The key to consistent production is sales-specific emotional intelligence. Prioritizing human connection over technical skill in a sale will naturally force the inconsistent performer to change. A few years ago, the Carnegie Institute of Technology said that 85% of financial…
Leading companies are building stronger, more reliable, and recession-proof pipelines. When times get crazy. When there is uncertainty in business. When the markets take us on a roller coaster ride. When the world seems to be mired in chaos. We…
With all the technology and social media we have at our fingertips, it only makes sense that connecting with our customers & prospects and blowing out our numbers is a piece of cake, right? Think again. As it turns out, …
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.
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…
When buyers are not engaged at the emotional level your deal will stall. This is why ultra-high performers are constantly focused on building emotional connections with stakeholders.
Ultra-High Sales Performers are masters at levering sales specific emotional intelligence to bend win probability in their favor and gain a decisive competitive advantage.
You have done it. I have done it. And most of us will do it again. We ask this question without considering the consequences - which almost always turn out badly. On this podcast episode, Jeb Blount discusses the one…
Stalled deals are the bane of the sales profession. The number one reason why deals stall is the failure to get to the next step. On this podcast episode, Anthony Iannarino and Jeb Blount discuss the keys to getting next…
People buy on emotion and justify with logic. In fact, human emotions have a massive impact on buying behavior. On this podcast episode, Jeb Blount discusses why ultra-high performing sales professionals are astute students of human behavior and emotions.
The sales world is coming face to face with a cold hard truth. In this episode of The Marketing Book Podcast with Douglas Burdett, Jeb Blount explains that the sales profession is in the midst of a perfect storm. Buyers…