Tag Archive for: sales

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
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
As a sales leader, my list of favorite books may seem…

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)
Nestled inside the Paris hotel on the Las Vegas strip…

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
Emotional Intelligence (often measured as EQ - emotional quotient)…

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 Forbes
Ever have…

3 Jedi Mind Tricks Guaranteed to Boost Your Sales Efforts
Think back to the last time you stayed in a hotel. Did you notice…

A Simple Formula for High-Impact Sales Coaching
As sales leaders, coaching sales reps can sometimes feel like…

3 Ways to Fix the Lack of Accountability that’s Killing Your Sales
Smiling and nodding (followed by more smiling and nodding).
For…

3 Ridiculous Interview Questions to Help Identify Top Sales Talent
Hiring top sales talent is tough — which is why, over time,…

Be a Better Negotiator by Forgetting Everything You Know
Some of my most memorable sales lessons have come from being…

Close More Business by Preparing for the “Puppy Conversation”
When you were a kid, did you ever want a puppy? Did you dream…

Use This Secret Infomercial Formula to Supercharge Your Product Pitch
Infomercials are fascinating because, in just two minutes, they…