38 episodes

You can’t just take selling and distill it to a numbers game. Host Jeff Bajorek knows it's much more than that. The only sales hack or tool you need is the one right between your ears. You have a choice. Rethink the way you sell.

Rethink The Way You Sell Jeff Bajorek

    • Business
    • 5.0 • 20 Ratings

You can’t just take selling and distill it to a numbers game. Host Jeff Bajorek knows it's much more than that. The only sales hack or tool you need is the one right between your ears. You have a choice. Rethink the way you sell.

    A lack of boundaries leads to a lack of success

    A lack of boundaries leads to a lack of success

    • 10 min
    Keep your prospecting simple with Art Sobczak

    Keep your prospecting simple with Art Sobczak

    Prospecting can be simple if you’ll only let it.
    Today, my guest is Art Sobczak, and he’s going to show you how to keep it that way.
    Ignore the distractions. Remember the fundamentals still work and have worked forever.
    There are new tools available every day, but selling is still selling. Manage your mindset, manage your expectations, be realistic, and plan accordingly.
    Art is an author, a speaker, and one of the world’s leading authorities on prospecting and inside sales training. He’s also a world class outdoor chef, and one of my favorite follows on Instagram.
    Download the 8 Reasons Your Team Isn’t Creating More Opportunities white paper at https://jeffbajorek.com/8reasons
    Share this episode and subscribe wherever you get your podcasts, and don’t forget that the show is now on YouTube.

    • 24 min
    Rethink your planning

    Rethink your planning

    Once you’ve acknowledged the fact that opportunity creating isn’t a one-and-done scenario, you need to put together your plan. How will you start the conversation? How often will you reach out? What data or content will you use to justify the conversation? 
    Prospecting is not an improvisational exercise simply repeated over and over. It’s a well-orchestrated campaign with a beginning and a logical conclusion. If you’re not approaching it this way, you’re setting yourself up for frustration and disappointment.
    Most salespeople send an email with a request to teach their prospect more. When it’s ignored, they send another similar one. Worse, they forward the original email asking if the prospect received it. 
    Treat your campaign almost as if you’re having a conversation with your prospect, but you’re the only one participating. Ask questions without expecting a response, knowing that the tension created by good questions going unanswered will often be enough to get the meeting. Make your prospect think that there’s something you know that they wish they did, and give them the opportunity to learn it.
    The cadence should be consistent and regular. You can’t reach out every two weeks and expect to gain any momentum with someone who doesn’t know you. You can be persistent without being a pest. That has everything to do with the value of your conversation. Your job is to prove to your prospect that you’re someone worth talking to and that you have something worth talking about. 
    Good prospecting doesn’t look or feel like improv. You know you need to reach out at least a dozen times. What do those touch points look and sound like? 
    Share this episode and subscribe wherever you get your podcasts, and don’t forget that the show is now on YouTube.

    • 10 min
    Rethink your tools

    Rethink your tools

    Can you realistically spend the majority of your time at work doing your job?
    There is a lot of prep work that goes into the prospecting process. You need to know whom you’re trying to reach, how you’re going to get a hold of them, how to organize your data, and plan your approach. It’s startling to me how many companies I work with leave it up to their reps to do all this work on their own.
    You want your reps to spend as much time as possible on high-value activities. You should give them what they need to be effective and stay organized.
    The data is out there and available. With a well-defined target market, you can purchase and segment that data, and have accurate contact information available at your fingertips. There’s no reason to make your reps spend the time necessary to reinvent the wheel.
    Back in the day, a yellow legal pad or a spreadsheet may have been enough to keep track of your pipeline. Modern CRM systems have changed that game, with varying levels of sophistication. These databases are invaluable for helping your reps know where they are in their various sales processes, what their next steps should be, and when they should be taken.
    You also have to be careful that you don’t over equip your team to the point where the tools become a distraction. 
    I don’t think you need to go crazy with tech, but some of these tools are table stakes. Make it as easy as possible for your reps to do their job.
    Share this episode and subscribe wherever you get your podcasts, and don’t forget that the show is now on YouTube as well.

    • 9 min
    Is prospecting just luck? with Andy Racic

    Is prospecting just luck? with Andy Racic

    Today’s episode is a replay from the archives of the Deeper Thought podcast.
    I sat down with Andy Racic to discuss whether or not prospecting is all about luck. Andy starts by writing about how his mom would pay him for finding four-leaf clovers the yard when he was a kid.
    There’s a clear parallel here to prospecting today. Do you really just randomly reach out and hope to get lucky? There has to be more to it than that, right?
    Well if you don’t look, you’ll never find any, but you definitely have to manage your expectations around the results of your efforts. It’s also important to pay attention to the process along the way, so you can learn what works well and what doesn’t.
    Share this episode and subscribe wherever you get your podcasts, and don’t forget that the show is now on YouTube as well.

    • 22 min
    Rethink your expectations

    Rethink your expectations

    Prospecting is not a one-time event. At the very least, it’s a campaign; while the very best insist it’s a lifestyle. 
    For a lot of sellers, the expectation is that you're supposed to pick up the phone, deliver the perfect message at the perfect time to the perfect person, and make a sale. 
    I wish it were that easy.
    Cramming an entire sales process into a single sales call is not the point, and when the bar is set so unnecessarily high, it doesn't take much for someone to talk themselves out of it. 
    You’re done before you start.
    And speaking of sales calls, a word or two about the phone… 
    If you’re not using the phone because you believe people don’t pick it up when it rings, you’re missing the point. A big part of creating opportunities is making your prospect fully aware that you’re in pursuit and you won’t be waited out like everybody else. 
    Making their phone ring is another way to remind them that you’ve got them professionally surrounded, and you intend to reach them. At the very least, voicemail is another inbox. Your prospect hearing your voice is a way for them to get more familiar with you. If you’re really savvy, you’ll take the opportunity to make them smile.
    The excuses are plentiful: voicemails are transcribed, they’re deleted more often than they’re listened to even if they’re attended to at all… Sure, but do you really think your email is a silver bullet? How many of them don’t even reach the spam filter? Perfect is the enemy of really good.
    The phone is a weapon, and a valuable one. If you’re trying to reach your ideal prospects, why would you leave such a valuable asset on the table? Ignore it at your own risk.
    Set your expectations correctly from the start. It's probably going to take you a dozen or more attempts to reach your prospect. Are you prepared for that?
    Share this episode and subscribe wherever you get your podcasts, and don’t forget that the show is now on YouTube as well.

    • 13 min

Customer Reviews

5.0 out of 5
20 Ratings

20 Ratings

vhtyjkjgfhu ,

Bill Barnhart

Get wisdom, get insight. Listen and follow Jeff.

Clear. Helpful. On Point ,

Clear. Helpful. On Point

Jeff has a fantastic approach. His content is well crafted, pointed and full of helpful ideas that will help you generate results. The Rethink the Way You Sell is a perfect way to start any sales day.

onyxpwr ,

Refreshing to look at sales in a new light

Thank you for sharing your wisdom in sales. After countless hours of study sales/psychology so that I can constantly grow, it’s refreshing to see someone else in the industry shed light on a new way at looking how to be a better salesman. Beyond just tips and tricks. This podcast is for those who are past the standard “ABC of closing” and “how to ask the right questions” etc. this podcast is for those who is in it for the long haul of the sales game 👍🏻

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