Posts

3 Surprising Operational Lessons from High-Growth Sales Leaders

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In fast-paced business environments, improving the effectiveness…

Are You An "Unconscious Seller"? Why Mastering Art & Science Isn't Enough To Succeed in Sales

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Modern buyers are blessed with unprecedented levels of information…

The Hidden Force Accidentally Driving Your Prospects Away

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

5 Tips for Mastering the Art of Listening in Sales

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Listening is arguably THE most important factor when it comes…

Missing Key Details in Your Discovery Calls? Try this simple exercise

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“I just had the best discovery call!”, shouted one of my…

Want to supercharge your productivity? Learn to say no!

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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)

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

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

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

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

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

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

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American swimmer Michael Phelps is the most decorated Olympic…

Supercharge Your Persuasive Power by Saying What Your Customer is Thinking

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

The Critical Factor in Overcoming Your Customer's Objection

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“It’s too expensive”. If you’ve been in sales longer…

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

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As a cerebral seller, I love studying the various approaches,…

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

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I was fortunate enough to spend last week in London. A beautiful…
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 a bit unusual…

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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David's article originally published on Salesforce.com blog Nestled…

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…

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…