Posts

Persuade Your Customers by Labeling Them

Some of the greatest sales lessons of the pandemic era have come…

6 Lessons Learned from A Year of Pandemic Selling

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April 7th, 2020. After spending a year and a half writing…
HOW You Sell is More Important than WHAT You Sell

5 Reasons Why HOW You Sell is More Important than WHAT You Sell

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Imagine you made reservations at one of the best restaurants…

The Hidden Force Accidentally Driving Your Prospects Away

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You're walking around the mall when something you remembered…

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

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My very first sales role was as 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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This article is the first in a two-part series. Read David's…

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…

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…

Close More Business by Preparing for the “Puppy Conversation”

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When you were a kid, did you ever want a puppy? Imagine what…