The Social Proof Heuristic is a powerful way to minimize fear. On this podcast, you'll learn how to leverage it to make it easy for your buyer to move forward.
When prospects put up emotional walls and smoke screens that impede discovery, this technique can get them to open up and tell you everything.
On this podcast, Jeb Blount and Chris Beall (CEO of ConnectAndSell) discuss why salespeople are afraid of the phone and how to sell to the invisible stranger.
The reason salespeople fail to get what they want is they fail to ask. Instead of asking they beat around the bush and passively wait for their prospect to do the work for them. Asking is the most important discipline…
In one of our most intense podcast episodes ever, Jeb Blount and Alex Goldfayn discuss why salespeople who want to make more money must re-learn how to use the phone.
The fourth quarter is prime time for sales teams. Manage Q4 well and you'll make your number and more. Manage it poorly and you'll pay for your mistake well into the new year.
For leaders, nothing is more important or critical than trust. If people do not trust you, they will not follow you.
If you are using these three words you need to stop. They add no value, trigger reflex buyer scripts, and stall your deals in the pipe.
On this podcast episode, Jeb Blount and sales leadership guru, Ken Thoreson, discuss how and why modern sales management has changed and where sales leaders need to place their focus to be successful.
When it comes right down to it, there is only one question that matters in life. On this podcast episode Jeb Blount tells the story of how a rag-tag, under-dog football team learned this lesson and how to apply it…
In sales, its easy to become the buyer's little puppet - they pull the strings and you dance. On this podcast episode you will learn how to use engagement tests, take aways, and emotional detachment to flip the script and…
On this final installment, Jeb Blount and Tom Hopkins discuss the keys to becoming a Sales PROFESSIONAL.