Want to supercharge your productivity? Learn to say no!

/
0 Comments
A number of years ago at Salesforce, my team was tasked by Marketing…

Experience Asymmetry: the problem with calling high (and how to fix it)

/
2 Comments
My very first sales role was as a sales engineer for a high-growth…

Selling the Future: 3 Surprising Principles Modern Sellers Need to Master

/
0 Comments
“Who here likes talking to salespeople?” Try asking that…

Three principles scientifically proven to help your message break through your customer’s armor

/
0 Comments
“What does your company do?” Such a simple question, yet…

Sell more by bridging the emotional gap between you and your customer

/
4 Comments
Radiology is one of the loneliest disciplines in medicine. Most…

3 Surprisingly Simple Things Top Sales Pros Do (That Others Don’t)

/
2 Comments
American swimmer Michael Phelps is the most decorated Olympic…

Supercharge Your Persuasive Power by Saying What Your Customer is Thinking

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

Use this Hostage Negotiation Tactic to Overcome Emotionally-Charged Objections

/
0 Comments
“We’ve got your son. Give us one million dollars or he dies." This…

The Ultimate Guide for Mastering Objections

/
2 Comments
In Sell The Way You Buy I talk about how uncovering the intent…

The Critical Factor in Overcoming Your Customer’s Objection

/
0 Comments
“It’s too expensive” If you’ve been in sales longer…

3 Declarations to Help You Develop the Ultimate Discovery Mindset

/
1 Comment
In a recent post, I discussed how confirmation bias (AKA "happy…

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

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

Birth of a New Selling System?

/
0 Comments
Have you ever felt like the universe had a secret plan for you?…

Target Your Message with this Amazingly Simple Technique

/
0 Comments
In a previous post, I talked about how sellers (and marketers)…

Want to sell someone a band-aid? ‘Cut’ them first

/
0 Comments
If you want to sell a band-aid, there are two main ways to go…

4 Tips for Negotiating at Month-End

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

Nail your next career move by asking yourself this one question

/
2 Comments
One of the biggest challenges salespeople and their leaders face…

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

/
0 Comments
I’ve always loved studying the various approaches, formulae,…

3 Reasons You Should Never Fall in Love with Your Sales Tactics

/
0 Comments
A little while ago I got to spend a week in London at the European…
Books

Top Sales Reads to Drive Focus, Empathy, and Tactical Execution

/
5 Comments
    David's bestselling book "Sell The Way…
Cerebral Seller

How My Love of Thinking Led Me to Cerebral Selling

/
0 Comments
Are you a thinker? Cerebral? Someone who often gets caught up…