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Blog - Jeff Bajorek | Sales, Prospecting, and Leadership Expertise

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Measuring The Stuff That Matters

The biggest problem in sales isn't effort. It's knowing when your effort is actually enough.

I've thought about this for a long time, discussed it with friends, and even brainstormed it with ChatGPT. Two things have become clear:

  • It's the source of the biggest problems we have in sales

  • It's a never-ending bott...

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    Your Secret Sales Weapon

    I'm working on an ebook about two of the biggest blind spots that prevent companies from achieving sustainable growth that outpaces their market.

    The more I dig into them with clients, the clearer the pattern becomes: most companies just aren't specific enough about what makes them different when they talk about their value proposition.

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    The Best Negotiation is No Negotiation

    I led a session on negotiation earlier this week, and it sparked a couple of thoughts (here are four of th...

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    It's Bigger Than Your People

    I've been thinking a lot about why some sales teams thrive while others just... don't.

    After 20+ years in the field, first as a seller who won every award you could win, then as a consultant, and finally as a C-level exec trying to figure out how to bottle that success… I keep seeing the same pattern.

    Most mid-market B2B companies have a...

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    The Goo Stage

    We're taught from a young age that caterpillars are very hungry. They eat their way through everything on the picnic table before wrapping themselves in a cocoon.

    This may shock you, but it's not the whole story.

    When they were younger, ...

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