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.

On this final installment, Jeb Blount and Tom Hopkins discuss the keys to becoming a Sales PROFESSIONAL.

For many salespeople, the fear of getting a no is real and holds them back. In part four of Jeb Blount's interview with Tom Hopkins, they discuss sales objections and what to do when buyers say no.

In part three of Jeb Blount's conversation with the legendary Tom Hopkins, they discuss the power of follow up and why you need to prospect so that you no longer need to prospect.

In part two of Jeb Blount's interview with the legendary Tom Hopkins, the two discuss the power of setting and writing down goals and, why you should never give up on your dreams.

Jeb Blount and Tom Hopkins discuss leveraging the Yes Strategy for getting past the fear of rejection.

Each working day salespeople are surprised to find out, after investing blood, sweat, and tears, and of course promises to the boss, the account they have been working on will not close. But, walking away from a bad deal is one of the hardest things to do in sales. On this podcast episode Jeb Blount explores the pitfalls of poor qualifying and throwing good money after bad.

As individual contributors top Sales Professionals have the luxury of only thinking about themselves. They can selfishly protect their own interests, act as lone wolves, and win at the expense of others. But as Sales Managers the words I and me no longer work. On this podcast episode, Jeb Blount author of People Follow You, discusses how new sales manager must make the shift from sales rep to leader.

On this podcast episode Jeb Blount and Brandon Bruce, COO of Cirrus Insight, discuss how to get the most out of the modern CRM.

Despite all of the bright, new, shiny apps and digital tools that promise to make sales easier, a failure to focus on and embrace the basics and fundamentals is a sure path to mediocrity and eventual failure. On this podcast Jeb Blount challenges you to answer 21 questions that lead to sales success.