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3 Micro Behaviors That Make Prospects Say Yes (Ask Jeb)
Let me ask you: What if the biggest thing standing between you and your next closed deal had nothing to do with your product knowledge, your pricing,…
3 weeks, 3 days ago
Failure is Not Permanent (Money Monday)
One of the most vivid memories from my childhood was the day I was bucked off my pony, Macaroni. I was only six years old. We were in an arena where …
3 weeks, 4 days ago
Why Commoditized Selling Builds Better Salespeople
If you’ve only sold sexy products with cool demos and unique features, you’re probably missing the fundamentals that separate good salespeople from g…
1 month ago
Use the Ledge Technique for Overcoming Objections (Ask Jeb)
Here’s a question that’ll make every salesperson’s blood pressure spike: What do you do when your cold call gets an objection in the first five secon…
1 month ago
Main Character Syndrome: Why Prospects Tune You Out (Money Monday)
You’re at a networking event and someone corners you. For the next ten minutes, they talk nonstop about their vacation, their dog, their new car. You…
1 month ago
Stone Tablets, Trade Shows, and Telephones: 4,000 Years of Sales History
Imagine that you’re so angry about a business deal gone wrong that you grab a chisel, find a slab of stone, and spend hours carving your complaint. T…
1 month, 1 week ago
Stone Tablets, Trade Shows, and Telephones: 4,000 Years of Sales History
Imagine that you’re so angry about a business deal gone wrong that you grab a chisel, find a slab of stone, and spend hours carving your complaint. T…
1 month, 1 week ago
How Do You Stop Prospects From No-Showing Virtual Appointments (Ask Jeb)
Here’s a question that’ll frustrate every salesperson reading this: What do you do when you prospect, set the meeting, block the time on your calenda…
1 month, 1 week ago
How Do You Stop Prospects From No-Showing Virtual Appointments (Ask Jeb)
Here’s a question that’ll frustrate every salesperson reading this: What do you do when you prospect, set the meeting, block the time on your calenda…
1 month, 1 week ago
Single-Contact Selling is Killing 34% of Your Deals (Money Monday)
You’ve got a champion. Someone inside the account who gets it. They love your solution, they’re fighting for your proposal, and they’re feeding you i…
1 month, 1 week ago