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In The Sales Arena


Welcome to "In the Sales Arena" with Jim Jacobus ...

This podcast provides real world strategies, tactics, sales skills and mindset to build the sales career, and life you want! Jim Jacobus has spent the last 20+ years designing, developing and delivering sales and sales management programs for elite organizations like PricewaterhouseCoopers, Halliburton, Akzo Nobel, IBM, XEROX and many more.

In this podcast Jacobus 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!

Sep 17, 2019

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

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!

In this podcast we are going to cover 4 ways we can all grow in our ability to handle the inevitable adversity that is a part of selling! How well we master this core skill is going to have "absolutely everything" to do with how successful we are going to be. The faster we bounce back when things go wrong the faster we are back in the game and growing our business again!

The 4 Things We Cover In This Podcast Are:

  • Identify if we have an abundance mentality or scarcity mentality and how that affects our thinking
  • Be intentional about hanging out with positive, successful people who are where we want to be in our careers and life!
  • Get a mentor or a coach that can shorten our learning curves and guide us through the tough spots!
  • Remember GIGO! Garbage In = Garbage Out! Be careful that we are inundating our minds with good stuff that can help us deal more effectively with tough times!

Again ... how well we develop this core skill will have everything to do with how successful we are going to be in our careers! Now is a good time to start working on it!

Our first "Listener Question of the Week" is a really good one! "I have a customer that I regularly bail out of tough situations but he never reciprocates with any special treatment or orders to reward my hard work. How do I help him understand that this isn't fair?"

Our Quote of the Week is a great one from Thomas Jefferson!

Hope you enjoy the podcast!