He is so relentless it’s downright controversial in a world where

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Emotional Intelligence or Sales EQ: People buy on emotion and rationalize with logic. There’s neuroscience behind this but it’s this simple truth that earns us a seat at the table and allows us to WIN. Even if we have the weaker solution and approach the meetings, those ultra high performers that trigger an emotional connection will win. The kicker, the customer will even have a rational explanation for how it’s better. The analogy that COKE only tastes better than Pepsi when drinkers first see the can is a wild truth.
High Quality Daily Sales Activity: This is the 80/20 rule that allows top performers to consistently fill their pipeline. I argue in my upcoming COMBO Prospecting, that if you could isolate the 20% most effective things to do on a daily basis and then only do those at scale, just imagine! He provides that blueprint, too. We’re all familiar with the “busy fool syndrome” and social selling has been the ultimate scourge of that. Lots of bad activity amounting to little revenue, if any. It’s not only about performing the right actions but prioritizing which “dream” accounts – in Iannarino parlance – and “dream” stakeholders to fire on every single day, with which message and how to follow it up in the right bold sequence to get noticed and progress micro-commitments.
What makes Jeb so credible? He has been a top performer japan telegram data in the trenches himself working up the corporate ladder. He’s done seven figure deals. He’s scaled his own consultancy. He’s a master of all forms of selling from transactional to strategic. He hones his craft and reads voraciously. He uses all the tools in the toolkit building a bridge across the generations.

What I love about Jeb is his charismatic ability to weave personal stories from his time in the trenches into his material. He has a great sense of humor, no nonsense approach and always massive amounts of warmth radiating off the pages.

In many ways, my book “COMBO Prospecting” is like an Aussie Love Letter to Jeb.sellers really just want the easy button. SDRs graduate to an AE thinking they can stop prospecting. Sales VPs graduate to CRO thinking they can just become “spread sheet jockeys,” removed from the messy business of Human to Human interaction. But it’s actually the opposite. The higher up we get on the sales food chain, the more important “true connection” becomes.

I would greatly encourage you to buy the following 3 books immediately. Better yet, move them to the front of your Audible or Kindle queue. I challenge you not to find them in the top 5 sales books you’ve ever read. My synopsis.