Tag Archive for: sales

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!
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)
My very first sales role was as a sales engineer for a high-growth…

Selling the Future: 3 Surprising Principles Modern Sellers Need to Master
“Who here likes talking to salespeople?” Try asking that…

Sell more by bridging the emotional gap between you and your customer
Radiology is one of the loneliest disciplines in medicine. Most…

3 Surprisingly Simple Things Top Sales Pros Do (That Others Don’t)
American swimmer Michael Phelps is the most decorated Olympic…

Supercharge Your Persuasive Power by Saying What Your Customer is Thinking
“THAT'S the line? Are you kidding me?!?" This was my ongoing…

The Critical Factor in Overcoming Your Customer’s Objection
“It’s too expensive”
If you’ve been in sales longer…

Why Your Solution Will be Adored or Ignored: Understanding the Attention-Value Matrix
I’ve always loved studying the various approaches, formulae,…

3 Reasons You Should Never Fall in Love with Your Sales Tactics
A little while ago I got to spend a week in London at the European…

Top Sales Reads to Drive Focus, Empathy, and Tactical Execution
David's bestselling book "Sell The Way…

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…

Why Good ROI Isn’t Enough to Save Your Product (But What Is)
David's article originally published on Salesforce.com blog Nestled…

Salespeople: Here’s Why Prospects Ignore Your Outreach
This article is the first 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 be like tomorrow…

How You’re Messing Up the Easiest Part of Your Sales Playbook
“I’m not sure. Something with computers?” This was the…

The Future Of Sales Is Advocacy
“Who HATES IT when another human being calls them on the phone?”
This…

The Top 10 Sales Interview Questions for Assessing Emotional Intelligence
I’ve often likened recruiting to dating and marriage. Both…

3 Killer Tips for Crafting a Customer-Centric Sales Pitch
Sales is a strange profession. On one hand, the role of a sales…

This Single Word Is Blocking Your Sales
David's article originally published on the Salesforce.com…