Episode 228: Christie Walters-Herbert and Jeff Bajorek
Meet
Christie Walters-Herbert
Christie Walters-Herbert is a Global Account Executive, a podcast host, and coach. By combining innovative strategy, supported by targeted training, and reinforced with consistent coaching, Christie helps individuals and small businesses breakthrough to their next level of performance. With 25+ years of experience in sales and executive management in technology companies, Christie knows how to drive a successful sales team in the midst of the day-to-day chaos of running a business.
Our Mission Is To Change The Negative Perception Of Sales People
Meet
Jeff Bajorek
Jeff Bajorek is a consultant, coach, author, and podcast host. He helps sales teams perform better by helping them to rethink the way they sell. Jeff’s latest book Rethink The Way You Sell: When It Goes Sideways was written during the coronavirus pandemic and intended to remind salespeople of what’s important. Success with prospecting relies completely on being someone worth talking to with something worth talking about.
Our Vision Is A World Where Selling Is A Profession To Be Proud Of
What does success look like for you today? How has your definition of success been impacted by the COVID-19 pandemic? Have you changed your expectation of success based on the world you’re currently living in? In this special episode of the Sales Reinvented podcast, you’ll hear the first-ever podcast episode exchange. Christie Walters-Herbert and Jeff Bajorek from “The Why and The Buy” podcast reminisce on 2020. They talk about how to change your definition of success and why you would want to in 2021. Don’t miss it!
Outline of This Episode
- [4:20] You can’t hit a target you can’t see
- [10:10] Modify what success is to recenter your vision
- [13:34] What does success look like for me?
- [16:48] What do you want?
You can’t hit a target you can’t see
What does success look like now? Jeff points out that you must ask yourself this question not only to see new opportunities—but to give yourself some relief. In times of uncertainty, you can’t cling to your previous goals because it may not be fair. But it’s also hard to commit to a new goal. When you know the old one isn’t good enough anymore but can’t commit to a new one, you’re in limbo. You can’t hit a target you can’t see.
Jeff’s spent a lot of time thinking about this question. Is success being able to keep his business open? Is it growing the business? Is it being proud of the work that he’s doing? These questions aren’t necessarily tied to monetary goals but they are guideposts. Have you given yourself permission to determine what your guideposts are?
What does success look like for me?
Christie emphasizes that you can’t try to replicate someone else’s success. If you are, you’re going about it the wrong way. You can’t get motivated based on someone else’s motivation. You can’t structure a business based on someone else’s structure. You’re not wired the same way as someone else—why base your success on them? You can still gain insight from someone else’s perspective on success and what helps them focus. But you have to define what success looks like for you, which begins by becoming clear on what you want.
For Christie, success looks like doing the right things in her business day in and day out. She’s coaching people to have these conversations with her customers. Personally, it’s about making sure her health is in the right place in case she did catch something. It’s about conversations with her loved ones that are about the life she wants to create.
Define success so you can achieve it
Are you proud of the work you’re doing? Are you proud of where you are right now? Are you proud of what you’ve done? That gives you the context for what you believe success is in life. If you set out to accomplish something and you do, you should be proud. But if you don’t have a clear definition of success, it’s hard to be proud because you don’t have a measuring stick. If you don’t have a definition for “when,” how do you know you haven’t already achieved it?
Some people find it difficult to be satisfied or happy with any point that they’ve reached in their life. Some people downplay what they’ve accomplished. They think they should’ve accomplished more. It’s all because of the story you tell yourself. On paper, everything looks great. You’ve accomplished a lot. But because you weren’t clear on what was enough, you may not feel successful.
Is it necessary to spend another night working? Or could you take that time and spend it with your family? Because in reality, you’ve accomplished a tremendous amount and it’s not going to fall apart because you put your attention on a different portion of your life that is just as important. That’s a struggle that a lot of people have.
What is important right now?
Many people are unemployed or underemployed trying to find their next step. There’s so much weight that comes when you feel like you’re not living up to your potential. It’s why you need to understand what is important right now. If you take a job that’s less than what your level of success would demand under normal circumstances, define what your success is. Are you providing for your family? Are you keeping your skills sharp until the right job opens up? Does the job provide you connections?
Ask yourself these three questions: Where are you going? What’s the ultimate objective and goal? What does that translate into for success today? You must adjust your perspective. If you cannot define success, you cannot achieve it. Spend your time reframing those concepts and things will become clear.
If you’re willing, share them with us. We may just share a book and some swag with you!
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More About The Why and The Buy Podcast
The Why and The Buy is a podcast designed to speak to sales and leadership professionals. The Why and The Buy was born after Co-hosts Jeff Bajorek and Christie Walters spent months sharing insights and coaching each other through the startup of their businesses. They realized their conversations couldn’t be kept to themselves, and The Why and The Buy was born. They’ve now been hosting the podcast for over 3 years and have 200+ episodes under their belt. They’re still sharing open conversations with inspiring guests—anyone from salespeople and marketing professionals to authors and entrepreneurs.
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