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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...

Oct 22, 2015

Hey, Gang!  My topic today is What All Top Sales People have in Common.  Over the past 20 years, we have helped our clients select, develop, and retain top salespeople.  We benchmark the top sales performers in these organizations by choosing 4-8 of them and collecting data from them.  We ask questions about how they...

Oct 15, 2015

Welcome to another Master Sales Series Interview!  My guest is Robert Rice, who is a VP with Buckley Oil, which sells chemicals, solvents, and lubricants.  Rob is a young sales rep who is a friend and co-worker of my son.  I have hunted and fished with Rob and watched him get married and build his family.  I’m excited...

Oct 8, 2015

Welcome!  Hey, Gang!  We are kicking off the 2nd year of the podcast here in October.  My topic today is one that all successful people will face and struggle to overcome.

Three Things to do When you Get Overwhelmed:

  1. Ask yourself: What is NOT working? And how do I get rid of it or make it work?  Your time is...

Oct 1, 2015

Welcome!  Hey—it’s the One Year Anniversary of the podcast!  It’s been a fast year and we’ve covered a lot of great sales information.  Thanks to all our loyal listeners!  I am committed to bringing you value with each episode, so I look forward to giving you more great tips and bringing you more great...