breakers: Customers already have solutions to their problems. If you don’t coauthor their next chapter, you won’t close the sale.: Cutter, Jeffrey Michael: 9798257955235: Amazon.com: Books

    18 min

  2. FEB 22

    Deal Breakers - Sales Manager to Deal Coauthors - Episode 1

    Send us Fan Mail Sales Managers hit a capacity ceiling. Deal Coauthors rocket past them with deal velocity and desired outcomes The Deal Velocity Series is a three‑episode on the identity, science, and system behind high‑trust, high‑clarity, high‑velocity selling. Because the fastest way to increase deal velocity isn’t pressure.  It’s clarity. It’s not heroics.  It’s co‑creation. It’s not rescuing.  It’s capability. Sales Managers hit a capacity ceiling. Deal Coauthors rocket past them with deal velocity and desired outcomes This series shows you how to make that shift. For more great music follow the below link:http://www.youtube.com/@fredlemke1668 For more great music follow the below link:http://www.youtube.com/@fredlemke1668 Deal Breakers gives you the lens to see the deal the way the customer weighs their decisions. Stop losing the deals you should've won and click on the below link to get your copy of Deal Breakers. Deal Breakers: Customers already have solutions to their problems. If you don’t coauthor their next chapter, you won’t close the sale.: Cutter, Jeffrey Michael: 9798257955235: Amazon.com: Books

    17 min
  3. Deal Breakers - Problem Solver Identity

    FEB 21

    Deal Breakers - Problem Solver Identity

    Send us Fan Mail How many of us say that we are problem solvers or helpers? Do customers just wait to make a purchase until they hear from the hero problem solvers? It's time to take a look at shifting our identity to align with how customers revere their most trusted sellers and surprise they don't see us as the hero of their story. For more great music follow the below link:http://www.youtube.com/@fredlemke1668 For more great music follow the below link:http://www.youtube.com/@fredlemke1668 Deal Breakers gives you the lens to see the deal the way the customer weighs their decisions. Stop losing the deals you should've won and click on the below link to get your copy of Deal Breakers. Deal Breakers: Customers already have solutions to their problems. If you don’t coauthor their next chapter, you won’t close the sale.: Cutter, Jeffrey Michael: 9798257955235: Amazon.com: Books

    14 min
  4. Hear what they said. Identify why it matters. Explore what it means in their world.

    FEB 17

    Hear what they said. Identify why it matters. Explore what it means in their world.

    Send us Fan Mail Top reps listen actively. Does anyone know what that means? Actively listening for the aha moment? That is a Deal Breaker. What are you listening for? Is it for you or for them? If you want to be a better listener this is the podcast you must hear before your next sales interaction.  For more great music follow the below link:http://www.youtube.com/@fredlemke1668 For more great music follow the below link:http://www.youtube.com/@fredlemke1668 Deal Breakers gives you the lens to see the deal the way the customer weighs their decisions. Stop losing the deals you should've won and click on the below link to get your copy of Deal Breakers. Deal Breakers: Customers already have solutions to their problems. If you don’t coauthor their next chapter, you won’t close the sale.: Cutter, Jeffrey Michael: 9798257955235: Amazon.com: Books

    14 min
  5. Deal Breakers - AI doesn't give you the truth it gives you the truth of your question

    FEB 14

    Deal Breakers - AI doesn't give you the truth it gives you the truth of your question

    Send us Fan Mail Happy Valentines Day 2026! This episode looks at how AI uses your biases that result in lost sales and disconnecting with your customers and how to get back into their story. For more great music follow the below link:http://www.youtube.com/@fredlemke1668 For more great music follow the below link:http://www.youtube.com/@fredlemke1668 Deal Breakers gives you the lens to see the deal the way the customer weighs their decisions. Stop losing the deals you should've won and click on the below link to get your copy of Deal Breakers. Deal Breakers: Customers already have solutions to their problems. If you don’t coauthor their next chapter, you won’t close the sale.: Cutter, Jeffrey Michael: 9798257955235: Amazon.com: Books

