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HBO and The Ringer's Bill Simmons hosts the most downloaded sports podcast of all time, with a rotating crew of celebrities, athletes, and media staples, as well as mainstays like Cousin Sal, Joe House, and a slew of other friends and family members who always happen to be suspiciously available.
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What if everything you've been taught about sales is backwards? Jeff Bajorek, who's turned dead territories into multimillion-dollar producers and coached teams across 60+ companies, sits down to expose the uncomfortable truths most sales leaders won't admit. This isn't another feel-good episode about "mindset" and motivation. Jeff breaks down why your sales training investments are wasted, how a 13-year-old newspaper carrier outsold seasoned professionals using one simple strategy, and the five prospecting fundamentals that separate real closers from glorified telemarketers.
Whether you're leading a team that's underperforming or hustling solo trying to hit quota, this raw conversation delivers the frameworks and mindset shifts you need to stop losing deals you should be winning.
The hidden sales happening everywhere – Discover why 90% of your daily "sales" don't involve money and how this realization transforms your approach to every conversation
Why your sales training is failing – Learn the critical mistake companies make before training their teams (hint: they're not sold on needing it) and how to fix it
The 5 prospecting fundamentals crushing it in 2025 – Jeff reveals his proven framework that separates B2B professionals from glorified telemarketers making the same cold calls
The "nobody cares" principle that changes everything – Find out why leading with ego kills deals and what top performers do instead to create real engagement
- From paper routes to million-dollar deals – How a 13-year-old's free offer strategy outperforms most modern sales tactics and what that means for your pipeline
CHAPTERS:
00:00 – Sales Without Money: Why Your Teen's Car Request Is Teaching You Everything
02:15 – The Dangerous Truth About "Selling Is Selling" That Most Get Wrong
04:09 – Transfer of Enthusiasm: Brian Tracy's Forgotten Secret to Every Sale
07:36 – The Toyota Strategy: When Giving Up Margin Makes You Millions
11:35 – The 13-Year-Old Who Crushed Objections Better Than Your Sales Team
15:03 – Ego Vs. Service: Why Showing Up to Impress Guarantees You'll Lose
18:43 – The Apprenticeship Model: Why Sales Mastery Takes Decades, Not Days
24:25 – Generational Sales Manager Trauma and How It's Killing Your Numbers
29:09 – Training Teams That Don't Want It: The Pre-Sale Nobody Talks About
37:14 – The 5 Prospecting Fundamentals Your Competition Doesn't Know
44:03 – Building Courseware That Actually Works: From Beer to Best Practices
52:15 – Discovery Before Demos: Why SDRs Fail and How to Fix It
Guest Information
Jeff Bajorek
Sales Consultant, Author & Speaker Transforming Sales Teams Through Service
Connect with Jeff: Website: https://www.jeffbajorek.com/ LinkedIn: https://www.linkedin.com/in/jeffbajorek
Host Information:
Connect with John Rankins
Website: thesalesmachine.com
YouTube: @JohnRankinsOfficial
LinkedIn: https://www.linkedin.com/in/johnrankinsofficial/
Transform Sales with The Sales Machine
Your CRM is DEAD—just a glorified address book. While you chase reports, competitors win deals. The Sales Machine drives actual performance with automation, insights, and gamification that work.
Book a strategy call: thesalesmachine.com
106 episodes
