In the latest episode of "Rethink the Way You Sell," host Jeff Bajorek explores the critical theme of accountability in sales. Titled "Be Held Accountable," this episode delves into why accountability is often perceived negatively and seeks to redefine it as a positive and essential aspect of professional growth.

It was a long weekend, and I hope you got some rest before the race to the end of the year. I recorded a quick video this week because of the holiday and because a story I read a few days ago reminded me that the principles behind #SellLikeYou are valid at the highest levels.

In this captivating episode of "Rethink the Way You Sell," host Jeff Bajorek welcomes a true titan of the sales world, Jeffrey Gitomer. Known as the 'King of Sales,' Gitomer shares invaluable insights that have shaped the industry.

Yesterday was my favorite day of the year.

Since 1999, my friends and I have been gathering together for a pre-Thanksgiving party in my home.

It started as kind of a gag- "Let's get dressed up and do something fancy" (you know, while sitting on the floor, eating off of paper plates with a keg of beer in the bathtub). We called it a Thanksgiving Feast with Merriment to Follow. I mailed paper invitations.

Jeff delves into the powerful concept that you win and lose business in the same manner, a lesson learned early in his sales career.

I was going to write about prospecting this week. My initial thoughts got the party started here.

But then I took my son to Metallica (his first concert) on Friday, and I had a more pertinent thought.

In this insightful episode of "Rethink the Way You Sell," host Jeff Bajorek explores the delicate dance between cost of inaction (COI) and return on investment (ROI) in the sales process. Jeff breaks down the critical role emotions play in decision-making, discussing how a balance of COI and ROI can make or break the interest of a prospect. With a nod to the exchanges with thought leader Maria Bras, this conversation unravels the common mistakes that can stall progress and kill deals, emphasizing the necessity of evoking the right mix of emotional triggers to drive a sale forward.

It was supposed to be the last exhaust fan I put into that bathroom, but some ten years later, I was trying to figure out how I put it in there so I could take it out.

In this episode of Rethink the Way You Sell, host Jeff Bajorek challenges the traditional methods that dominate the sales landscape. He confronts the idea that logic alone can seal a deal, asserting that people buy emotionally first and only justify their decisions logically later. Jeff also debunks the increasingly popular notion that inbound marketing should take precedence, arguing that a more proactive approach is needed to effectively pull prospects through the sales pipeline.

It's a tough go out there right now, and there's not a quick fix for your revenue issues. You're going to need to step back from your daily motions and flex some muscles that you may not have for a while. 

In this episode of "Rethink the Way You Sell," host Jeff Bajorek explores the critical role of personal brand and credibility in the sales process. He challenges listeners to ponder the question: Are you someone worth talking to with something worth talking about? Jeff argues that being perceived as a person of value, not just in business but also in life, can be the game-changer when it comes to getting callbacks, closing deals, and earning referrals.

Between the Sales Success Summit in Austin and a client retreat in Annapolis, this week was essentially a series of 15-hour days. It's an understatement to say that I had a lot to process but didn't get much time to write.

Instead of jamming on this keyboard for a couple of hours to articulate a few concepts, I thought I'd just sit down in front of a camera and process them in real time with you.

In this enlightening episode of "Rethink the Way You Sell", host Jeff Bajorek tackles the intricacies of mastering the sales process by leveraging one's authenticity. As he unveils Season Five's theme around the seven transformative steps to "sell like you", Jeff explores the fine line between setting rules and understanding principles in sales. By sharing his insights into the importance of credibility, relevance, and using emotion appropriately, Jeff encourages listeners to reflect on the core values guiding their sales performance.

The biggest reason most salespeople are failing right now is because they're not doing the work. And not just the right work. In some cases, they're not doing any work.

In this episode of "Rethink the Way You Sell," host Jeff Bajorek challenges listeners to reevaluate their pursuit of perfection in the sales process.

Something hit me after I left the gym yesterday. Believe it or not, I drew a parallel between B2B selling and fitness coaching.

Yes, the great ones have something distinctly in common (and my Orangetheory membership proves valuable in yet another way).

Are you struggling with handling objections and negotiating with prospects? In this episode of Rethink the Way You Sell, host Jeff Bajorek offers a framework to help you stay present, acknowledging the other person's perspective while redirecting back to the core problem you are trying to solve together.

Golf is usually an individual sport, so team competitions like the Ryder Cup add a different dynamic, and match play is just so much fun to watch. I watched the competition (and Golf Twitter for my favorite commentary) this weekend, and there were some clear corollaries between golf teams and sales teams.

Selling is usually considered an individual "sport" as well, but you can't afford to underestimate the impact the surrounding team and environment have on results. Sellers are all different. We don't all have the same motives, even if we have a few in common, but it's rare that a team of lone wolves who don't care about each other will consistently outperform a team with tight bonds between them.

Have you ever felt a disconnect when shifting from understanding your prospect's needs to laying out your pitch? Jeff sheds light on the common mistake of overthinking the presentation aspect, emphasizing the power of recommendation over scripted slides.

Great discovery takes a lot of discipline. It’s easy to get lured into pitching your solution before you’re ready to, and your customers do this to you all the time. Someone takes your cold call, or they walk up to your booth at a trade show, and they say something like…