    12 min
  6. Deal Breakers - Silence

    11/18/2025

    Deal Breakers - Silence

    Send us Fan Mail Securing a $7M sale over 5 years and pumping the brakes on part of the implementation was the right thing to do but that was not exactly how the company saw it at first. This episode is about when to speak up and how to speak up when sales leadership asks you to do something you are not comfortable doing. Being silent and being strategic and what happened in both situations.  jeffrey@wiittselling.com #wiittselling #selling #sales #trust For more great music follow the below link:http://www.youtube.com/@fredlemke1668 For more great music follow the below link:http://www.youtube.com/@fredlemke1668 Deal Breakers gives you the lens to see the deal the way the customer weighs their decisions. Stop losing the deals you should've won and click on the below link to get your copy of Deal Breakers. Deal Breakers: Customers already have solutions to their problems. If you don’t coauthor their next chapter, you won’t close the sale.: Cutter, Jeffrey Michael: 9798257955235: Amazon.com: Books

    8 min
  7. Deal Breakers - Buzzword Buffet

    11/14/2025

    Deal Breakers - Buzzword Buffet

    Send us Fan Mail Are you getting ghosted, losing deals and having to justify why they did not buy from you? Perhaps you fell into the Deal Breakers - Buzzword Buffet instead of understanding what is important to them and why it matters your presentation dazzled them with Buzzwords you thought differentiated you and your product.  This episode will help you understand why your customer stayed with the current vendor or bought from someone besides you. Use the below tool to analyze if you fell into the Buzzword Buffet Deal Breaker.  Deal Breaker Buzzword Buffet Diagnostic Tool.pdf jeffrey@wiittselling.com #wiittselling #selling #CRM #MedTech For more great music follow the below link:http://www.youtube.com/@fredlemke1668 For more great music follow the below link:http://www.youtube.com/@fredlemke1668 Deal Breakers gives you the lens to see the deal the way the customer weighs their decisions. Stop losing the deals you should've won and click on the below link to get your copy of Deal Breakers. Deal Breakers: Customers already have solutions to their problems. If you don’t coauthor their next chapter, you won’t close the sale.: Cutter, Jeffrey Michael: 9798257955235: Amazon.com: Books

    11 min
  8. Top 10 Mistakes #Pharma Reps Make

    10/30/2025

    Top 10 Mistakes #Pharma Reps Make

    Send us Fan Mail Pharma reps calling on the physician office make the same mistakes over and over again and this episode shows you how to avoid them. Online Appointments #wiittselling #sales #pharmaceutical  For more great music follow the below link:http://www.youtube.com/@fredlemke1668 For more great music follow the below link:http://www.youtube.com/@fredlemke1668 Deal Breakers gives you the lens to see the deal the way the customer weighs their decisions. Stop losing the deals you should've won and click on the below link to get your copy of Deal Breakers. Deal Breakers: Customers already have solutions to their problems. If you don’t coauthor their next chapter, you won’t close the sale.: Cutter, Jeffrey Michael: 9798257955235: Amazon.com: Books

    14 min
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5
out of 5
4 Ratings

About

What Is Important To Them is a sales coaching podcast designed to help sales professionals accelerate their journey to peak performance. Having closed over $500M in sales, I've learned that connecting with your audience is all about understanding WIITT - What’s Important to Them. I'm here to equip you with the skills you need to excel. I am giving all my listeners this FREE On Demand Course that teaches you how to craft an elevator pitch which is critical to your selling success. Elevator Pitch - Step-by-Step - WIITT Selling Share, Connect and Follow this Podcast The Advanced Elevator Pitch is now available, and it is taught live either on site or on-line. You can sign up for the Advanced Elevator Pitch course by emailing me or signing up through my website.  jeffrey@wiittselling.com www.wiittselling.com

Information

  • Creator
    jeffrey
  • Years Active
    2025 - 2026
  • Episodes
    39
  • Rating
    Explicit
  • Copyright
    © 2026 WIITT Selling
  • Show Website
    WIITT Selling