Author name: Jeb Blount

Never Quit - Mental Toughness is an Essential Ingredient in Sales

Mental Toughness Allows You to Push Through Adversity Like George Foreman [Video]

Mindset & Mental Toughness, Shorts /

Salespeople with mental toughness shrug off rejection. When they get knocked down, they get up faster and still have the energy to fight back and win. They have the ability to take action and keep moving forward even in the face of overwhelming adversity…. Professional Membership Required You must be a Professional member to access...

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The 4 Rights of Social Selling

The 4 Rights of Social Selling

Articles, Social Selling /

We’ve all had it happen. Some schmuck shares content in our stream, comments on a post, or litters our social inbox on LinkedIn, Facebook, Instagram, or Twitter with non-relevant, worthless junk. Sometimes you just shake your head and move on. In other cases, it pisses you off enough that you mute, block, unfollow, or report…...

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9 Reasons your salespeople won't prospect

9 Reasons Your Sales Team is Not Prospecting

Articles, Leadership & Coaching, Training /

Most sales teams—no matter how well they are performing—are being held back, in some measure, by prospecting deficiencies. Some sales organizations and entire businesses are failing miserably and prospecting is the root cause. 9 Issues Impacting Your Prospecting Talent. You’ve hired people into sales positions that do not have the talent and sales drive to…...

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Coaching Salespeople to Prospect

For Sales Leaders, Prospecting is a Challenge That Never Goes Away

Leadership & Coaching /

My friend Brian is a Director of Sales for a multi-billion dollar company that has a penchant for turning over non-productive sales leaders—fast. While many of Brian’s peers have come and gone, Brian has defied the odds and thrived. His success is impossible to ignore. Brian’s core philosophy is “prospecting activity is the mother of…...

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3 Tips for Making Prospecting Fun - Fanatical Prospecting

3 Tips to Make Prospecting Work for You

Fanatical Prospecting, Mindset & Mental Toughness /

Every salesperson wants the glory and the big paycheck that results from closing big deals. But before the glory comes the hard work. In other words, to be successful in sales, you have to take action first, and the most important action you will take as a sales professional is prospecting. In sales, success is…...

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Motivation for when you are already winning

What to Do When You’re at the Top of Your Game

Mindset & Mental Toughness /

Maybe you’ve crossed the finish line first, raised your hands in the air, pumped your fists, and celebrated. Maybe you’ve just come off a big year, quarter, or month. You’ve been given accolades, a trophy, a President’s Club trip, the admiration of your peers, or a huge commission check. You may wonder, “How much better…...

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Social Selling

Social Media is Not a Prospecting Silver Bullet

Balanced Prospecting, Social Selling /

Along with the increased awareness of the power of using social in sales, there has been a disturbing trend of freshly minted “Social Selling” gurus proclaiming that social selling will solve all of your sales problems. One of these “gurus” pronounces all other forms of prospecting dead and advises salespeople to focus all of their…...

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When your sales force cant or wont prospect and hunt for more business

Your Vegetarian Sales Force That Won’t Hunt

Leadership & Coaching, Training /

“It’s an epidemic!” That was Kitedesk CEO Sean Burke’s response to my assertion that the biggest issue impacting sales organizations today is empty pipelines. Even as new tools and technology emerge that make identifying and connecting with prospects easier than ever, companies struggle to get their salespeople to consistently prospect. I’ve been teaching salespeople how…...

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