Getting Clear With Your Messaging as a Sales Consultant with Jeff Bajorek #009

Jeff Bajorek is a Sales Trainer, Advisor and Coach for B2B Sales Leaders. He's a speaker, an author and he’s a mentor to folks like myself. I’ve been acquainted with Jeff for many years and have always appreciated his perspective and his lessons on sales effectiveness and sales consulting.

In this episode he gives us an intimate peek into the journey of a top sales consultant. The core of the discussion is on the importance and the process of clarifying your Go-To-market (GTM) messaging as a sales consultant. Anyone on the consulting journey has to listen to this. I guarantee you’re going to relate to Jeff’s journey of taking a step back after 7 years to clarify the messaging around his offerings.

We also talk about his approach to content creation and what it really means to sell with integrity and to… Sell Like You!

Time Stamps:

[:49] Talks about the process that he’s gone through recently to clarify his offerings and provides advice to new sales consultants on how to not talk themselves out of their entrepreneurial intuitions.

[3:43] “If you can’t explain what you do. If you can’t put yourself into a box, how easy do you think it is for a client, a customer, or a prospect, to put you in that box?” - Jeff Bajorek. Provides uber important advice to consultants, trainers, and consults on the importance of clearly defining your message.

[4:02] Shared the story of how his first consulting client took him out of his f/t job.

[5:25] Talks about how at one point his funnel totally dried up and he knew he had to just start calling but then faced the worst case of call reluctance.

[9:00] Summarizes why he skipped the steps of clarifying his GTM offerings and messaging for 7 years and the effect it had on his business (and him) when he went through “some really dark days at the end of the summer 2022). Shares how he contemplated going back to f/t employment since he knows he can sell. Talks about balancing his responsibilities at home with his consulting journey and the stressors that created for the Bajorek household.

[15:24] Talks about being the sole breadwinner and the level of pressure he’s under as a solopreneur.

[19:42] Mentions stirring up trouble on LinkedIn with the “LinkedIn Police” who mostly have full time jobs and don’t have to sell themselves consultants, trainers, coaches do on social media. They’re playing a different game.

[21:00] Jeff creates a lot of content so I ask him to talk about how he balances the time he spends on content with client work and other responsibilities.

[29:00] Discuss what a typical client engagement looks like with him. We also go deeper into his practice and ask about what percentage of his business is consulting vs training vs coaching.

[32:13] Shares a story where he took on a client where he felt they likely weren’t a good fit. The lesson here is that don’t take on work where you think your boundaries need to be tested. “You never have a better day in sales than when you fire your worst client.” - Jeff Bajorek

[38:01] Explains how he gets better as a Sales Consultant.

[42:00] Before every engagement he has a “Players Only Meeting” with the reps and explains why this is essential to his process.

[44:33] We talk through what it really means to “sell with integrity” (being ‘whole’, being aligned) and why this concept should be an area of urgency for each salesperson.

[50:00] Then we talk about how leaders can operationalize the concept of “sell with integrity” (being ‘whole’, being aligned).

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