Podcasts about cerebral selling

David Priemer, Founder of Cerebral Selling and former Salesforce VP of Commercial Sales, blends science and empathy to transform sales leadership. A bestselling author and Adjunct Lecturer, David's work has been featured in Harvard Business Review, Forbes, and more. Known as the “Sales Professor,” he brings over 20 years of high-growth leadership experience to the conversation.SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by David Priemer, author of Sell the Way You Buy and founder of Cerebral Selling. Together, they explore the powerful intersection of emotion and authenticity in modern sales. David breaks down how buyer decisions are emotionally driven, even in B2B, and how sales professionals can tap into that by being human, intentional, and genuinely curious. With insights from neuroscience and psychology, David explains how the best sellers aren't pitch machines, but emotional architects who create memorable buying experiences rooted in trust. This episode is a masterclass on connecting with your buyer's heart before asking for their wallet.KEY TAKEAWAYSFeelings Drive Buying Decisions: Customers make purchases based on emotional resonance, not just logic or features.Authenticity Builds Trust: Selling with empathy and authenticity helps establish credibility and long-term relationships.The Buying Experience Is the Product: The way a client feels during the sales process often matters more than the product itself.Embrace Curiosity: Asking better questions helps uncover emotional motivators and deepens connection.Sales as Emotional Engineering: Top sellers shape the emotional narrative of the buying journey. HIGHLIGHT QUOTES"Selling from the heart means selling with humanity and authenticity.""What are people actually buying? It's feelings.""The experience is the product.""Whether you believe or you don't, your customers can tell."

Former Salesforce executive and Cerebral Selling founder David Priemer shows why focusing solely on product features and ROI misses what truly drives sales. Drawing from his experience leading small business sales at Salesforce and building four successful startups, Priemer shares the connection between human psychology and sales results. Research shows buyers choose based on feelings rather than logic – a blind spot for many sales teams. When analyzing 70 sales representatives at Salesforce, Priemer found the highest performers built genuine belief in their solutions instead of relying on feature lists. This insight reshaped how their sales teams approached customer conversations. Priemer introduces the "love-hate framework" for creating sales messages that connect. His example of Trunk Club shows this in action: "a service for men who love to dress well but hate to go shopping." This positioning helped secure their acquisition by Nordstrom by speaking to customer emotions instead of product specs. The discussion examines why business cases alone don't close deals, how real conviction outperforms product knowledge, and what builds lasting customer relationships. Key Takeaways: Start with Emotion: Connect with how customers feel about their challenges before presenting solutions Build Real Belief: Sales success comes from actually believing in your solution's impact on customers Own the Outcome: Taking responsibility for customer results builds deeper business relationships Top 3 Reasons to Listen: Close More Deals: Apply the psychological principles that drive buying decisions to improve your sales conversations Stand Out in Your Market: Build an authentic sales approach that sets you apart when traditional ROI pitches fall flat Increase Customer Trust: Position your business using the love-hate framework that turned Trunk Club into a multi-million dollar success Follow Mark: LinkedIn: https://hi.switchy.io/markdrager Instagram: https://hi.switchy.io/KcKi Want more free tools? Go to our podcast page at https://hi.switchy.io/KcKe  

