The Why And The Buy
by Christie Walters and Jeff Bajorek
Join Christie Walters and Jeff Bajorek as they review books, interview thought leaders, and discuss topics critical to success in business and in life. Certified by Sales Guru, Jeffrey Gitomer, Christie and Jeff have both dedicated their careers to helping others uncover their passion, unblock their path, and achieving greatness in sales and in life.
Episodes
-
That's a Wrap!
Well the day has come. This is the final The Why and The Buy podcast, after 5 years, 432 episodes and over 200,000 downloads. Jeff and Christie have a last co-hosting conversation about starting out, what they learned, what they might have changed, what incredible guests they've had, knowledge...
-
Integrity Sells with Todd Caponi
"If the truth won't sell it, don't sell it." This is the favorite quote of today's guest. This is also the second to last episode of podcast, and the final interview. So Jeff reached out to his brother from another sales mother Todd Caponi to have that honor. Todd has written the book on...
-
Increase Your Outreach Odds with Jason Bay
As the victory lap starts to enter the final turn, Jeff and Christie welcome the foremost authority on outbound prospecting – outbound sales coach and trainer, Jason Bay. Today Jason focuses on opening up opportunities and increasing your odds of getting what you want, AND actually enjoying...
-
The Revealer with Mike Weinberg
One of Jeff's longtime best friends steps into the final few rounds of the victory lap! Mike Weinberg, best-selling sales author, trainer, consultant, and speaker is here. The group starts out talking about golf, but then use it as a metaphor for sales, and not being so tied to the securing the...
-
Bring The Value with Jeffrey Gitomer
The Why and They Buy's victory lap marches on with arguably one of the biggest names in sales, Jeffrey Gitomer. Speaker, trainer, best selling author, including over five million copies of 'The Little Red Book of Selling,' and the man who was the catalyst for this podcast, joins the show. Jeffrey...
-
Healthy Conversations with Larry Levine
Another big name and great friend of the show comes in for his leg of the victory lap - Larry Levine. No one knows about selling from the heart, better than him. He literally wrote the book on it. Larry talks about leading with authenticity, empathy and connection, and boils it down to the simple...
-
Intellectual Humility with Anthony Iannarino
So at this point in the show's victory lap, every guest is someone that you have to sit up and listen to. Today's guest is one of those people. Anthony Iannarino is a wise and calm harbor in the turbulent sea of sales. Anthony leads off the show with some tough statistics from the world of sales....
-
The Great Sales Reset with Mark Hunter
The victory lap continues with Mark Hunter, The Sales Hunter! On today's show the group kicks it off with a conversation about prospects vs. leads, and how understanding the intricacies and real definitions of these terms is so important Secondly how the amount of each of these will affect your...
-
Time For A Change with Liz Wendling
If you listened to the special show on Monday, you know that The Why and The Buy podcast will be ending at the close of 2021, after five amazing years. Liz Wendling, author, sales consultant and coach, joins Jeff and Christie to kick off the two month "Victory Lap" of shows. And the subject is...
-
Taking a Victory Lap
Today Jeff and Christie are breaking some BIG news. So no spoilers here... Listen and find out! WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present...
-
Christie's Very Special Guest - Jessica Herrmann
Today's episode is a very personal and engaging one, with none other than Christie's younger sister Jessica Herrmann, Owner/Realtor of Great Georgia Realty. Jessica details her start in the realty business as an agent, transition to a broker, and onto being the owner/broker of Great Georgia…
more -
Body and Mind with Orange Theory Coaches Missy Khasawneh and Erin Klei
Today Jeff brings a different twist to the show. A twist of orange - Orange Theory Fitness that is. If you follow Jeff on social media, you may know that he is a member of Orange Theory, and he knows how important it is that his physical and mental health are aligned. Today he welcomes his two...
-
Democratizing the Story - Women In Sales Club
Today is a really special episode with two extraordinary women, Alexine Mudawar and Gabrielle Blackwell, creators of the Women In Sales Club room on Clubhouse. They discuss with Jeff how it started and how it's grown exponentially over the past year. It has become a place that women, AND men, can...
