Rethink The Way You Sell
By Jeff Bajorek
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Episodes: 263
Description
This podcast is the definitive guide to simplifying your team’s sales process and learning to #SellLikeYou. Downloading and installing someone else’s playbooks will only help you become mediocre. When you Rethink The Way You Sell, you learn how to maintain your integrity while creating world-class results for your customers.
The frameworks and sales strategies I’m sharing are tried and proven over the last two decades, both in the field and with my clients. In this podcast, I’m going to take you behind the scenes to show you how and why they work.
I'm exploring the mindsets, skillsets, and fundamentals that are necessary for top performance as a professional seller. I cover the entire sales process: prospecting, discovery, presentation, objections, closing, account management, and everything in between.
If you're a salesperson or a sales manager and want to be your very best, this podcast will enable you to take these frameworks and make them your own.
Getting in front of a microphone is my favorite way to think. It’s where I do my best work, and I will help you do yours. This podcast was made to help you Rethink The Way You Sell.
| Episode | Date |
|---|---|
|
Know Why You Win (Audiobook)
|
Mar 19, 2026 |
|
Navigating the Trauma Journey with Vince Fowler
|
Oct 21, 2025 |
|
Salespeople Ruin Everything with Todd Caponi
|
Oct 16, 2025 |
|
Another Race to the Bottom
|
Oct 14, 2025 |
|
A Real Assessment of Your Situation
|
Oct 09, 2025 |
|
Hold Yourself Accountable with Mike Simmons
|
Oct 07, 2025 |
|
Evaluating Career Opportunities with Mike Simmons
|
Oct 02, 2025 |
|
I Hope You're Struggling with Vince Fowler and Camille Clemons
|
Sep 30, 2025 |
|
Eat Curiosity For Breakfast with Larry Levine
|
Sep 23, 2025 |
|
Stop Complicating Things with Mike Simmons
|
Sep 18, 2025 |
|
It's a Team Sport
|
Sep 16, 2025 |
|
Relinquish Your Busy Badge with Liz Wendling and Larry Levine
|
Sep 11, 2025 |
|
The Thought Really Does Count
|
Sep 09, 2025 |
|
One Bad Apple with Todd Caponi
|
Sep 04, 2025 |
|
Juxtaposition with DeJuan Brown
|
Sep 02, 2025 |
|
Permission Management with Liz Wendling
|
Aug 28, 2025 |
|
Social Graffiti with Larry Levine
|
Aug 26, 2025 |
|
If You Do Not Change Direction with Andy Racic
|
Aug 21, 2025 |
|
April 13th, 2015
|
Aug 19, 2025 |
|
Mind Your Pace, Trust Your Process
|
Aug 14, 2025 |
|
Sales Mental Health with David Weiss
|
Aug 12, 2025 |
|
I Resolve with DeJuan Brown
|
Aug 07, 2025 |
|
Could This Be Your One Thing
|
Aug 05, 2025 |
|
3 Levels of Pro Discovery
|
Jul 31, 2025 |
|
The Struggle is Real Part 2 with Camille Clemons
|
Jul 29, 2025 |
|
Fear of Finishing with Christie Walters of The Why and The Buy Podcast
|
Jul 24, 2025 |
|
Back to the Basics with Larry Levine
|
Jul 22, 2025 |
|
Why Do Sellers Make it So Hard to Buy with Liz Wendling and Larry Levine
|
Jul 17, 2025 |
|
No Soliciting
|
Jul 15, 2025 |
|
The One Question with Vince Fowler
|
Jul 10, 2025 |
|
Cars and Candy Bars with Andy Racic
|
Jul 08, 2025 |
|
Novelty vs. Context
|
Jul 03, 2025 |
|
How I Prospect with Mike Simmons
|
Jul 01, 2025 |
|
Leave Nothing to Question with Camille Clemons
|
Jun 26, 2025 |
|
Won't Teach Prospecting with Todd Caponi
|
Jun 24, 2025 |
|
Don't Sell on Logic
|
Jun 19, 2025 |
|
What Does It Mean To Be On A Team with Camille Clemons
|
Jun 17, 2025 |
|
15 Days of Sales Skills with Mike Simmons
|
Jun 12, 2025 |
|
Meet People Where They Are with Andy Racic
|
Jun 10, 2025 |
|
Eliminate Convince From Your Vocabulary
|
Jun 05, 2025 |
|
Words Matter with Liz Wendling and Todd Caponi
|
Jun 03, 2025 |
|
Lucinda Prince with Todd Caponi and Liz Wendling
|
May 29, 2025 |
|
You Lose It the Same Way You Earn It
|
May 27, 2025 |
|
Morning Routines with Larry Levine
|
May 22, 2025 |
|
Home Runs Are Mistakes
|
May 20, 2025 |
|
On Mistakes
|
May 15, 2025 |
|
A Positive Mindset is NOT Required with Vince Fowler
|
May 08, 2025 |
|
Going Through the Motions or Going Through a Process?
