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Thinking Time (Money Monday)
Cicero once said, "Cultivation of the mind is as necessary as food to the body." Sales is fundamentally a mental game. Your capacity for understanding your prospects at a deeper level and developing…
Published on 3 hours ago
How a Poor Sales Meeting Strategy Kills Win Rates
Most salespeople lose a sales meeting before they ever open their mouth. They show up with decks of slides, lists of discovery questions, or AI-generated talking points, thinking preparation is about…
Published on 3 days, 7 hours ago
How to Start Using AI in Sales (Ask Jeb)
You know AI is transforming sales, everyone's talking about it, but you're still staring at ChatGPT like it's some mysterious black box, wondering what magical question you should type in first. That…
Published on 5 days, 8 hours ago
Welcome to Grind Season (Money Monday)
Welcome to Grind Season. This week, we enter the most pivotal period of your entire sales year. From now until mid-December, how you choose to invest your limited time will determine whether you end …
Published on 1 week ago
How to Uncover Untapped Markets Before Your Competition Does
Most salespeople waste their careers fighting over the same crowded prospects. Meanwhile, untapped markets are sitting in plain sight. These are the industries, segments, and territories your competi…
Published on 1 week, 3 days ago
Sales Prospecting Sequences and ZoomInfo: Buy or Die Without Burning Bridges (Ask Jeb)
Here's a question that'll keep you up at night: What do you do when you believe in "buy or die" but you're terrified of ruining future opportunities with annoying prospecting sequences? That's exactl…
Published on 1 week, 5 days ago
How Charlie Kirk Disagreed Is More Important Than What He Believed
I had intended for this Money Monday to be something powerful, a new message that would get you fired up for this week and this season. But last week, while delivering training to an amazing group of…
Published on 2 weeks ago
The One-Question Revolution That Transforms Sales Discovery
What if one simple discovery question could close your next big deal? Here’s the one I used: “Tell me what’s going on with your team?” Then I shut up and listened. The buying committee talked, deba…
Published on 2 weeks, 3 days ago
How Emotional Regulation Impacts Sales Performance (Ask Jeb)
Here's a question that'll make you rethink everything about sales performance: What happens when your team has all the skills, tools, and training they need, but they're still underperforming because…
Published on 2 weeks, 5 days ago
How to Turn Podcast Interviews Into a Sales Lead Machine
While your competitors are stuck in voicemail purgatory, a small group of top performers has unlocked a secret pipeline of qualified sales leads. They've discovered how to stop chasing and start attr…
Published on 3 weeks, 3 days ago