Recent shifts in sales strategies are signalling a definitive move away from aggressive, high-pressure tactics. Old-school, aggressive tactics that once dominated are quickly becoming relics of a bygone era. In the latest episode of Tuesdays with Morrisey, host Adam Morrisey explores the art of selling with David Priemer, the founder of Cerebral Selling and author of Sell the Way You Buy and The Sales Leader They Need. David's approach to sales is refreshingly straightforward: treat customers the way you'd want to be treated. With a background in atmospheric science and nearly two decades in sales leadership, David brings a unique mix of analytical thinking and empathy to modern sales.The episode delves into David's philosophy of understanding the customer's problems, why empathy is essential in sales, and how outdated tactics no longer work. David also shares insights from his time leading sales teams at Salesforce, and discusses the importance of coaching and building trust with customers.Key Takeaways:Sell Like a Person, Not a Salesperson: David points out that nobody enjoys feeling like they're being “sold to.” The typical sales process often feels pushy and scripted. Instead, he suggests approaching the customer's problem like you would in a regular conversation—by listening carefully and responding thoughtfully, without applying unnecessary pressure.Focus on the Problem, Not Just the Solution: One of David's key ideas is that the most effective way to connect with a customer is to understand and explain their problem even better than they can. By doing this, you show genuine insight into their challenges, which opens the door to more meaningful discussions and real solutions.Build Trust Over Time: Rather than going after quick wins, David emphasizes the importance of building trust gradually. Whether it's sharing helpful advice, resources, or just offering value without strings attached, these gestures help establish a stronger foundation for future interactions and better outcomes.Move Away from Old-School Sales Tactics: David calls out outdated sales methods—many of which come from what he calls the “Cobra Kai Paradox”—that rely on high-pressure and aggressive approaches. He advocates for a more thoughtful and customer-focused approach, one that resonates better with today's buyers.Lead with Empathy: In The Sales Leader They Need, David stresses that great sales leaders aren't just focused on hitting targets—they invest in their team's development. By offering genuine coaching, constructive feedback, and accountability, leaders can help their teams grow both professionally and personally.David Priemer is a seasoned sales leader and author who applies a scientific approach to sales training, emphasizing empathy and effective execution. With over 20 years of experience, including significant roles at Salesforce and contributions to major publications like Harvard Business Review, David has pioneered methods that enhance customer engagement and sales performance. His notable works include bestsellers Sell The Way You Buy and The Sales Leader They Need, both of which focus on transforming sales practices and leadership in the industry.

Tired of outdated sales tactics that just don't work anymore? The sales landscape has drastically changed, leaving sellers frustrated and buyers annoyed.Join us on this episode of the Conquer Local Podcast as we welcome David Priemer, Sales Scientist, Founder of Cerebral Selling and author of the bestselling book Sell the Way You Buy. David's unique background blends research science with real-world sales expertise, making him a highly sought-after consultant and author.In this episode, David discusses the evolving landscape of sales leadership, sharing his journey from a research scientist to a top-performing sales leader. Learn the essential strategies for building trust and strong relationships within your team, coaching effectively, and navigating the challenges of modern sales.David also reveals data-driven approaches crucial for success in today's market. Packed with practical tips and actionable strategies, this episode will equip you to conquer the ever-changing sales landscape and transform your team's performance!Conquer Local is presented by Vendasta. We have proudly served 5.5+ million local businesses through 60,000+ channel partners, agencies, and enterprise-level organizations. Learn more about Vendasta, and we can help your organization or learn more about Vendasta's Affiliate Program and how our listeners (like yourself) make up to $10,000 off referrals.Are you an entrepreneur, salesperson, or marketer? Then, keep the learning going in the Conquer Local Academy.

Why you should listenLearn proven techniques to differentiate your business in a saturated market and attract the right clients.Discover how David's scientific approach to sales can help you refine your messaging and connect with clients on a deeper level.Gain insights into the challenges partners face today and how to overcome them with effective sales strategies.Are you struggling to stand out as a partner in a crowded marketplace? Feeling like your solutions are just blending in with the rest? In this episode, I sit down with David Priemer from Cerebral Selling to discuss how you can break through the noise and differentiate yourself as a partner. David shares insights from his unique journey from science to sales and reveals strategies to leverage your strengths and elevate your business above the competition. Whether you're a Salesforce partner or part of another platform ecosystem, this episode is packed with actionable advice to help you rise above the rest.About David PriemerLike most of us, David never thought he'd end up in sales! He started his career tinkering with test tubes and differential equations as an award-winning research scientist before spending the next 20 years leading top-performing sales teams at high-growth technology companies including Salesforce, where he was the Vice President of Commercial Sales and creator of the Sales Leadership Academy program.Today, as the Founder of Cerebral Selling, David's unique science and empathy-based approaches to driving revenue and talent growth have been published in the Harvard Business Review as well as Forbes, Entrepreneur, and Inc. magazines. Often referred to as the "Sales Professor", David is also the author of two bestselling books, Sell The Way You Buy and The Sales Leader They Need, as well as an Adjunct Lecturer at the Smith School of Business at Queen's University and the London Business School.Resources and LinksCerebralselling.comDavid's LinkedIn profileDavid's Books: Sell The Way You Buy and The Sales Leader They NeedChatGPTPerplexityPrevious episode: 557 - Unlocking Your Potential with the Tech CollectiveCheck out more episodes of The Paul Higgins ShowPaul Higgins Mentoring YouTube channelTech Consultant's RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resources

