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Jeff Bajorek

44 Podcast Episodes

Latest 28 Jan 2023 | Updated Daily

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What it takes to be a top performer with Jeff Bajorek

Outbound Squad

Jeff Bajorek is a Consultant and Podcast Host at Parabola Consulting. In this episode, Jeff talks about confidence, commitment, and curiosity.Connect with Jeff on LinkedIn here and Parabola Consulting here.Resources mentioned in the episode: Show Notes Page Here are three more ways to get help with your prospecting: Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further. Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out. Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

51mins

9 Aug 2022

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#31 Turning Interest into Advocacy with Jeff Bajorek, Founder, Advisor, and Coach to B2B Sales Leaders at Parabola Consulting and Host of Rethink The Way You Sell

Winning the Challenger Sale

In this episode of Winning the Challenger Sale, WTCS host Jen Allen is joined by Jeff Bajorek, Founder, Advisor, and Coach to B2B Sales Leaders at Parabola Consulting and Host of Rethink The Way You Sell. They discuss how you can take a single interested stakeholder and aid them in their efforts to advocate for you with the broader buying.Episode resources:Jeff Bajorek’s WebsiteJeff Bajorek on LinkedInJeff Bajorek on  TwitterJeff’s BooksParabola Consulting WebsiteRethink The Way You Sell PodcastChallenger WebsiteWinning the Challenger Sale Webinar SeriesWinning the Challenger Sale Podcast WebsiteRate & Review Winning the Challenger Sale: Apple PodcastsSpotifyRSSWinning the Challenger Sale is hand crafted by our friends over at: fame.soPrevious guests include: Ian Koniak of Ian Koniak Sales Coaching, Josh Braun of Josh Braun Sales Training, Will Allred of Lavender, Sam McKenna of #samsales Consulting, Ravi Rajani of Ravi Rajani Consulting, Jeff Bajorek of Parabola Consulting, Howard Brown of Revenue.io, Amy Hrehovcik of Revenue Real Hotline and Carl Ferreria of Refine Labs.Check out our three most downloaded episodes:#25 Persuasive Storytelling with Ravi Rajani, Founder of Ravi Rajani Consulting and Host of The Influential Communicator Podcast#33 Turning Interest into Advocacy with Brandon Fluharty, Founder of Be Focused. Live Great and Facilitator at Make More Hustle Less Club#31 Turning Interest into Advocacy with Jeff Bajorek, Founder, Advisor, and Coach to B2B Sales Leaders at Parabola Consulting and Host of Rethink The Way You Sell

50mins

12 Jul 2022

Similar People

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What Does Outbound Prospecting Mean to You? with Jeff Bajorek

Countdown to OutBound

Jeff Bajorek speaks with Mark about what prospecting means to him, and why so many salespeople are afraid to prospect.  In this episode, you’ll learn insights for how to see prospecting as a muscle. Plus,  how regardless of the level of business you have today, it is essential to be continually prospecting.    Learn more about Jeff Bajorek here.  See you in September at the Georgia World Congress Center for OutBound Conference! https://outboundconference.com/

23mins

4 Jun 2022

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Your Voice with Jeff Bajorek

Women Your Mother Warned You About

Your voice. There are so many ways to look at it. Standing up and letting yourself be heard. Your communication skills with potential clients. Your inner voice that may push you forward or hold you back. All of these things are are covered in today's episode with one of the greatest voices in sales. Jeff Bajorek, Leadership and Management coach, corporate and executive trainer, author and speaker is back with Gina and Susanna.  As you know, this show doesn't follow any script or boring pre-scripted questions. Today's discussion starts with talking about Jeff's amazing voice. Yes, just listen to it. But it goes well beyond that.  Your voice is what sells. It's finding common ground with prospects to close a deal, it's the voice that finds a balance between pushing for a sale and being patiently empathetic with a potential buyer.  Jeff also talks about the voice in your head that keeps you from cold calling. The voice that actual picks up the phone and talks with sales leads, the one that leaves actually leaves a voicemail, which is another chance to let someone hear your voice and presence. Susanna poses the question if people are born sellers or if they can learn to be salespeople. Jeff considers the perception around sales and how it keeps many people from even pursuing it. He also explains the importance of focus, not spreading yourself too thin, and to do the things that give you the best results and do them well, how imposter syndrome never goes away but just changes, and if you feel completely comfortable and that you belong, you aren’t pushing yourself enough. PLUS! Hear what Jeff will be speaking about at Outbound 2022, and the inspiring atmosphere that only Outbound can deliver. Find out more about Rethink The Way You Sell Listen to Jeff's new podcast  Come and grow with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother.

