How to Define “Top Producer” in Both Good Times and Bad

by Jeff Beals | Oct 16, 2020 | Sales Motiviation

This challenging year has further exposed who the top-producing sales professionals are vis-à-vis everyone else. Anyone who wants to improve their selling effectiveness would be wise to emulate the most elite sales professionals. As someone who has provided...

The Prospecting “Stock Market”

by Jeff Beals | Oct 2, 2020 | Sales Motiviation

Do you invest in the stock market? If so, you’re probably aware of the constant waxing and waning that characterizes the life cycle of the stock market. What goes up eventually goes down and what goes down eventually goes up. If you’re a long-term investor, you tend...

The Ideal Order of Prospecting

by Jeff Beals | Sep 25, 2020 | Sales Motiviation

Salespeople usually have a system for their prospecting communication. For some reps, the system is dictated by the company. Other reps develop their own system for prospecting. The system could also be called your “cadence,” the order, frequency and variety of your...

Who Wins? Hunters vs. Farmers and Prospectors vs. Closers

by Jeff Beals | Sep 18, 2020 | Sales Motiviation

I led a mastermind meeting this week in which several sales leaders discussed the difference between sales hunters and sales farmers (or what some people refer to as sales “zookeepers”). We discussed whether farmer/zookeeper reps can be converted into hunters. The...

2020 Rollercoaster: From Epic Crisis to Unprecedented Growth

by Jeff Beals | Sep 11, 2020 | Sales Motiviation

Perhaps you’ve seen a meme making the rounds lately that depicts how many people feel about calendar year 2020. In the meme, the second digit is almost twice as tall as the other three digits, so it looks like the year 2020 is flipping you off. I suspect many people...