How to Stay Motivated Despite Adversity & Uncertainty

by Jeff Beals | Dec 11, 2020 | Sales Motiviation

Only a few weeks remain of the historic year 2020, which is likely a cause of celebration for many. While 2021 brings the hope and high likelihood of better times, much remains uncertain, and even in the best of times, there is always some adversity. With all the...

Prospecting Is Not as Burdensome as You Might Think

by Jeff Beals | Dec 4, 2020 | Sales Motiviation

I talk about prospecting all the time, because it’s the most significant thing that separates top producers from underperforming salespeople. But have you ever stopped to ask yourself WHY you prospect? What’s the purpose of prospecting? The first answer that comes to...

5 Ways to Make Closing a Breeze

by Jeff Beals | Nov 20, 2020 | Sales Motiviation

One of my all-time favorite “sales” quotes came from a man known simply as “The Greatest,” the late boxing champ Muhammad Ali: “The fight is won or lost far away from witnesses—behind the lines, in the gym and out there on the road, long before I dance under those...

How to Overcome Call Reluctance & Pick Up the Phone

by Jeff Beals | Nov 13, 2020 | Sales Motiviation

I get them every day and you probably do too. I’m talking about connection requests on LinkedIn that are really cold prospecting messages. You know the drill – someone you’ve never heard of sends you a connection request. Against your better judgment, you accept it...

Some Prospecting Requirements Conflict With One Another

by Jeff Beals | Oct 30, 2020 | Sales Motiviation

I’ve said it many times, and will continue to say it: prospecting is the most significant thing that separates top producers from everyone else. Prospecting is the key. Prospecting has always been the key. It’s the reason 20 percent of sales reps do 80 percent of the...