58mins

19 May 2022

Most Popular

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Ep. 142: Giant Orange Pylons & Rethinking The Way You Sell – A Conversation with Jeff Bajorek

Startup Selling: Talking Sales with Scott Sambucci

In this episode of the Startup Selling Podcast, I interviewed Jeff Bajorek. Jeff Bajorek works with B2B sales teams to maximize performance by reframing their approach, their selling skills, and their mindset around their purpose. He helps them rethink the way they sell by reminding them of what needs to be done, showing them how to do it, and then making them believe they can. When he’s not at work, you can find him on a golf course, or cooking something delicious for his family. Some of the topics that we covered are: The concept of “No Tension, No Sale” The Idea of Moving the Needle Creating a Shift in Mindset  Choosen Vision Links & Resources:  Website: www.jeffbajorek.com/ Twitter: https://twitter.com/jeffbajorek LinkedIn: https://www.linkedin.com/in/jeffbajorek/ Rethink the way you sell Podcast: https://pod.link/1555332957 Donate to Chosen Vision:www.jeffbajorek.com/chosenvision Listen & subscribe to The Startup Selling Show here: BluBrry | Deezer | Amazon | Stitcher | Spotify | iTunes | Soundcloud | SalesQualia Thanks so much for listening! Tell a friend or ten about The Startup Selling Show, and please leave a review wherever you’re listening to the show.

57mins

17 May 2022

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Selling a Product v.s. Selling a Solution with Jeff Bajorek

The Sales Hunter Podcast

“Salespeople need to reexamine their dysfunctional relationship with failure. If I learn something on a sales call, it’s not a failure. Even if I didn’t make a sale. I take what I learned from that call, from that customer, and I apply it to the next prospect. That’s how you alter the arc of your success.” Jeff Bajorek joins the podcast this week to discuss how great salespeople solve problems, they don’t sell products. Mark and Jeff compare notes on how to become a person worth talking to, and having something worth talking about.  Which do you do more? Talking, or learning?  Remember to rate and review The Sales Hunter Podcast today! Your feedback helps us grow and help more people. Books: Rethink the Way You Sell: The 5 Forgotten Fundamentals of Prospecting Rethink the Way You Sell: When it Goes Sideways Rethink the Way You Sell: A Guide to Owning Your Sales Process

29mins

31 Mar 2022

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Approach Your Territory with a Growth Mindset with Jeff Bajorek, Ep #291

