Posts

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

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My very first sales role was a sales engineer for a high growth…

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

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

Use this Hostage Negotiation Tactic to Overcome Emotionally-Charged Objections

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

Salespeople: Here’s Why Prospects Ignore Your Outreach

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David's article originally published on Salesforce-Quotable 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…

3 Killer Tips for Crafting a Customer-Centric Sales Pitch

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

Close More Business by Preparing for the "Puppy Conversation"

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