68 episodes

This is the podcast where professionals go to develop the strategies, tactics, sales skills and mindset to build the sales careers and lives they have always dreamed of! Jim Jacobus with TheSalesGladiators.com has spent the last 20+ years designing, developing and delivering sales and sales management programs for elite organizations like PricewaterhouseCoopers, Halliburton, Akzo Nobel, Southeast Toyota Distributors, Siemens, IBM, XEROX and many more. In this podcast he shares the best of the best from the 1,000’s of days and 10’s of thousands of hours spent working with outstanding sales teams literally all over the world! Want more from your sales career and your life? This is the place to be!

In The Sales Aren‪a‬ Jim Jacobus

    • Business

This is the podcast where professionals go to develop the strategies, tactics, sales skills and mindset to build the sales careers and lives they have always dreamed of! Jim Jacobus with TheSalesGladiators.com has spent the last 20+ years designing, developing and delivering sales and sales management programs for elite organizations like PricewaterhouseCoopers, Halliburton, Akzo Nobel, Southeast Toyota Distributors, Siemens, IBM, XEROX and many more. In this podcast he shares the best of the best from the 1,000’s of days and 10’s of thousands of hours spent working with outstanding sales teams literally all over the world! Want more from your sales career and your life? This is the place to be!

    #075 ... 4 Keys To Bouncing Back From Adversity

    #075 ... 4 Keys To Bouncing Back From Adversity

    What is the #1 core skill all top sales people possess? What separates them from the average and below average? Their ability to bounce back from adversity, setbacks and disappointment!

    20+ years of benchmarking, assessment and comparative analysis work confirms over and over that top sales professionals posses 5 key elements that make them more successful, at an internal core level, than their peers. Of those 5 core competencies the #1 core skill is that of resilience!

    • 25 min
    #074 When Is It Time To Walk Away From "Bad Business"

    #074 When Is It Time To Walk Away From "Bad Business"

    Welcome – this is another podcast on the mindset top sales pro’s have. Last week we talked about dealing with “NO” and the feedback was awesome so keep it coming!  

     Just this past week, I said NO to what would have been bad business for me, my company, and the client.  It involved a rather large car dealership in my area needing help with sales training.  I set up a meeting with them to let them tell me their needs and for me to tell them what I had to offer them based on those needs. 

    • 16 min
    #073 The 4 Mindsets & Attitudes ALL Top Sales People Have In Common!

    #073 The 4 Mindsets & Attitudes ALL Top Sales People Have In Common!

    This is a reprise of one of our most popular episodes. We trust you will enjoy it ... 

    The 4 Mindsets & Attitudes ALL Top Sales People Have In Common!

     Welcome to In The Sales Arena (ITSA) #026.  I have always been fascinated by top performers – Athletes, Sales reps, Leaders, etc.  This fascination led to our benchmarking process we discussed back in #023. In the process of benchmarking top sales performers we have learned a lot about what they all have in common!

    • 20 min
    #072 ... 6 Ways Top Sales Pros Deal With No

    #072 ... 6 Ways Top Sales Pros Deal With No

    Today we are going to take a step back from the strategic and tactical and discuss an important mindset! How do we handle the word NO!!! It will dictate how far we can go in our sales careers!!!

    To deal with “no” effectively there is an important continuum to understand … beliefs, thoughts, actions, habits, character and legacy! To change how “no” effects you we have to look at what you believe and think! We have to see it in a new light!

    • 22 min
    #071 This Episode Is For Sales Rockstars ONLY!

    #071 This Episode Is For Sales Rockstars ONLY!

    This is a reprise of one of our most popular In the Sales Arena episodes. We trust you will enjoy it ...

    We are wrapping up our 4 part series on what it takes to be a sales master. So far, we have covered The Sales Process, Value Based Selling, and Intentionally Building Level 5 & 6 Relationships.  In this podcast, we are going to talk about who we need to "BE" to get to the top!

    We will explore the "be"+ "do" = "have" equation.  How have we determined who we need to "BE"?

    • 21 min
    #070 “4 Things We Can All Learn  from a Learning Experience.” 

    #070 “4 Things We Can All Learn  from a Learning Experience.” 

    Welcome to a reprise of one of our most popular shows from the past! I trust you will enjoy this timeless content ... 

    Our topic today is “Four Things to Learn  from a Learning Experience.”  By learning experience, I’m referring to a convention, conference, or training program. 

    I just returned from the National Speakers’ Association Influence 2015.  This was my 15th convention.  Is it time wasted?  Absolutely not! 

    • 16 min

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