Sales Reinvented

Jeff Bajorek believes that salespeople underrate territory sales planning because it’s boring—and they lack a growth mindset. But if you’re a full-cycle sales rep, you need to know where your revenue is coming from. So you need a good grasp of your territory, the players in it, and who’s moving in and out of it. You need a handle on price increases and must know your products inside and out. It’s not all buying dinners and playing golf with prospects. Territory sales planning is where many people could make up ground if they do the work.  Outline of This Episode [0:59] Why salespeople underrate territory sales planning [2:08] How territory sales planning can lessen reactivity [3:52] The ingredients for the ideal territory sales plan [7:34] The attributes that make a salesperson successful [9:25] Tools, tactics, or strategies to improve territory sales planning [11:12] Jeff’s top “do”: Embrace the buddy system [15:12] Jeff's simply and effective territory planning strategy How territory sales planning can lessen reactivity Do you want to be at the whim of your territory? Or do you want to have an impact and influence on what your territory produces (from a revenue perspective)? If you’re waiting for a customer to wave their arms in the air, you’ll be waiting a long time—and doing activities that won’t move the needle. Can your calendar be used against you in a court of law to convict you of being a salesperson?  Do you have time blocked to prospect? Do you have time blocked to contact your regular customers? Do you have time blocked to research and develop accounts in your territory? Or are you completely winging it? Are you taking control—or waiting for things to happen? Jeff points out that you know what the right answer is but you’re probably still not doing enough of it.  The ideal territory sales plan is focused on a growth mindset Who are the players in your territory? Who is growable? There are a lot of companies talking about fresh opportunities but “new” versus “old” is the wrong paradigm. Growable versus not growable is what you need to focus on and accessibility is the issue. Jeff breaks things down into quadrants: growability and accessibility. Quadrant one is those that are growable and accessible. These are new or existing accounts with room to pick up wallet share. Quadrant two is growable but not accessible. These are dream clients you have to work to gain access to. Quadrant three is not growable but accessible. These are the clients that shake your hand, slap you on the back, and say “It’s good to see ya” but there’s no room to grow. You feel productive when you gain the attention of quadrant three. If you can’t grow them, they’re the best source for referrals or introductions. Use them for market research to help you gain access to clients in quadrant two. But people spend so much time in quadrant three. They could spend half the amount of time maintaining business and spend it gaining access to new accounts. Where are you spending your time? Spend it all in quadrant one if you can. Once you fill that demand, you’ll have a void. You need to make inaccessible opportunities in quadrant two more accessible. Then, use your best customers to understand what it takes to gain access—whether introductions or referrals. Now you’re selling.  Tools, tactics, or strategies to improve territory sales planning Every year, you start from square one. Your company likely asks for 7%. Every January, Jeff went to a national sales meeting. They’d get information about fee increases, new products, line extensions, etc. Jeff had his notebook open and a pen in his hand. He took diligent notes and knew exactly who he’d call on with new products. By the time he left that weekend, he’d have his territory sales plan sketched out. He knew who to call, who would be a great target, who would buy, who was already using similar products and how much they were using, and the value of each customer. He left those meetings fired up and set appointments for the next week.  Jeff points out that pen and paper is an under-utilized tool. You don’t need fancy technology to plan your territory—you just need to set aside time to do the work. Opportunities won’t fall in your lap. Where do you have good access and growability? Write it down. Who are your dream clients? Who are a great fit and you just don’t know? Write it down. How do you plan to reach them? Who are your rockstar clients? Write it down. That can translate to introductions and referrals. You need to understand the players in your territory before you can do anything else.  Jeff’s territory sales planning do: Embrace the buddy system Find a buddy. Jeff worked with another salesperson and they got together once a quarter. They met in the middle and planned for the next quarter. They held each other accountable. Every quarter, they presented what they accomplished, what their revenue looked like, how they executed against their plan, and how successful they were. It’s tremendously beneficial. If you don’t have leadership that will hold you accountable, find a buddy—in or outside of your organization. The bottom line is that sales is a verb. You have to act on your plan. You can’t afford to sit and wait for sales to happen. Create opportunities, steward them to close business, and maintain those relationships to earn referrals. Connect with Jeff Bajorek Connect on LinkedIn Email Jeff at JF(at)JeffBajorek.com Connect With Paul Watts  LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

22mins

30 Mar 2022

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1039: Rethink the Way You Sell, with Jeff Bajorek

Sales Enablement Podcast with Andy Paul

Jeff Bajorek (Author, Advisor and Coach to B2B Sales Leaders) is the host of a new podcast Rethink the Way You Sell. On today's episode we start by exploring whether sales leaders are held to account for the right performance. If too few sellers, as a percentage, are hitting their quotas, the blame usually falls on rep. Who should be responsible for changing that? Plus, we dive into whether the right perspective for sales managers to have is one of quality control. If less than 50% of sellers are hitting quota, then doesn't it mean that sales managers aren't developing a good product? One that reliably works, does its job? More on Andy: Connect on LinkedInGet Andy's new book "Sell Without Selling Out" on AmazonLearn more at AndyPaul.comSponsored by:Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.ioScratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.comBlueboard | World’s leading experiential rewards & recognition platform | Blueboard.comExplore the Revenue.io Podcast Universe:Sales Enablement PodcastRevOps PodcastSelling with Purpose Podcast

52mins

10 Mar 2022

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SALES RANTS: Finding your "why", planning for the unexpected, and more with Jeff Bajorek

Outbound Squad

Jeff Bajorek is a Podcast Host and a Consultant at Parabola Consulting. In this episode, Jeff and I dig into these four topics: finding your "why", planning for the unexpected, having fun in meetings, and reverse engineering success.Connect with Jeff on LinkedIn here and Parabola Consulting.Resources mentioned in the episode: Show Notes Page Here are three more ways to get help with your prospecting: Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further. Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out. Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

34mins

7 Sep 2021

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Daily Sales on Demand | Interview with Jeff Bajorek

Daily Sales on Demand for CEOs

Jeff Bajorek is a sales trainer, coach, consultant, author, and podcast host. He’s on a mission to challenge you to Rethink the Way You Sell, so you can Sell Like You. You’ll be more effective, have more fun, do it more often, and make more sales. Isn’t that the point?  When Jeff isn’t selling, he’s cooking for his family or trying to play better golf.    You can find him at jeffbajorek.com, join his free online community at rethinkthewayyousell.com, or find him most Saturday mornings on Clubhouse at clubhousesalesradio.com   

27mins

12 Aug 2021

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