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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!

Mar 12, 2015

Welcome to ITSA #028 and 3 reasons why it is important to identify your "Ideal Clients".

First - think of words that describe the "ideal client"and determine which of your clients match those words.

Second - think of words that describe the worst clients and determine which of your clients fit in that pocket.

Third - once you have this then;

  1. If we know who the "ideal clients" are then we can market and sell to them accordingly.
  2. They are simply easier to sell to, they close faster and easier, and at a higher margin.
  3. They are a lot more fun to do business with!

Our Listener Question of the Week (LQOW) is:  My company is doing some things I think lack integrity. What should I do?

Listen in to get all the details and the answer to the LQOW!