FOUR ACTIONABLE TAKEAWAYS Delegate regular tasks, such as skill-building sessions in team meetings, to your reps to encourage leadership development and lighten your workload. When introducing new narratives or initiatives, provide a clear example of what good execution looks like, so your team knows what to aim for. Be transparent with your team about the reasons behind significant changes, such as quota increases or territory shifts, to help them understand and accept the decisions. Create a safe environment for reps by making it acceptable to forecast low numbers if that's the reality, with categories for worst-case, most likely, and best-case scenarios. DAVID'S PATH TO PRESIDENT'S CLUB Founder @ Cerebral Selling Vice President of Sales @ Influitive Vice President Commercial Sales @ Salesforce RESOURCES DISCUSSED David's Book: The Sales Leader They Need Join our weekly newsletter Things you can steal

In this episode, Jason is joined by David Priemer, Founder and Chief Sales Scientist at Cerebral Selling. They discuss how you can show your team that you're going to have their back so you can unlock what David calls higher levels of discretionary effort, promoting transparency, and driving accountability. Check out the show notes, more free content, and get coaching at https://outboundsquad.com

In another amazing episode of 'Coach2Scale', host Matt welcomes David Priemer, the Founder and Chief Sales Scientist at Cerebral Selling. David, who has also written two insightful books on sales and sales leadership, shares his insights on the importance of curiosity and empathy in the realm of sales. The discussion explores common myths in sales leadership, the pitfalls of directive leadership styles, the profound power of building trust and relationships within teams, and actionable frameworks for effective coaching. They delve into the five key skills outlined in David's latest book, 'The Sales Leader They Need': promoting transparency, protecting and advocating, driving accountability, coaching, and getting and giving feedback. Takeaways:  Always explain the "why" behind any changes or decisions to help your team understand and commit to new behaviors. Transparency builds trust and commitment. Stand up for your team and ensure they have the necessary resources to succeed. Be their advocate within the organization to foster a supportive environment.Establish clear expectations and hold team members accountable for their responsibilities. Regularly review progress and provide constructive feedback to keep everyone on track. Dedicate time to coaching your team effectively. Use both top-down (diagnostic) and bottom-up (discovery) approaches to understand and address individual team member needs and challenges. Make it a priority to seek feedback from your team first. Use this feedback to improve your own leadership practices, and then provide them with constructive feedback to help them grow. Invest time in building strong, trusting relationships with your team. Understand their personal and professional challenges and be empathetic to their situations.Develop a robust framework for leadership and coaching skills, such as promoting transparency, protecting your team, driving accountability, and providing feedback. Implement these systematically to create consistent and effective leadership practices.Quote of the Show:“”Curiosity and questions will get you further than confidence and answers.”Links:LinkedIn: David Priemer | LinkedIn Website: Cerebral Selling - Modern Sales Training Based on Science and EmpathyBook Link: https://www.amazon.com/Sell-Way-You-Buy-Approach/dp/1989603203 https://www.amazon.com/Sales-Leader-They-Need-Potential/dp/1774584913 Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

Our guest for Episode 30 is David Priemer, Founder & Chief Sales Scientist at Cerebral Selling. David began his career as a research scientist before pivoting to sales. He brings more than 20 years of sales experience to the conversation.  In this episode, Ross and David discuss why it's important to nail the problem rather than jumping to solutions, the art of asking great discovery questions, and strategies to eliminate confirmation bias. 

Today Andy brings together yet another blockbuster roundtable with David Priemer, Founder and Chief Sales Scientist at Cerebral Selling, Mark Treacy, Senior Director of Strategic Accounts at Miro, and Kyle Williams, Founder at Brickstack. The panel discusses the role and power of feelings in the sales process, a buyer's decision-making process, and how a person's job or career trajectory can influence their purchasing choices. They discuss creating a sense of urgency, addressing latent pain, and differentiating between the elements of importance and priority.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate!Thank you to our sponsors:AllegoClozdCognism

David Priemer has had 20 years leading top-performing sales teams, including his tenure with Salesforce, where he was not only the Vice President of Commercial Sales, he was the creator of the Sales Leadership Academy program, and he's often referred to as “the sales professor”.