|
May 06, 2025 |
|
What is a Story? with DeJuan Brown
|
May 01, 2025 |
|
Opportunity Costs vs. Risk with Andy Racic
|
Apr 29, 2025 |
|
Deeper Thought Mailbag #1: "Ghost" customers, close calls, The biggest fundamentals to success
|
Apr 24, 2025 |
|
Playing to Your Strengths with David Weiss
|
Apr 22, 2025 |
|
Nobody Sells a Commodity
|
Apr 17, 2025 |
|
What Do We Do Now? with Camille Clemons
|
Apr 15, 2025 |
|
Too Many Whys
|
Apr 10, 2025 |
|
Temperature Check with DeJuan Brown
|
Apr 08, 2025 |
|
Justine Sones on Boundaries
|
Apr 03, 2025 |
|
Balancing the Equation
|
Apr 01, 2025 |
|
Appreciation Unlocks The Door To Your Sales Growth with Larry Levine
|
Mar 27, 2025 |
|
Gratitude
|
Mar 25, 2025 |
|
Projecting Rejection
|
Mar 20, 2025 |
|
PRAISE for high performing teams with Todd Caponi
|
Mar 18, 2025 |
|
The Nerdy Reason Why Text On Slides Does NOT Work with Todd Caponi
|
Mar 13, 2025 |
|
Don't Sell Implants, Sell Surgery
|
Mar 11, 2025 |
|
Deeper Thought Mailbag #3
|
Mar 06, 2025 |
|
Who do you want to become?
|
Mar 04, 2025 |
|
Sell Like You
|
Feb 27, 2025 |
|
Personality Assessments with Christie Walters
|
Feb 25, 2025 |
|
The Two Things in Life That are Guaranteed with Vince Fowler
|
Feb 20, 2025 |
|
Learn About Yourself with Christie Walters
|
Feb 18, 2025 |
|
Finding Motivation
|
Feb 13, 2025 |
|
Mike Hook's Dirty Little Secret
|
Feb 11, 2025 |
|
What is Your Why?
|
Feb 06, 2025 |
|
Can You Capture Lightning In a Bottle? with Andy Racic
|
Feb 04, 2025 |
|
Is Prospecting Just Luck? with Andy Racic
|
Jan 30, 2025 |
|
In Times Of Crisis, Sales Professionals Double Down On Their Purpose with Larry Levine
|
Jan 28, 2025 |
|
Mind Your Own Damn Business with Liz Wendling
|
Jan 23, 2025 |
|
BOOK ANALYSIS: Follow Up And Close the Sale by Jeff Shore
|
Jan 21, 2025 |
|
The Danger in Low Hanging Fruit
|
Jan 16, 2025 |
|
What is a leader? with DeJuan Brown
|
Jan 14, 2025 |
|
A Rant About BANT with Todd Caponi
|
Jan 09, 2025 |
|
When You Can't Control, What You Can Control with DeJuan Brown
|
Jan 07, 2025 |
|
Trauma, Unpacking the Bags
|
Jan 02, 2025 |
|
Don't Let The Sun Go Down On Me with Camille Clemons
|
Dec 31, 2024 |
|
Call Reluctance to Sales Executives
|
Dec 26, 2024 |
|
Mindset - Internal or External Locus of Control with Mike Simmons
|
Dec 24, 2024 |
|
Perspective on Bad Sales Leadership
|
Dec 19, 2024 |
|
What Does Prospecting Mean to You?
