March 1, 2025 | Read online​

Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons from my experience selling every day. Delivered to your inbox every Saturday.

This week, I had a training in Miami on Monday and took advantage of it by going down with my wife a few days early to spend some time away from the frigid temperatures of Boston.

Unfortunately, it was about 65 degrees and rainy all weekend and Boston shot up to 40 degrees while we were away (which is basically a heat wave for us at this time of year)

Needless to say, we didn’t spend much time by the pool but it was exactly what we needed.

We ended up hitting the spa and spending the majority of the weekend in bed, watching movies and ordering room service, which was fantastic.

My wife and I both run our own businesses and rarely have any alone/downtime, so it ended up being exactly what we needed.

Sometimes, you need to be forced to slow down a bit and recharge.

But then it was back to work on Monday for the training and then NYC on Tuesday for another one.

So, let’s get back to work on this newsletter and share a few things I came across this week worth sharing.

(p.s. I’m combining the Tactical Tips with the Sales Resources this week because they are both related to Linkedin)

TACTICAL TIPS: Linkedin - AccountIQ and LeadIQ

SALES FROM THE STREETS: Fundamentals and Consistency

TACTICAL TIPS:

Linkedin - Account IQ and LeadIQ

Have you been paying attention to LinkedIn Sales Navigator recently?

(not a sponsor, although I am part of their [I]nsider Group)

The insights and information that their AccountIQ and LeadIQ features are amazing but you have to have Sales Navigator Advanced or Advanced Plus to access these features.

Personally, I think it’s well worth the investment (unless you sell to the SMB space), even if your company isn’t investing in it for you.

First, on Account IQ, you can customize it to tailor the insights based on what you sell:

Then, it gives you deep insights into the company including:

• 3 ways your product can help
• How they make money
• Their strategic priorities
• Business challenges
• Competitive landscape
• Headcount insights

LeadIQ isn’t as robust but it still gives some decent insights on the person you want to connect with:

With these two tools you now have all the information you need to send highly relevant and personalized emails and/or prep for meetings and create a hypothesis on how you can help them.

If you’re not using this you’re missing out.

(p.s. If you want to learn how to use this content to send personalized/relevant emails and prep for meetings to come up with a hypothesis you can join my membership which walks you through it step by step. Use coupon code JBNEWSLETTER for 20% discount at checkout)

SALES FROM THE STREETS:

Fundamentals and Consistency

In my experience, success in Sales is about doing the fundamentals consistently.

Anyone can have a good month, quarter or even a good year in Sales.

But can you stay consistently good throughout the course of your career?

That’s a rare group in my experience, especially if you stay in direct sales and don’t move into management or sales leadership positions.

A perfect example of this is Patrick Mahomes compared to Tom Brady.

All last season I had to listen to every Chief’s fan and all the pundits talking about Mahomes and if he was going to take over the thrown from Brady as the GOAT.

I personally felt it was an absurd debate but if I’m honest and I take my homer hat off, I was a little nervous.

Mahomes has been in the league for 8 seasons, has brought the Chiefs to the Superbowl 5 times, won it 3 times, and was going for a three-peat, which Brady had never done.

Then he went and got destroyed by the Eagles and fell waaaaay back down to earth.

Don’t get me wrong—five Superbowls and three wins in eight years puts you in rare company, but nowhere near Brady/GOAT status.

Brady went to 10 Super Bowls and won 7 of them over the course of a 23-year career, which is unheard of for an NFL quarterback.

As much as people hate Brady (and trust me, I get it), he was all about the fundamentals and consistency.

He showed up every day and did the work that most people find tedious or unimportant.

He was in the video room rewatching the game right after it was over to see what he could improve instead of going out to the bars with the other players.

He focused on the details, not the flashy plays.

He worked out, not to bulk up (obviously), but to be lean and flexible so he could absorb all the punishment and limit injuries.

I was reminded this week of the power of consistency and fundamentals when I was sweating a little over my pipeline for the next few months.

I had been focusing a LOT of my efforts on updating and relaunching my membership but I still showed up and prospected almost every day (see “How I prospect Into My Tier1 Accounts” - With Clay.com and Without Clay.com).

Those consistent prospecting efforts started to pay off this week right when I saw my pipeline slipping to an uncomfortable level.

A few meetings showed up out of nowhere with clients who wanted to move quickly with training and now I’m back on track and feeling good again with the direction my pipeline is heading.
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I’m no Tom Brady but I do know that I can outlast and out work most.

#MakeitHappen

ADDITIONAL WAYS YOU CAN LEVEL UP YOUR SALES GAME ​
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• The JB Sales Membership is where you’ll get access to my live training, workshops, AMAs and OnDemand catalog so you can level up your sales skills every day! 3000+ Sales pros have already joined. Are you next?
• The industry-leading Make it Happen Monday Podcast where you’ll get insights and inspiration from some of the most interesting and influential people in the world of Sales and business. (this is where you’ll hear the Guy Kawasaki episode on May XYZ)
• The JB Sales YouTube channel with practical tips that you can apply immediately to drive results along with interviews and content that is guaranteed to get you to think differently.