Posts

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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I’ve always loved studying the various approaches, formulae,…

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

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A little while ago I got to spend a week in London. A beautiful…
Books

Top Sales Reads to Drive Focus, Empathy, and Tactical Execution

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    David's bestselling book "Sell The Way…

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 be like tomorrow…

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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Sales is a strange profession. On one hand, the role of a sales…

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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Think back to the last time you stayed in a hotel. Did you notice…

A Simple Formula for High-Impact Sales Coaching

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As sales leaders, coaching sales reps can sometimes feel like…

3 Ways to Fix the Lack of Accountability that’s Killing Your Sales

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Smiling and nodding (followed by more smiling and nodding). For…

3 Ridiculous Interview Questions to Help Identify Top Sales Talent

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Hiring top sales talent is tough — which is why, over time,…