Jeff Bajorek - Backstage Circle

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Jeff Bajorek

"I Know the Industry"

"I Know the Industry"

On what that actually means, and how much of it you can teach One of the first things long-tenured, successful reps will tell me is how well they know the industry they work in. They’re proud of their professional tenure, and they should be. By itself, tenure doesn’

The Handshake

On what a handshake says that an email just can’t I was speaking with a VP of Sales for an industrial manufacturer. His team is humming, revenue is strong, and he’s got a calm about him normally reserved for people who are decidedly not VPs of Sales for

People Helping People

People Helping People

Nobody gets anywhere without the help of so many other people along the way. Most of our successes and failures are not totally (or even at all?) our fault. The real ones recognize this, and they look out for others so they can hopefully help to pay that kind of

Consistency In Sales

Consistency In Sales

Consistency in sales is highly underrated. There’s so much to be said about the ability to show up every day and do the mundane things that don’t feel like they’re leading anywhere, until… they do. This kind of behavior shows everybody that you can be counted on.

Life Skills > Selling Skills

Life Skills > Selling Skills

Why do some sales pros seem to do twice as much with their time as everyone else? It’s because they’ve got a handle on the skills most of us avoid but they probably aren’t the ones you think. I made my annual pilgrimage to Austin, TX, for

The Fastest Way to Grow Your Business

The Fastest Way to Grow Your Business

I recently finished a project with a client building a new business development motion. Their biggest differentiators in the market are their consistent level of professionalism and excellent work. Those are great to have. Unfortunately, anybody can make those claims in their marketing. How do you know they’re true?

Fall In Love With The Work

Fall In Love With The Work

"Jeff, can I sell something I don't love?" Of course, you can make a good living doing it, too, but you won't be able to do your best work. Coin-operated salespeople operate two degrees of separation away from their desired result- the commission

Fire Your Worst Customers

Fire Your Worst Customers

Some deals aren't worth winning. That customer you knew you should have walked away from? They're still costing you. A bad fit doesn't just kill your margins, they crush your soul at the same time. Have I made my feelings clear on this yet?

Every Conversation Is Another Piece

Every Conversation Is Another Piece

When you hand someone a box of puzzle pieces, where do you tell them to start? I worked from the library a couple of times this week. They have some study rooms with closing doors, so I can get out of my house and still take calls without being “that

The Next Link In The Chain

The Next Link In The Chain

Mentorship changed the trajectory of my life. That's not an exaggeration; that’s literally what it does. In a sales context, it showed me the difference between what sales actually is and what I thought it was. For someone wired the way I am, I have to understand