The Brutal Truth about Sales and Selling - We interview the world's best B2B Enterprise salespeople. HOW YOUR BASE SALARY MAYBE HOLDING YOU BACK IN SALES
Jan 14, 2026
In this enlightening discussion, Jeff Morton, an independent manufacturer's rep specializing in heavy commercial and industrial sales, shares insights from his unique career path. He reveals how transitioning from network engineering to sales taught him the art of meaningful connections. Jeff emphasizes the importance of empathy in understanding clients' needs and critiques common pitfalls in sales tactics, like relentless follow-ups. He also discusses the intricacies of managing a diverse portfolio and how to identify true decision-makers in long B2B cycles. A must-listen for aspiring sales professionals!
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Cold Call With Local Research And Peer Support
- Use targeted cold-calling tactics: visit sites, talk to gate guards, and map who to contact.
- Pair persistence with local knowledge and peer call sessions to refine outreach and stay motivated.
Ask What Drives Their Purchase Decision
- Ask customers about their evaluation priorities like budget, O&M, and schedule.
- Tailor your pitch to the driving factor (cost, lifecycle, or schedule) they care most about.
Empathy Trumps Pushy Selling
- Empathy and listening are core to winning trust with large institutional customers.
- Admit you're selling but frame it as helping customers meet their business goals.