David Priemer is the Founder and Chief Sales Scientist at Cerebral Selling.He started his career tinkering with test tubes and differential equations as an award-winning research scientist before spending the next 20 years leading top-performing sales teamsThe first half of our interview we embark down the path of David's journey from VP of Sales to starting his own practice. One of the most inspiring stories I've heard since starting the podcast is his story of overcoming cancer and what it taught him about sales. He also shares actionable tactics, including his concept of hidden pains, fixing asymmetry, and using polarizing statements to move sales conversations forward. Overall, this interview provides valuable insights and inspiration for anyone interested in sales, entrepreneurship, or consulting.#salesconsultantpodcast #discovery #salesdemos #discoverycall #asymmetry #cancersurvivor #salesconsulting #salestraining #entrepreneurship #salesforce #vpofsales #salestips #salesskillsTime Stamps:[:30] David talks about leading and growing sales more than 400% admits being acquired by Salesforce. David was VP of Sales at Rypple in 2012 when the company was acquired by Salesforce. He shares the celebration phase but how that faded quickly as he entered a massive organization. He had to learn how to be successful all over again. “It was a great lesson in agility". he says.[3:45] I ask why he left Salesforce. For someone who grew up in the Bay Area, I've always viewed Salesforce as an ideal place to work. [7:40] David shares the origin story of Cerebral Selling, the company he started shortly after leaving Salesforce. The idea was born back during his days at Salesforce while in a new specialized role where he was running internal and external educational events. As part of this he would write a lot of content for Salesforce and it was this that rolled into his Cerebral Selling content. It's a great story - you have to check it out. It's super inspiring for anyone who's interested in parlaying their sales career into consulting or training.[12:23] He explains his belief that people tend to overestimate the risk associated with following their heart and doing what they love to do. [13:30] Talks about how he acquired his first clients and gives advice to anyone who might be in that position now. He goes on to explain his ‘comedy club' concept for new entrepreneurs. He essentially says to start in your backyard and practice your pitch and work streams to help you refine your message/offerings. This part of the interview is punched full of wisdom on how to build your consultancy business. Including his perspective on nitching down and owning ‘your thing'.[19:34] I ask David how writing his book, “Sell The Way You Buy”, helped to shape his practice. He unpacks his ‘why' for writing the book. He wanted to write a book that stood the test of time. In terms of how it helped shape his business he says it a) forced him to crystalize his ideas, b) gives him authority in the space, c) creates opportunities, and d) provides a stream of revenue. [29:00] David talks about fighting two bouts with cancer during his time with Salesforce. I was blown away when he basically says the stress at Salesforce may have caused the cancer. That's why he said this was “the worst time of his life” at the beginning of the interview.[32:00] He says that when he was getting ready to make the leap and start his business he told himself that he would be ok with making less than he was making at Salesforce because he knew he would be more fulfilled. Funny thing is though… he made more in his first year than he was as a VP of Sales.[33:00] We transitioned...

David Priemer is the Founder and Chief Sales Scientist at Cerebral Selling, and he's also a “psychologist to the stars.” If you don't already have his book, Sell The Way You Buy, then why not? It's a perennial bestseller and has been translated into 5 additional languages. He's also got a free Facebook group called The Sales Lab where he's providing weekly live training and exclusive content. Today, David and I talked about:    -   the emotional paradox of selling    -   David's sales origin story (he started as a sales engineer)    -   how enthusiasm is a sales superpower    -   what it means to David to #SellLikeYou    -   why we should think about how people buy when we sell to them    -   and more… Share this episode and subscribe wherever you get your podcasts, and don't forget that the show is now on YouTube as well. If you want to learn more about how I work with teams to put these concepts to work, check out my website at jeffbajorek.com/services