|
Dec 17, 2024 |
|
Unpacking Your Trauma with Laurah Bajorek
|
Dec 12, 2024 |
|
Can You Ever Be Good Enough?
|
Dec 10, 2024 |
|
I Just Can't with Laurah Bajorek
|
Dec 05, 2024 |
|
Creativity is Caffeinated with Don the Idea Guy
|
Dec 03, 2024 |
|
That Tingly Feeling with Laurah Bajorek
|
Nov 28, 2024 |
|
No Soliciting
|
Nov 26, 2024 |
|
Creating Context Around Context
|
Nov 21, 2024 |
|
Where is Your Sales Manifesto with Larry Levine
|
Nov 19, 2024 |
|
Be more direct with your direct outreach
|
Nov 14, 2024 |
|
You're Working Hard Enough
|
Nov 12, 2024 |
|
Be Direct on LinkedIn with Jason Bay
|
Nov 07, 2024 |
|
I'm Not The Creative Type with Jason Bay
|
Nov 05, 2024 |
|
Talking About Practice with Jordana Zeldin
|
Oct 31, 2024 |
|
Sales Reps Ride The Relationship Rollercoaster with Larry Levine
|
Oct 29, 2024 |
|
Book Review: Sell Different! by Lee B. Salz
|
Oct 24, 2024 |
|
Intuition
|
Oct 22, 2024 |
|
The Real Way to Build Trust with Larry Levine
|
Oct 17, 2024 |
|
3 Key Lessons on Leadership with David Weiss
|
Oct 15, 2024 |
|
The 7 Accountability Questions Every Sales Leader Needs
|
Oct 10, 2024 |
|
Be Water with Andy Racic
|
Oct 08, 2024 |
|
Are You Afraid To Sell?
|
Oct 03, 2024 |
|
Accountability over Activity
|
Oct 01, 2024 |
|
Simple Breath
|
Sep 26, 2024 |
|
When Music is Much More with DeJuan Brown
|
Sep 24, 2024 |
|
Lee Salz on Discovery
|
Sep 19, 2024 |
|
How Do You Do Anything with Camille Clemons and Dejuan Brown
|
Sep 17, 2024 |
|
No Instruction Manual
|
Sep 12, 2024 |
|
This is How You Do Everything with Mike Simmons
|
Sep 10, 2024 |
|
Sober Curious with Nate Dykstra
|
Sep 05, 2024 |
|
A Love Hate Relationship With Sales Process with Andy Racic
|
Sep 03, 2024 |
|
The Struggle is Real Part 1 with Camille Clemons and Vince Fowler
|
Aug 27, 2024 |
|
The Fundamentals Behind MEDDPICC with David Weiss
|
Aug 20, 2024 |
|
Don't Slow Down
|
Aug 13, 2024 |
|
Little Things Mean a Lot: The Tiny Tweaks That Sharpen Your Competitive Edge in Sales
|
Aug 05, 2024 |
|
Targeting For Growth
|
Jul 31, 2024 |
|
The Breakup Email
|
Jul 29, 2024 |
|
Vicious and Virtuous Cycles
|
Jul 24, 2024 |
|
Physical Immunity vs. Psychological Immunity PART 2 with Vince Fowler
|
Jul 22, 2024 |
|
Physical Immunity vs. Psychological Immunity PART 1 with Vince Fowler
|
Jul 17, 2024 |
|
The Personal Fire Within with Larry Levine
|
Jul 15, 2024 |
|
You Have to Take Some Risks
|
Jul 10, 2024 |
|
Committing to Greatness
|
Jul 08, 2024 |
|
Leaning Into Adversity
|
Jul 03, 2024 |
|
You Give Sales A Bad Name with Liz Wendling
|
Jul 01, 2024 |
|
Letting Go of Your Head Trash
|
Jun 26, 2024 |
|
Do Something with Doug Branson
|
Jun 24, 2024 |
|
Everything Happens For A Reason
|
Jun 19, 2024 |
|
Leaders Are Doers: The Action Habit for High-Performing Sales Professionals
|
Jun 17, 2024 |
|
Don't Be Married to the Outcome: Staying Resilient in a Results-Driven Career
|
Jun 17, 2024 |
|
