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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!

Oct 29, 2015

The Power of Asking Great Questions

We have looked at two tactical strategies:

1. The Columbo Approach

2. How To Ask the Tough Questions.


This week we are going to look at Questions to Keep You Out of the Price Trap!


  1. If we were to work together and I brought you a proposal how would you go about evaluating...

Sep 10, 2015

Welcome!  Today’s Master Sales Interview guest is Donald Kelly, host of “The Sales Evangelist” podcast.  Donald grew up in Jamaica, watching his Dad be an entrepreneur. The family moved to the US when Donald was nine years old. He was always the kid who loved talking about the things he was interested in most. ...

Sep 3, 2015

Welcome, Gang!  Today we’re talking about a new topic; it’s one I’ve touched on before but never given much time to here on the podcast.  We are talking about Demonstration and Presentation Skills.  Over the years, I have done workshops on this subject.  It’s an important one for anyone in sales and many other...

Jul 30, 2015

Hey, Gang!  Thanks for joining me today!  My 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 Conference in Washington, DC: Influence 2015.  I’ve...

Jun 11, 2015

Welcome to our podcast!  All month long we are talking about The Power of Questions, and today’s topic is How to Ask the Tough Questions.

From our webinar of February, 2015, we covered value-based selling.  The value propositions for clients are based on the following:

  • The Issue:  What is the problem?
  • The...