I joined David Premier on the Cerebral Selling podcast.    David started his career tinkering with test tubes and differential equations as an award-winning research scientist before spending the next 20 years leading top-performing sales teams at high-growth technology companies including Salesforce, where he was the Vice President of Commercial Sales and creator of the Sales Leadership Academy program.   We talked about playing the mental and emotional game as sellers work through pipeline turbulence, role changes, and self-doubt - which plays a huge part in every quota crushers journey.   I'm grateful he invited me onto his show and hope you enjoy the episode!   Check out more of his podcast here: https://www.youtube.com/@CerebralSelling

Bad news: Many common sales tactics create friction against the natural buying cycle. Good news: this episode is here to save you from yourself. This week Luigi is joined by David Priemer, Founder and Chief Sales Scientist at Cerebral Selling, author, lecturer, and ex-scientist. Join them to discover the two keys to selling the way you buy, the power emotion plays in buying, precisely how to target it (including a before/after messaging example), and why your mindset can be a self-fulfilling prophecy.

Layoffs, recessions, and budget cuts – oh my! Seen the news lately?

Today, as the Founder and Chief Sales Scientist of Cerebral Selling, David's unique science and empathy-based approaches to driving revenue and talent growth have been published in the Harvard Business Review as well as Forbes, Entrepreneur, and Inc. magazines.   Often referred to as the "Sales Professor," David is also the author of the Bestselling book, Sell The Way You Buy and an Adjunct Lecturer at the Smith School of Business at Queen's University and the London Business School.   In this episode, Mike interviews the "Sales Professor," David Priemer. David started his career as a research scientist over 20 years ago and got into sales at the turn of the .com boom. As he realized all the problems and psychology behind sales, he fell in love with it. He loves teaching the art and science of modern selling and trying to share everything he learned, which is what he does through his practice of cerebral selling.  

After a career as a research scientist, David found himself in the sales world. He is now the founder and chief sales scientist at Cerebral Selling and is passionate about teaching the science of modern selling. David is also the author of the bestselling book Sell the Way You Buy: A Modern Approach to Sales That Actually Works.   In this episode, David talks about handling objections and the new lessons we can learn from the pandemic.    Here are some of the topics covered in this episode: How to use the “Feel, felt, found” framework to add credibility during your sales calls How values have changed over the pandemic How to get to the root cause of an objection by asking clarification questions How to differentiate the objections that need to be addressed from the ones we don't need to respond to, and the process behind finding them More From the Guest Linkedin: https://www.linkedin.com/in/dpriemer/?originalSubdomain=ca    Website - https://cerebralselling.com/   Buy David's book - https://www.amazon.com/Sell-Way-You-Buy-Approach/dp/1989603203/    Listen to more episodes of the Outside Sales Talk here! https://www.badgermapping.com/podcast     Start Selling More Today with Badger Maps - The #1 Route Planner for Field Sales   See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/    If you love the Outside Sales Talk podcast, you'll also love Badger's newsletters!  Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts. Are you in? Subscribe to Badger Maps' newsletters now! https://www.badgermapping.com/newsletters/

About David Priemer: David is the Founder & Chief Sales Scientist of Cerebral Selling and the author of Sell the Way You Buy. After leaving his research science background, he deconstructed the traditional sales approach and developed his methodology based on consumer science, research, and psychology. He is a widely-recognized thought leader in sales and sales leadership and has been published in the Harvard Business Review, Forbes, Entrepreneur, and many more.In this episode, Nancy and David discuss:The Cobra Kai Paradox: Executing wrong sales tactics taught by senseisBuying is emotional, so align your selling to this decision pathwayWhy goal setting is a waste of timeKey Takeaways: Ongoing training is necessary to sharpen the skills of top performers, but be aware that not all salespeople are keen on improving.Goal setting can encumber us. Many times, we work towards the goal and then stop. Try to challenge yourself by doing as many of your tasks as possible and you might surprise yourself that you've exceeded your initial goals.Be curious about the emotional drivers behind why people buy. When you connect with customers and sell to them, they are buying with those exact same emotional pathways.“Really be curious about the pathways and mechanisms by which human beings make decisions so you can sell along those pathways because we don't do that enough." - David Priemer Connect with David Priemer:LinkedIn: https://www.linkedin.com/in/dpriemer/Amazon: https://www.amazon.com/Sell-Way-You-Buy-Approach/dp/1989603203Website: https://cerebralselling.com/YouTube: https://www.youtube.com/c/CerebralSellingBook your FREE 30-minute coaching session with Bill here: https://meetings.hubspot.com/bill-mccormickTry Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/Click on this link to download a FREE digital copy of The Inside Sales Solution: https://form.jotform.com/212374882793164 Connect with Nancy Calabrese: Twitter: https://twitter.com/oneofakindsalesFacebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/Website: https://oneofakindsales.comPhone: 908-879-2911 LinkedIn: https://www.linkedin.com/in/ncalabrese/Email: leads@oneofakindsales.com

