Posts

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

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

3 Declarations to Help You Develop the Ultimate Discovery Mindset

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

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

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

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

/
I was fortunate enough to spend last week in London. A beautiful…

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

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

The Top 5 Reasons New Sales Reps Fail

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

The Top 3 Properties of a Killer Sales Forecast

/
  If someone asked you what the weather was going to…

The Top 10 Sales Interview Questions for Assessing Emotional Intelligence

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

3 Ridiculous Interview Questions to Help Identify Top Sales Talent

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

Be a Better Negotiator by Forgetting Everything You Know

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

Close More Business by Preparing for the "Puppy Conversation"

/
David's article originally appeared on the Salesforce blog and…

Use This Secret Infomercial Formula to Supercharge Your Product Pitch

/
I love watching infomercials because I find it fascinating how…

The One Question Sales Leaders NEED to Ask Their Teams

/
Selling stuff is hard work! I often say that if selling was so…

4 Killer Tips for Supercharging Your Sales Coaching Sessions

/
Coaching is the #1 thing leaders do to drive the performance…

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

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

The Most Powerful Question in Sales (and 3 Ways to Use it)

/
  Sales leaders are often approached by their reps to…