When managed poorly Holidays wreck productivity. Customers are on vacation, some businesses shut down completely, prospects put off decisions, and in many cases, with all of the many distractions, your head isn't in the game. With all of these variables,

There is ONE QUESTION that you should NEVER ask in sales. This single deadly question is why so many salespeople find themselves mired in stalled deals. In this episode Jeb teaches you how to avoid this question and get around deal blockers. (Don't let

Statistics indicate that only 50% of salespeople make at least one follow up call and only 10% make at least five follow up calls. Follow up is a critical part of selling and frankly where most salespeople fail or give up. So why don't sales experts discu

If you've ever played baseball or softball or watched your kids play, you've no doubt witnessed a player chasing a wild pitch. The awkward swing of the bat, swishing through thin air, in most cases leaves the player off-balance and embarrassed. It is some

There is no doubt that gatekeepers can be a pain, especially when they refuse to give you basic information. When you hit a wall the Salespeople, help salespeople hack is an awesome secret weapon. It has worked for me time and again when I've had a hard t

Sometimes you only get one shot with a prospect. An inconvenient truth is sales is you need your prospects more than they need you. Top earners get this. They understand that each time they make contact with a prospect whether that contact is planned or a

Some customers see the value you and your company bring them. They appreciate your ability to solve their problems and they are willing to pay you for that service. These are also the customers who respect you (and the people who work for you) and who und

Big or small failure hurts. Every once in a while, just when you feel everything is going your way, failure hits you like a bulldozer and takes you down. It is emotional. Sometimes devastating. You feel stupid. Regretful. You get down on yourself. Your eg

In our daily lives we are faced with a nearly constant barrage of conflict. We argue our points, access blame, and stand our ground. From time to time we get our egos bruised by others and that makes us want to fight. And in conflicts with prospects, cust

Sales Managers bear 100% of the responsibility for the performance of their sales team yet receive little glory for their efforts. In most cases sales managers earn less than their top salespeople. Yet, the best sales managers work longer hours, endure mo