Do you cringe at the thought of selling your interior design services? David Priemer, the author of Sell the Way You Buy, is the founder and Chief Sales Scientist at Cerebral Selling, where he teaches business owners the art and science of selling. His work hinges on the idea that you have to sell the way you buy. Your clients aren't just paying for the service that you offer. They're buying emotions. They're buying the experience. So how do you sell the way you buy? David shares great takeaways from his book in this episode of Wingnut Social! What You'll Hear On This Episode of Wingnut Social [1:21] Wingnut Academy and webinar announcements! [2:18] Mini News Sesh: Instagram launches pinning [5:19] Learn all about David Priemer  [7:13] Why salespeople are viewed negatively [9:05] People aren't buying solutions—they're buying emotions [11:48] Bring awareness of problems to the surface with this tip [16:??] How to handle experience asymmetry  [20:59] Remember that the experience is the product [24:26] The importance of client retention  [30:33] The What Up Wingnut! Round Connect with David Priemer Cerebral Selling Connect on LinkedIn Watch on YouTube The Cerebral Selling Lab Resources & People Mentioned Sell the Way You Buy by David Priemer To Sell Is Human by Daniel H. Pink Record your podcast episodes on Riverside People aren't buying solutions—they're buying emotions Covid prompted David and his wife to consider having their home redesigned. To him, the worst thing about a renovation is having to choose every detail. That's why he's willing to pay someone who will come in and remove all of the decision-making from his plate. He emphasizes that as an interior designer, you exist in the realm of emotional selling.  As you're talking to your clients, think about the emotion behind why they're buying. People don't buy solutions to problems. People buy feelings—especially in creative spaces. So what is your superpower? How do you fill the void your buyer is looking for? It starts by knowing your audience and the feelings they're buying when they buy you. It's powerful.  Use this tip to sell the way you buy If you wanted to sell someone a bandaid, you could look for someone who has a cut (i.e. a problem you can solve). But that requires they're aware that they have a problem that needs to be solved. You could also look for clients that are afraid of getting cut, like someone who wants to update their house in preparation for selling it down the road. You're selling the future.  The third way to sell is to “cut” people. What does David mean by that? Many people aren't aware of the problem(s) that they have. When you look at a client's home, you might point out any issues or code violations that you see. You're bringing problems to your customers. You help them realize there is a problem they need to be solved. You have to create a little bit of pain to address it. How do you handle this when you struggle with being comfortable in the sales process? David shares a unique strategy any designer can use—keep listening.  Remember that the experience is the product In chapter 4 of David's book, he talks about Disney World. Disney focuses on customer experience because the experience is the product. If David hires an interior designer, the experience he goes through to arrive at the final destination ends up influencing whether or not he's happy with the end product. You have to create that experience. You likely became an interior designer because you're talented and passionate about your work. You love what you do. Why should you be ashamed of selling? You're simply conveying the enthusiasm you have for what you do to your customer.  The experience the customer has with you transcends the final product. At the end of the day, people are buying feelings. People are buying emotions. You could be the best interior designer in the world, but if no one likes you, no one will hire you.  But if you create a great experience for your clients, they'll tell other people about you. Selling with the way you buy in mind is a game-changer.  Connect With Darla & Wingnut Social www.WingnutSocial.com On Facebook On Twitter: @WingnutSocial On Instagram: @WingnutSocial Subscribe on YouTube Darla's Interior Design Website Check out the Wingnut Social Media Lab Facebook Group! 786-206-4331 (connect with us for your social media marketing needs)   Subscribe to The Wingnut Social Podcast on iTunes, Google Podcasts, or YouTube  

