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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!

Nov 25, 2015

Welcome! Today is Part 2 in a series that will run through mid-December. We are discussing the Four Questions to ask ourselves personally and professionally to prepare ourselves for a successful 2016. 

Last week’s question was: What is working right now and how do we do more of it?

Today’s question is my favorite one, and it has provided more value to me than any other: What is not working, and how do I get rid of it (or make it work)?


  • What does it mean for something NOT to be working? It may have value, but you may not be getting a great ROI from it. 
  • Jim shares three examples from his own life to illustrate the action steps that follow this question:


  • Selling a guitar that he just could not find the time to play as he initially intended
  • Selling some personal possessions and property to fulfill a mutual commitment to become debt-free
  • Using Team Podcast for post-production work on both In the Sales Arena and Your Marriage Matters podcasts
  • You can even have this conversation and ask this question at different points during the year whenever you feel overwhelmed and maxed out. 

I hope you’ll use this question, along with the others, to your benefit in your personal and professional life. The questions will help you make assessments and needed adjustments to maximize productivity and value in your life!

Listener Question of the Week: Hey, Jim! I just got back from a deer-hunting trip with one of my best customers who invited me to go with him and some other vendors. The message was sent that I could go on a lot more of these trips if I could give them a better price. What do you think about that?

Quote of the Week: “Nobody is going to buy from you because you have a quota to meet.”—from Bob Burg, author of The Go Giver