Busyness is not a routine: The Salesperson's Guide to Productivity Hacks
|
Jun 12, 2024 |
|
Redemptive Leadership with DeJuan Brown: Unlocking Peak Sales Performance by Prioritizing Wellbeing
|
Jun 10, 2024 |
|
Airplane Mode: Unlocking Peak Sales Performance Through Unplugging
|
Jun 05, 2024 |
|
What Lesson Should You Be Learning Right Now? Building Resilience in Sales
|
Jun 03, 2024 |
|
Deeper Thought Mailbag #2: Micromanagers, The Case for Quality Touches
|
May 29, 2024 |
|
The Importance of Boundaries: Achieving Sustainable Sales Success Through Structure
|
May 27, 2024 |
|
Review the Tape: A Sales Professional's Guide to Continuous Improvement
|
May 22, 2024 |
|
Unorthodox Prospecting Techniques with David Weiss and Andy Racic: Capturing Attention in Unconventional Ways
|
May 20, 2024 |
|
Book Review: The Introverts Guide to Networking by Matthew Pollard
|
May 15, 2024 |
|
Get the Pork Chop
|
May 13, 2024 |
|
Don't Push Me, Show Me: Aligning Incentives for Successful Selling
|
May 08, 2024 |
|
I Am The Captain of My Fate with Andy Racic
|
May 06, 2024 |
|
An Announcement About The Future of Rethink the Way You Sell
|
May 01, 2024 |
|
Permission to Be OK
|
Apr 29, 2024 |
|
The Really Scary Part + What's Next?
|
Jan 02, 2024 |
|
Control What You Can Control
|
Dec 26, 2023 |
|
The Emotions of the Seller vs The Emotions of the Buyer
|
Dec 19, 2023 |
|
Keep Your Swagger
|
Dec 12, 2023 |
|
Mastering MEDDPICC: Finding The Gaps in How You Sell
|
Dec 05, 2023 |
|
Be Held Accountable
|
Nov 28, 2023 |
|
Why They Buy > How You Sell with Jeffrey Gitomer
|
Nov 21, 2023 |
|
You Lose Business the Same Way You Win It
|
Nov 14, 2023 |
|
Focus on Problems, Not Solutions (COI vs ROI)
|
Nov 07, 2023 |
|
People Buy Emotionally. No Tension, No Sale
|
Oct 31, 2023 |
|
Be Credible and Relevant: How to Build a Personal Brand that Sells
|
Oct 24, 2023 |
|
Know The Rules and Principles: The Secret to Sustainable Sales Success
|
Oct 17, 2023 |
|
Perfect Is the Enemy of Good Sales: How Over-Preparation Can Stall Your Sales Cycle
|
Oct 10, 2023 |
|
Handle Objections With Your EAR
|
Oct 04, 2023 |
|
Make a Recommendation, Not a Pitch: Ditching the Presentation Script for Authentic Connections
|
Sep 26, 2023 |
|
Why You Should Be Mastering Discovery Right Now with Jason Bay of Outbound Squad
|
Sep 19, 2023 |
|
Discovery IS the Selling Part: 6 Outcomes of GREAT Discovery
|
Sep 12, 2023 |
|
Be Persistent, Not a Pest - Frequency, Duration and Creativity in Modern Sales Prospecting
|
Sep 05, 2023 |
|
Know Your Methods: I'm BEGGING You to Be More Salesy
|
Aug 29, 2023 |
|
You're Wrong About Your CRM: How to Transform Your CRM from a Management Tool to a Sales Weapon
|
Aug 22, 2023 |
|
Write Out Your Sales Process
|
Aug 15, 2023 |
|
Know Your Sales Process
|
Aug 08, 2023 |
|
A Different Way to Look at Growth
|
Aug 01, 2023 |
|
5 Questions for Killer Conversations
|
Jul 25, 2023 |
|
Know Your Best Customers - Who Should You Be Talking To?
