The automated "Great job, team!" email blasted to 47 people at 4:37 PM on a Friday isnt authentic appreciation. Neither is the generic gift basket ordered by someone in HR whos never met your top performer, or the corporate recognition program where nob

Here's a question that'll expose one of the most common productivity killers in sales: How much research should you do before making a cold call?That's the challenge Michael Bricker from West Monroe, Louisiana brought to a recent Ask Jeb episode. Five mo

This is a very special Monday because it's Thanksgiving week here in the United States.This is the week we pause to express gratitude for the people in our lives, for what we've been given, and for what we've accomplished.But gratitude isn't just a feel

Most new account executives stare at their territory list and feel the weight of it immediately. Fifty accounts. A hundred accounts. Sometimes more. Each one needs research, a plan, and outreach that doesn't sound like every other cold email clogging thei

Here's a question that hits closer to home than most sales reps want to admit: What do you do when you've been away from prospecting for a while and suddenly the call reluctance feels brand new again?

A few years ago, I was on a desperate search for a dining table. My favorite from my old place was a gorgeous, single-piece antique that mathematically wouldnt fit in my new home. I loved that table, and losing it felt like losing a member of the family.

To a sales leader, its a familiar story.Month one: Your new SDR is on fire. Energy through the roof. Theyre excited about cold calling.Month two: Still strong. Meetings are getting booked. Dashboard looks good.Month three: Cracks appear. Rejections p

Heres a truth most car dealerships dont want to admit: people dont hate buying cars. They hate buying cars from salespeople who make the customer experience painful.Thats the challenge Brendan Carlington from Mount Pleasant, Michigan brought to me on

We are moving into the most dangerous time of year for sales professionals . . . the holidays.From now until the first week of January, you're going to face a perfect storm of distractions, excuses, and temptations that can absolutely destroy your year-

Every salesperson knows that feeling, the one right before the big meeting when confidence wavers and doubt creeps in.Alex Weber knows it, too. Hes one of the few people to go from hosting American Ninja Warrior to competing on the show. When I asked h