Posts

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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David's article originally published on Salesforce-Quotable This…

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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David's article originally published on Salesforce-Quotable This…

The Top 5 Reasons New Sales Reps Fail

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David's article originally published on Salesforce-Quotable If…

The Top 3 Properties of a Killer Sales Forecast

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

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 Top 10 Sales Interview Questions for Assessing Emotional Intelligence

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

3 Killer Tips for Crafting a Customer-Centric Sales Pitch

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

This Single Word Is Blocking Your Sales

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

3 Jedi Mind Tricks Guaranteed to Boost Your Sales Efforts

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Chances are if you’ve stayed in a hotel recently you’ve noticed…