-
Rediscovering Discovery with Charles Muhlbauer
You know about discovery right? You just ask a bunch of questions that you already know most of the answers to, and bam! Discovery. Well maybe not. Today's guest admits that discovery was something that he never liked, really understood the reasoning of, and frankly didn't really do. But he also...
-
Emotional In$elligence with Blake Hudson and Terry Arbaugh
Jeff has found some very good groups on Clubhouse, but one standout has been from today's guests - The Emotional In$elligence room with Terry Arbaugh and Blake Hudson. To set the stage for the discussion, keep in mind that salespeople are human. Yes it's true. And under every professional veneer...
-
Your Biggest Competitor with Lee Salz
So that's the question. Who is your biggest competitor? You may have some possibilities pop into your head. But... you may not be right. Today's guest is here to tell you. Lee B. Salz is a leading sales management strategist and founder of Sales Architects and The Revenue Accelerator. He explains...
-
Uncrushed: Performance & Mental Health with Tim Clarke
Our world has seen some sweeping changes. The sales world, the business world, our personal worlds. In a shifting landscape, people are more ready and willing to change companies or careers. In this age of connectivity, many are feeling more disconnected than ever, while many are feeling…
more -
Pushing To The Edge with Jordana Zeldin
What's the difference between hearing your first grader play the violin and your high school senior play the violin? One you want to listen to and one you don't, and practice! Our guest today is Jordana Zeldin, founder and sales coach at Spriing Training. In sales there is a lot of talk about…
more -
Modern Selling... With Purpose with Amy Franko
Amy Franko joins the show today. She is a CEO, top keynote speaker, sales consultant and best-selling author of an amazing book called 'The Modern Seller.' This may set off thoughts of new data tools and technology to map out every facet of your sales process. But not so fast. Jeff and Amy have a...
-
Producer's Pick: The Power of Data – Lessons from Moneyball, Outliers, & How to Become a Rainmaker
Well here we are. The countdown brings us to the very first episode of the podcast ever recorded. This is a very special show to Jeff and Christie and holds so much incredible information that they were just waiting to get out there when they debuted. In this episode, we dissect the importance of...
-
Producer's Pick: 02 Killing Your Sacred Cows – Challenging Your Beliefs From Zig Ziglar, Tim Ferris, and Malcolm Gladwell
The countdown continues! We are now onto the second episode ever of The Why and The Buy podcast. A gem that shines even brighter now than it did five years ago. Producer Nian Fiedler joins Christie for a brief introduction to this thought provoking and inspiring listen. sacred cow – one that is...
-
Monthly Musing: Looking Back to Look Forward
Confucius said, "Study the past if you would to define the future." Jeff and Christie agree. You have hopefully been listening to the earliest episodes of the show that we have been running, and will continue to run this month. There is so much to realize, reflect upon and learn from by…
more -
Producer's Pick: Sales Call Preparation – Techniques from Jeffrey Gitomer, Harvey Mackay, and Rick Page
Today we continue our run of the very first episodes of The Why and The Buy podcast. Today is episode number 4. Jeff and producer Nian Fiedler give a brief intro of this incredibly informative discussion on how to best prepare for your sales calls. Enjoy! Some of the questions we tackle in this...
-
Producer's Pick: Personal Preparation – Life Lessons from Julie Morgenstern, Brian Moran, and Best Self Co.
Today we step into the waaaaay back machine and kick off a month revisiting the first four episodes that Jeff and Christie ever recorded. Nian Fiedler joins Jeff for a brief introduction to episode 3 focusing on personal preparation. In this episode, we discuss the importance of personal...
-
Redemptive Leadership with DeJuan Brown
Numbers or people? What should the focus be in sales, and are they mutually exclusive? Today Jeff and Christie welcome the very long-time friend of the show, DeJuan Brown to answer these questions. DeJuan, Director, Solutions Specialist - SLG at Microsoft discusses the importance of redemptive...
