How to Win More in B2B Sales with Jeff Bajorek
Why do some sales teams keep winning while others seem to rely on timing, relationships, and a little bit of luck?
For Jeff Bajorek, the problem is often that companies do not actually know why they win.
They may point to strong relationships, years of experience, or simply being in the right place at the right time. But if those factors cannot be explained clearly, they are difficult to repeat, teach, or scale across a sales team.
Jeff Bajorek, Owner at Parabola Consulting, joins Paul Fuller to explore how sales teams can become more intentional about what drives results, understand what their best performers are really doing differently, and turn that knowledge into something the rest of the team can use.
What You’ll Learn
- Why many sales teams struggle to explain why they win
- How relying on more activity can leave sales teams dependent on luck
- Why specificity matters more than simply doing more
- How to turn top-performer habits into repeatable behaviors
- Why principles matter more than constantly changing sales tactics
- How customer insight can help teams win more intentionally
Why Mentorship Matters in Sales (07:32)
Jeff’s early sales career changed when he finally got the mentorship he had been missing.
That experience shaped how he sees sales today: strong performance is not just about technique, but also about having people who help you recognize what you’re capable of and keep developing.
Why Sales Teams Need to Know Why They Win (23:07)
Many sales teams know when they are winning, but fewer can clearly explain why.
Jeff argues that relying on more calls, more emails, and more activity only gets you so far. The real advantage comes from understanding what you do differently, why your best customers choose you, and which behaviors actually drive results.
How Customer Insight Helps You Win More on Purpose (37:09)
Sales teams often assume they know why customers choose them.
Jeff explains that talking directly to your best customers can reveal what they truly value. Combined with what your strongest sellers are doing internally, that insight helps teams become more intentional about how they sell and what they repeat.
Listen to the full conversation with Jeff Bajorek to learn how to understand why you win, turn strong sales behaviors into something repeatable, and create a clearer path to winning more sales on purpose.
About Jeff Bajorek:
Jeff Bajorek help teams know why they win so they can win more often, and on purpose instead of by accident.
Most firms can tell you what they do. Far fewer can tell you, in a client's own words, why that client chose them over the alternative. That gap is where the growth is. The behaviors and habits that produce wins usually live in the heads of two or three people who've never had to explain them, which means they never get taught, never get coached, and never get repeated by anyone else.
His work is surfacing those behaviors, confirming them with your actual clients, and turning them into something the whole team can use.
Jeff spent 11 years carrying a bag before starting his consulting business in 2015, and he's written four little books. He lives in Michigan with his wife of 19 years and their two teenage kids. When he's not cooking for them, you can usually find him working in the yard or playing golf.
Linkedin: http://linkedin.com/in/jeffbajorek
Link to self-assessment: jeffbajorek.com/membrain
By Paul Fuller
Paul Fuller’s stated mission is to help others maximize their gifts by using his.
Paul has been a pioneer in the sales process and training, sales as a service, content marketing and CRM. As a previous founder and owner of multiple successful growth organizations in these spaces, Paul has effectively trained and led sales and marketing teams across the world to focus on and achieve dynamic growth.
He firmly believes sales is defined best in three categories:
• Service - helping other get what they need
• Leadership - guiding others toward their vision
• Wayfinding - navigating the path to success together
He is firmly committed to elevating the sales profession through coaching, leading, and empowering others through systems that enable strong performance.
Currently Paul leads revenue growth at Membrain.com - the top sales effectiveness CRM in the world. Working with his team, and a group of over 100 top sales consultant organizations across the globe, they are focused at creating scalable growth through sales excellence in companies and teams in over 80 countries.
Schedule a call with him here.
Find out more about Paul Fuller on LinkedIn