This week's guest is David Priemer. David is the Founder and Chief Sales Scientist at Cerebral Selling. Much like myself, David studied the sciences in college, specifically obtaining a Master's Degree in Chemical Engineering and started his career as a research scientist. Fast forwarding, he stumbled into sales as a Solutions Consultant, and later contributed to 4 start-ups and 5 years at Salesforce. David truly is passionate about both the art and science of selling, and on today's episode, we discussed: What is Cerebral Selling How the Customer Buying Experience is Actually The Product How To Efficiently Use Your Solutions Consultant Navigating the Many Variables In Sales Learning How To Learn Much More! Please enjoy this week's episode with David Priemer. ____________________________________________________________________________ I am now in the early stages of writing my first book! In this book, I will be telling my story of getting into sales and the lessons I have learned so far, and intertwine stories, tips, and advice from the Top Sales Professionals In The World! As a first time author, I want to share these interviews with you all, and take you on this book writing journey with me! Like the show? Subscribe to the email: https://mailchi.mp/a71e58dacffb/welcome-to-the-20-podcast-community I want your feedback! Reach out to 20percentpodcastquestions@gmail.com, or find me on LinkedIn. If you know anyone who would benefit from this show, share it along! If you know of anyone who would be great to interview, please drop me a line! Enjoy the show!

Welcome to episode 59. Today I have David Priemer joining me. Like most of us, David Priemer never thought he'd end up in sales! He started his career tinkering with test tubes and differential equations as an award-winning research scientist before spending the next 20 years leading top-performing sales teams at high-growth technology companies including Salesforce, where he was the Vice President of Commercial Sales and creator of the Sales Leadership Academy program. Today, as the Founder and Chief Sales Scientist of Cerebral Selling, David's unique science and empathy-based approaches to driving revenue and talent growth have been published in the Harvard Business Review as well as Forbes, Entrepreneur, and Inc. magazines. Often referred to as the "Sales Professor", David is also the author of the Bestselling book, Sell The Way You Buy, and an Adjunct Lecturer at the Smith School of Business at Queen's University and the London Business School. David holds a B.Sc. in Chemistry and Atmospheric Science from York University and a Master's degree in Chemical Engineering from the University of Toronto. When he's not thinking about Sales, David loves to cook, write, and spend quality family time with his wife and three daughters. On this episode, David and I talk about his book and why he wrote it. We talk about the emotional side of selling and how part of connecting with people is anchoring your emotional system on what you believe Specifically, here's what you will learn: What is unconscious selling? What are some things that we were doing that we shouldn't be? and how can we replace it with something that's actually more productive and conducive to the real way of selling? How people don't often not choose to go to the competition. There are other things that happened that had them make that decision How the new battleground is attention, not product differentiation. How do you fall in love with your offer? And how do we get our clients or customers to care that much that they're willing to do the work to make the change? How to lead with a belief statement and why it's important Why it's important to get our clients to tell us what was most valuable How do we self manage ourselves in those moments of selling from fear?     Get in touch with David:  Website: https://cerebralselling.com/  Email: david@cerebralselling.com  LinkedIn: https://www.linkedin.com/in/dpriemer  Youtube: https://www.youtube.com/c/CerebralSelling  Facebook: https://www.facebook.com/groups/thesaleslab    Ready to learn more? Tune in!   P.S: Let's talk!  Do you want a free coaching call with me?  If you're a coach, consultant, or course creator that: Wants to build a business but doesn't know how to sell yourself or your work. Is struggling to connect with ideal clients or close the sales you need to generate the revenue you want. Wants to stop feeling overwhelmed with busy work and can't find the time to focus on the high value strategic work you need to be doing Struggles to put a price on the value you bring Then you're in the right place! Let's connect to find a way for you to earn more profit, reach more clients and make a bigger impact.  Book a time with me today here: www.sellfromlove.com/discoverycall If you have a specific question or topic, you'd like me to talk about on the podcast I want to hear from you. Email me at finka@finka.ca to share it with me.  And if you enjoyed this episode, please pass it along to a friend or colleague that would also benefit from learning to Sell From Love.  