-
Outrun The Bear with Justin Michael
So what is your TQ? No, not your IQ, or your EQ, but your TQ. That is what today's guest is here to discuss. Justin Michael, co-founder of HYPCCCYCL, author, and a member of the TQ syndicate at salesborgs.ai joins Jeff and Christie for an eye-opening conversation about Technology Quotient, and…
more -
Producer's Pick: Pia Silva is Back!
Today we reach back to an episode from a favorite guest of the show, Pia Silva. Nian and Christie give a short intro about what stood out for them in this lively and inspiring conversation. Pia Silva is back on the pod! Author, speaker, consultant, coach and all-around badass. Pia tells us about...
-
Monthly Musing: Getting Back To Different
Everywhere you turn you hear people talking about "Getting back to normal." But today, Jeff and Christie pose the question - is that what you really want? There are so many curve balls that have been thrown over the last year and a half that have caused us to shift, reflect, struggle, reimagine…
more -
Producer's Pick: Succeed By Surrendering with Dan Waldschmidt
Nian Fiedler, the show's producer, joins Christie to do a quick introduction to another gem from the past. See how this episode takes on a whole new meaning when looking back through the lens of Covid. Surrender. It's a word that might evoke thoughts of defeat, or giving up. But today's guest…
more -
Teach Me Sales with Tom Bloomer
Today's guest has sold just about everything under the sun, and enjoyed a long career in one of the most challenging areas - ad sales. So who better to listen to when it comes to getting experienced, credible, in-depth advise? Tom Bloomer, Founder and CEO of Bloomer Associates, co host of the Ok...
-
Live from OutBound with Donald C. Kelly
"We're BACK!" This is the message today from Jeff and very special guest, Donald C. Kelly, recorded from the floor of OutBound 2021. Donald C. Kelly, aka The Sales Evangelist started from humble beginnings in Jamaica selling mangoes and cookies, to being a highly successful sales professional,...
-
Producer's Pick: Sales 101 with Dawn Deeter
Nian Fiedler, the producer of The Why and The Buy podcast, joins Jeff again today with one of his favorite past episodes. Jeff and Nian do a short introduction to this show that aired almost a year ago, to talk about what made this episode stand out for them, and Jeff shares some insights from…
more -
Producer's Pick: Doing It Old School with Jay Jensen
Today, Nian Fiedler, the producer of The Why and The Buy podcast, has picked a favorite past episode to revisit. Jeff and Nian do a short introduction to this show that aired about a year ago, to talk about what made this episode stand out for them....
-
Monthly Musing: Revisiting Old Strategies
How long has it been since you've taken a good hard look at some of the processes and strategies that you have had set in cruise control? Weeks? Months? Years? Jeff and Christie are here today to get you to take a fresh look and see what may need to be added, changed, taken away or revamped...
-
Setting Boundaries with Justine Sones
Today's show is a little different, and much needed. Salespeople and business owners can run themselves into the ground and forget to take a breath. Enter Jeff and Christie's guest, Justine Sones. Justine is a stress management and self-care coach for those in these fields. Her focus today is on...
-
Take 60 Seconds with Nick Capozzi
We're still selling to people! This is something today's guest feels very strongly about, and a mindset that brings him continued results. Nick Capozzi, Founder of SalesPitching and VP of Sales at Smile Virtual, spent twenty years in the cruise industry where he practiced the craft of…
more -
Connect Through Comedy with Jon Selig
Have you ever seen a really bad stand-up comic? You know the ones - bad timing, aimless stories, not connecting with the audience, using the same old material that didn't work before... Does that sound like some salespeople out there? Today's guest sees the connection. Jon Selig, speaker, coach,...
-
The Velocity Mindset with Ron Karr (Re-Air)
What's more important top speed or velocity? According to our guest today, Ron Karr, when you're racing for the sale, it's all about velocity baby. For 36+ years, Ron Karr has excelled at sales and leadership positions, for which he is recognized as the leading "Sales Success Expert" and has...
