If you're in field sales, you know the reality: You spend hours every week sitting behind the windshield, staring at traffic that's moving at the speed of molasses. Whether you're dealing with Atlanta's notorious I-285 parking lot or any other…
Jon Buehler from Jacksonville asks: "How do you maintain the consistency and intensity with prospecting? I find myself doing these sprints to get momentum, but struggle to keep that momentum going for long, sustained periods of time." Jon's question gets…
Brian Kemski wants to know how to stop prospects from ghosting him. He asks a question that plagues salespeople everywhere: "What can I do about prospects who go through the process, seem interested, and then disappear into the witness protection…
Tyler Goss, from Tampa, has two critical sales questions: 1) How do we achieve those "crazy" prospecting numbers I talk about in my books? 2) When should a lead become a pipeline opportunity? In this podcast, I break down these…
Steve from Portland, Oregon, faces and an all-too-common consultative selling dilemma: how to sell to prospects who claim they already know everything, have already “done the research” and question what value he can bring. In this Ask Jeb episode we…
Dennis from Chesterfield, Missouri, wants to know if sales coaching truly moves the performance needle, especially when shifting from transactional approaches to more consultative selling. Below are the key insights from our conversation on why coaching matters, how it boosts…
Wes from Flower Mound, Texas, has a familiar challenge: how to attract more qualified B2B leads and convert them before they slip away. He’s already tried a variety of channels, including inside sales, social media, and email, but is struggling…
Gaius, who runs an insurance brokerage in Ohio wants to know how to get his new sales agents cold calling and building pipeline earlier in their training cycle, without making them feel overwhelmed and sabotaging their confidence. If you’ve ever…
Cindy is struggling to set appointments and handle the "How Much Does it Cost?" objection. She recently switched from media sales to the home services industry. Suddenly, she finds herself making all her own cold calls—no marketing team, no pre-existing…
Caroline is dealing with a dilemma so many sales professionals face this time of year: How do you shake off a mid-winter rut and regain your momentum when it’s cold, dark, and everyone else seems to be dragging too? On…
If you’ve been banging your head against the wall trying to get your team (or yourself!) to prospect consistently, these tips are for you. In this episode, I answer a question from Paul in Rancho Cucamonga, Calif., who’s building and…
Ron wants to know how to get CEOs to actually answer his cold calls (or at least respond). He runs a recruiting firm and finds that his cold calls to top executives often go unanswered, and it’s driving him nuts.…