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

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

4 Tips for Negotiating at Month-End

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

Nail your next career move by asking yourself this one question

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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

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

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

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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

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  As a sales leader, my list of favorite books may seem…
Cerebral Seller

How My Love of Thinking Led Me to Cerebral Selling

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

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

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This article is the second in a two-part series. Read David’s…

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

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  Nestled inside the Paris hotel on the Las Vegas strip…

Salespeople: Here’s Why Prospects Ignore Your Outreach

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This article is the first in a two-part series. Read David's…

The Top 5 Reasons New Sales Reps Fail

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If selling was easy, we’d be paying high school students minimum…

The Top 3 Properties of a Killer Sales Forecast

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If someone asked you what the weather was going to be like tomorrow…

How You’re Messing Up the Easiest Part of Your Sales Playbook

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“I’m not sure. Something with computers?” This was the…

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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A number of years ago I was part of a sales leadership…

The Top 10 Sales Interview Questions for Assessing Emotional Intelligence

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Emotional Intelligence (often measured as EQ - emotional quotient)…

Sell More by Leading with What You Believe

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

3 Killer Tips for Crafting a Customer-Centric Sales Pitch

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Sales is a strange profession. On one hand, the role of a sales…

This Single Word Is Blocking Your Sales

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David's article originally published on Forbes Ever have…

3 Jedi Mind Tricks Guaranteed to Boost Your Sales Efforts

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Think back to the last time you stayed in a hotel. Did you notice…

A Simple Formula for High-Impact Sales Coaching

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As sales leaders, coaching sales reps can sometimes feel like…