|
Jul 18, 2023 |
|
What Do You Bring to the Table?
|
Jul 11, 2023 |
|
Fully Aligned with DeJuan Brown
|
Jul 04, 2023 |
|
What is Your Why?
|
Jun 27, 2023 |
|
Know Yourself - Are You Selling With Integrity?
|
Jun 20, 2023 |
|
BONUS: How do you #SellLikeYou?
|
May 16, 2023 |
|
7 Steps to #SellLikeYou
|
May 09, 2023 |
|
All Top Performers Make This Decision
|
May 02, 2023 |
|
So Many Versions of Great with Jen Allen-Knuth
|
Apr 25, 2023 |
|
We're Talking About Practice
|
Apr 18, 2023 |
|
Get Rid of the Mask with Jordana Zeldin
|
Apr 11, 2023 |
|
Transparency
|
Apr 04, 2023 |
|
Transparent Selling and Leading with Todd Caponi
|
Mar 28, 2023 |
|
Introverts and Extroverts
|
Mar 21, 2023 |
|
Sell to Your Strengths with Jason Bay
|
Mar 14, 2023 |
|
What is a Salesperson "Supposed to" Look Like?
|
Mar 07, 2023 |
|
Abandon the Stereotypes with Leslie Venetz
|
Feb 28, 2023 |
|
We All Tell Stories
|
Feb 21, 2023 |
|
The ACORN Method with Ravi Rajani
|
Feb 14, 2023 |
|
Redefine Failure and Success
|
Feb 07, 2023 |
|
Big Magic with Harriet Mellor
|
Jan 31, 2023 |
|
Redefine Selling to Suit Yourself
|
Jan 24, 2023 |
|
Sell The Way You Buy with David Priemer
|
Jan 17, 2023 |
|
What it Means to Sell With Integrity
|
Jan 10, 2023 |
|
The Integrity Gap with Ian Koniak
|
Jan 03, 2023 |
|
My Sales Origin Story
|
Dec 27, 2022 |
|
Belief and Resistance
|
Dec 20, 2022 |
|
The Sales Improvement Pendulum
|
Dec 13, 2022 |
|
The Sales Success Cycle
|
Dec 06, 2022 |
|
Where does #SellLikeYou come from?
|
Nov 29, 2022 |
|
Rethink the Way You Prospect Wrap Show...and introducing Season 4!