-
CEO vs. Steward with Manuel Amezcua
It's a very special show today as Jeff welcomes one of the top, and most respected business leaders in Detroit, Manuel Amezcua. As Firm President and CEO of MassMutual Great Lakes, he brings a refreshing perspective on mindset, leadership, his role in business and our interactions with those…
more -
Monthly Musing: Giving Back
After more than a year of living with Covid, where you may have looked inward and stayed closer to home, it may be the perfect time to think about reaching out and giving back. On today's Monthly Musing, Jeff and Christie talk about different ways, both big and small, to do good and to help…
more -
Plan To Thrive Because of Uncertainty with Meridith Elliott Powell
Today's guest may be a psychic or have some sort of sixth sense, because she began researching for her book about uncertainty years before Covid. Meridith Elliott Powell, sales strategist, leadership expert, Certified Speaking Professional, and award-winning author, joins Jeff and Christie for a…
more -
Fall In Love With The Problem with David Priemer
Today's guest, David Priemer, Founder and Chief Sales Scientist of Cerebral Selling, arrived at a sales career in very unique way. He was an award-winning research scientist that ended up falling in love with sales. As a scientist David's focus was finding solutions and solving problems. This...
-
Mind, Body, Soul and Sales with Larry Long Jr.
Buckle up! Larry Long Jr., speaker, trainer, mentor, and motivator is unleashing his trademark energy and excitement on today's show. It might be all you need to know about what kind of person he is, that when Jeff asks about what brought him success, he responds with his two biggest failures....
-
The Deterioration of Discipline with Victor Antonio
Very few of us could have foreseen the seismic changes that have occurred over the last year. A lot of salespeople exhausted their pipeline instead of finding new ways to fill it. Even more suffered a crumbling of their professional discipline and are now finding themselves in a make or break...
-
Monthly Musing: New Beginnings
Welcome to the first episode of The Why and The Buy's Monthly Musing. This is a shift away from the solo Monthly Musings, to a new bonus episode with both Jeff and Christie discussing topics that are fresh on their minds. Today, it's all about new beginnings. We are seeing vaccinations skyrocket,...
-
Outreach Expectations with Jason Bay
Is your outreach cookie-cutter, out dated, missing the target, or crossing the line of annoying? Most of you have probably been guilty of at least one of these. Enter good friend of the show, Jason Bay, outbound sales coach, trainer and Chief Prospecting Officer at Blissful Prospecting. As usual...
-
Whatcha Readin' #11? - Simplicity Is The Best Philosophy
This special episode of Whatcha Readin' #11 takes a decidedly different direction. 'Cause well, "You have brains in your head, you have feet in your shoes, you can steer yourself any direction you choose." Simple? Yes. Profound in its simplicity? Definitely. Camille Clemons joins Jeff and…
more -
Build The Life You Want with Marcus Chan
Marcus Chan, leading sales trainer, consultant and founder of Venli Consulting, joins Jeff and Christie on today's show. Marcus noticed early in his career, the inverse relationship of money and time. But not wanting to sacrifice too much of either he began sorting out his priorities. He realized...
-
Be a Change Maker with Ben Cohen
Stick with the tried and true or explore different paths that may bring more risk or reward? Today's guest is firmly agrees with the latter. Sales and Marketing Leader Ben Cohen joins Jeff and Christie to share his fascinating and varied career path. From his beginning at NBC photography…
more -
Monday Musing: Self-Limiting Belief
There are times in our life, that we get a chance to take part in an incredible opportunity. You may even call it a once in a lifetime opportunity. Unfortunately we are often too quick to throw up mental obstacles, excuses, insecurities, and the moment passes us by. Jeff talks today about going…
more
About this show
Join Christie Walters and Jeff Bajorek as they review books, interview thought leaders, and discuss topics critical to success in business and in life. Certified by Sales Guru, Jeffrey Gitomer, Christie and Jeff have both dedicated their careers to helping others uncover their passion, unblock their path, and achieving greatness in sales and in life.
Hosted by
Christie Walters and Jeff Bajorek
Categories