I used to sell with a guy who would say, "Jeff I can sell our product in 2 1/2 hours. The problem is I only get it 5 minutes at a time." It was an important dose of perspective to a young seller like myself. For as excited as I was about what I was selling, and for as simple of a sale as it seemed, there were a lot of things that needed to happen in order for everything to go through. There were also a lot of things that could've gotten in the way. When was the last time you stepped back and took a different perspective on what you sell? Are you so stuck in the weeds that you can't see the b ..read more

I was standing in an operating room with someone who had been a surgeon longer than I had been alive. He turned around and asked me, "What am I supposed to do now?" There's an industry term for what I felt next (peep the video to learn more), but once we took a collective deep breath, remembered the goal, and took one step after another, we got to a desirable outcome much sooner than we would have thought. Not only is this a reminder to trust the process. It's a reminder that your customers need you to lead them, often by reminding them of what they're capable of. Are you willing to speak up ..read more

I see a lot of reps rush through their delivery as soon as they get the chance. It could be on a cold call when somebody answers. It could be during discovery when you feel like you have too much to talk about in a short period of time. Relax. Remember you've earned the right to their time (that's why they gave it to you), and if you continue to earn it, they'll give you more. I learned this lesson from an unlikely source at an unlikely time in my career, but it's as true today as it was 20+ years ago before I even got into sales. Don't be afraid to take up space. The value you ..read more

Another year is in the books. Personally and professionally, my year had some significant peaks and valleys. I learned a lot and gained a lot of clarity as we go into the next year. Among the highs and lows of your 2023, what lessons will you take with you into the future? What will you do to stay diligent, present, and resilient in the face of all the uncertainty that 2024 will present us? Are you focused and ready to take the next step? Thank you for being here with me, and I look forward to leaning into 2024 right alongside you. Cheers! JB ..read more

With my Sunday message falling on Christmas Eve this year, it feels like the perfect opportunity to tell one of my favorite stories about magic and belief. Whether or not you believe in Santa, I hope he's good to you, and I hope there's magic in your 2024. JB ..read more

Something has come up a few times over the past week, and I didn't expect it- longevity. A lot of sellers are moving around trying to advance their career, and I absolutely advocate that you find the right spot for yourself, because you'll never do your best work if you're not in the right position with the right company. But before you decide to make that next leap, I want you to consider the benefits of staying where you are, or at least staying in the same industry. After several years in the field, the logo on my business card didn't matter as much as my name. While a well-recognized ..read more

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. Jeff emphasizes that being held accountable is not about facing punitive actions but about aligning one's actions with stated intentions. He challenges the common fears associated with accountability, such as the fear of failure and the lesser-discussed fear of success. Jeff argues t ..read more

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. Bajorek delves into step five of his 'Seven Steps to Sell Like You,' drawing upon Gitomer's profound wisdom and personal anecdotes. This episode is a treasure trove of knowledge for anyone looking to elevate their sales game. As Bajorek himself puts it, Gitomer's unique approach to conversations and his ability to direct them to where they need to go is nothing sho ..read more

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. One of the best guitarists to ever play the instrument is struggling with the concept of filling Eddie Van Halen's shoes on tour. It's hard to blame him, but he's not afraid of the spotlight. What's bugging him is that his approach to the instrument is radically different. He has to shut off what makes him great in ..read more

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. The food wasn't great, but there was a novelty to it, and we did it again the next year. And the next year... This was our 24th gathering, having only missed in 2020 because putting 40+ people ..read more