|
Oct 27, 2022 |
|
Your messaging framework
|
Oct 20, 2022 |
|
Content is not just for marketers
|
Oct 18, 2022 |
|
Do the work
|
Oct 13, 2022 |
|
Make the commitment
|
Oct 11, 2022 |
|
Sell the Outcome with Mark Hunter
|
Oct 06, 2022 |
|
Focus on the problem, not the product
|
Oct 04, 2022 |
|
Create tension early and often
|
Sep 29, 2022 |
|
If you cannot differentiate, you cannot sell
|
Sep 27, 2022 |
|
Show Me You Know Me with Samantha McKenna
|
Sep 22, 2022 |
|
Be "one up" with Anthony Iannarino
|
Sep 20, 2022 |
|
Be someone worth talking to with something worth talking about
|
Sep 15, 2022 |
|
The Non-Negotiables of Prospecting
|
Sep 13, 2022 |
|
Deepen your sales belief with Jeffrey Gitomer
|
Sep 08, 2022 |
|
Your team doesn't believe they can win
|
Sep 06, 2022 |
|
Supercharge your sales team. Help your reps become their best with Mike Weinberg
|
Sep 01, 2022 |
|
Accountability is not a dirty word
|
Aug 30, 2022 |
|
Leaders, you're incentivizing the very behaviors you complain about
|
Aug 25, 2022 |
|
The way we train is broken with Jason Bay
|
Aug 23, 2022 |
|
The right sales behaviors are not being modeled
|
Aug 18, 2022 |
|
A lack of boundaries leads to a lack of success
|
Aug 16, 2022 |
|
Keep your prospecting simple with Art Sobczak
|
Aug 11, 2022 |
|
Rethink your planning
|
Aug 09, 2022 |
|
Rethink your tools
|
Aug 04, 2022 |
|
Is prospecting just luck? with Andy Racic
|
Aug 02, 2022 |
|
Rethink your expectations
|
Jul 28, 2022 |
|
Rethink your prospecting
|
Jul 26, 2022 |
|
Season 2 Wrap Up: +1, Top Performers don't do it alone
|
Jun 23, 2022 |
|
The Labyrinth
|
Jun 21, 2022 |
|
Can you ever be good enough?
|
Jun 16, 2022 |
|
Top Performers keep their swagger
|
Jun 14, 2022 |
|
Eliminate "convince" from your vocabulary
|
Jun 09, 2022 |
|
Why do sellers make it so hard to buy? with Liz Wendling and Larry Levine
|
Jun 07, 2022 |
|
Top Performers create an environment to buy
|
Jun 02, 2022 |
|
Leaders are doers
|
May 31, 2022 |
|
How you do anything with DeJuan Brown and Camille Clemons
|
May 26, 2022 |
|
Top Performers begin with the end in mind
|
May 24, 2022 |
|
Review the tape
|
May 19, 2022 |
|
I'm the captain of my fate with Andy Racic
|
May 17, 2022 |
|
Top Performers take ownership of their outcomes
|
May 12, 2022 |
|
Mike Hook's dirty little secret
|
May 10, 2022 |
|
Talking about practice with Jordana Zeldin
|
May 05, 2022 |
|
A relentless pursuit of excellence with Luigi Prestinenzi
|
May 03, 2022 |
|
Top Performers treat selling like a career, not just a job
|
Apr 28, 2022 |
|
You can have too many whys
|
Apr 26, 2022 |
|
What's your sales manifesto? with Larry Levine
|
Apr 21, 2022 |
|
Top performers are purpose driven
|
Apr 19, 2022 |
|
What Does Your Personal Brand Say about You? with Tara Hostmeyer
|
Apr 14, 2022 |
|
Selling In with Andy Paul
|
Apr 12, 2022 |
|
Top performers are proud to call themselves sellers
|
Apr 07, 2022 |
|
Welcome to Season 2: What makes a top sales performer?
|
Apr 05, 2022 |
|
Season 1 BONUS: The Resistance
|
Mar 22, 2022 |
|
Why do your best customers buy from you?
|
Mar 17, 2022 |
|
Why do you believe your customer is better off?
|
Mar 15, 2022 |
|
Why do you believe in yourself?
|
Mar 10, 2022 |
|
Why do you believe in what you sell?
|
Mar 08, 2022 |
|
Why do you believe in your company?
|
Mar 03, 2022 |
|
What's your why?
|
Feb 28, 2022 |