Supercharge Your Persuasive Power by Saying What Your Customer is Thinking

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“THAT'S the line? Are you kidding me?!?" This was my ongoing…

The Ultimate Guide for Mastering Objections

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In my last post, I talked about how uncovering the intent behind…

3 Declarations to Help You Develop the Ultimate Discovery Mindset

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In my last post, I discussed how confirmation bias (AKA "happy…

The Silent Killer in Your Discovery Process and How to Stamp It Out

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You briefly met at your best friend’s holiday party. You agreed…

4 Tips for Negotiating at Month-End

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“When is your year-end?” This was the question a customer…

Why Your Solution Will be Adored or Ignored: Understanding the Attention-Value Matrix

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As a cerebral seller, I love studying the various approaches,…

Salespeople: Here’s How to Get Prospects to Pay Attention to Your Outreach

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David's article originally published on Salesforce-Quotable This…

Why Good ROI Isn't Enough to Save Your Product (But What Is)

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David's article originally published on Salesforce.com blog Nestled…

Salespeople: Here’s Why Prospects Ignore Your Outreach

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David's article originally published on Salesforce-Quotable This…

The Future Of Sales Is Advocacy

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“Who HATES IT when another human being calls them on the phone?” This…

The One Sales Skill You Need to Build Pipeline (and How to Get It)

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I was recently part of a sales leadership offsite that kicked…

The Top 10 Sales Interview Questions for Assessing Emotional Intelligence

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I’ve often likened recruiting to dating and marriage. Both…

Sell More by Leading with What You Believe

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On September 20th 2013 at 2:30AM, tech writer Stewart Wolpin arrived…

3 Killer Tips for Crafting a Customer-Centric Sales Pitch

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David's article originally published on the Salesforce.com…

This Single Word Is Blocking Your Sales

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David's article originally published on the Salesforce.com…

3 Jedi Mind Tricks Guaranteed to Boost Your Sales Efforts

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Chances are if you’ve stayed in a hotel recently you’ve noticed…

3 Ways to Fix the Lack of Accountability that’s Killing Your Sales

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Smiling and nodding (followed by more smiling and nodding). For…

Be a Better Negotiator by Forgetting Everything You Know

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  I’ve learned so much about sales from being a father…

Close More Business by Preparing for the "Puppy Conversation"

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David's article originally appeared on the Salesforce.com blog…

3 Tips for Building Massive Sales Credibility (When You Have None)

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Recently, I was chatting with a sales leader who mentioned his…