Adam is joined by best-selling author David Priemer and Enterprise Sales Leader at Klue Alex Cook for this month's edition of Competitive Enablement Live.  David dives into his 5 Tips for Selling Against Your Competition in competitive deals, with real-life examples from Alex shared throughout the conversation.Subscribe to our weekly Coffee & Compete newsletter to find out how you can participate in next month's Competitive Enablement Show LIVE. (00:00) Welcome to Competitive Enablement Live(07:46) Inspiration and Empathy in Selling(13:46) Handling Objections and Rejections(18:21) Asking Questions to Reveal Competitive Intelligence(24:08) Bashing Your Competitors(30:39) Inoculation Theory in Selling(37:37) Ramping New Sellers for Competitive Deals(42:47) Using Discovery as a Competitive Resource(48:38) Incorporating Belief Statements in Competitive Deals(53:37) Defining Positioning and Messaging.Host: Adam McQueenProducer: Ben RonaldAbout Klue: Klue provides a lens into your competitor's world, continuously updating and connecting dots to help you win more business. It's a new way to capture, manage, and communicate market insights from the web and across the company, in platforms you already use.

As agency owners, we tend to view sales as a necessary evil. Even when we love what we do, believe in how we do it, and have proof that we do it well, having to put on our “sales hats” can still feel, well, gross. But…maybe we're going about getting those sales in the wrong way. Nobody likes sales…except for David Priemer. David loves sales. In fact, he loves sales so much that he opted to leave his non-sales background to deconstruct the traditional sales approach and develop his own methodology based on consumer science, research, and psychology. David has built a wildly successful career around his methodology: Cerebral Selling. And lucky for us, he uses it to help other business owners revamp and rethink their sales process to make it more efficient, effective, and most importantly, more human. I'm so excited to share our conversation with you so that you can start loving sales too — even if you hate selling. As the Founder and Chief Sales Scientist of Cerebral Selling, David's unique science and empathy-based approaches to driving revenue and talent growth have been published in the Harvard Business Review as well as Forbes, Entrepreneur, and Inc. magazines. Often referred to as the “Sales Professor,” David is also the author of the Bestselling book, Sell The Way You Buy, and an Adjunct Lecturer at the Smith School of Business at Queen's University and the London Business School. A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here. What You Will Learn in This Episode: How to sell your business even if you absolutely hate sales What it means to “sell the way you buy” The biggest mistakes agency owners make when trying to sell their business How giving people the opportunity to say “no” can win you more “yesses” Why your CTAs might be scaring your customers away — and how to fix them The one thing that customers buy 100% of the time (yes, 100%) Why your sales pitches should be focused on problems, not solutions How taking the pressure to sell off of yourself will take the pressure off of your customers too — and why that's a good thing for both of you

Ryan O'Hara and Jon Mazza go through their favorite quotes and tips from B2B Tonight (LeadIQ's webinar programs). Video if you wanna watch instead: https://academy.leadiq.com/leadiq-academy/episode-24-top-sales-tips-of-2021 Getting a Start in Sales - Dale Dupree, Leader of The Sales Rebellion (02:49) Setting Sales Goals & Purpose - Gabrielle Blackwell, SDR Manager, Gong (05:42) Reaching Out Based on Company Size - Shikha Bindra, Senior Manager, Marketing Development, DocuSign & Sarah Brazier, Account Executive, Gong (11:30) The Science of Prospecting in 2022 - David Priemer, Founder & Chief Sales Scientist, Cerebral Selling (17:57) Getting Better Odds on a Cold Call - Jason Bay, Chief Prospecting Officer, Blissful Prospecting (20:34) Opening Up on a Mobile Line - Steve Richard, Co-Founder & Chief Evangelist, ExecVision (25:08) Prospecting with Voicemail - Shikha Bindra, Senior Manager, Marketing Development, DocuSign & Sarah Brazier, Account Executive, Gong (27:34) Cold Calling a Past Customer - Lauren Bailey, Founder & President, Factor 8 (30:54) Saying "Hello, How Are You?" - Nick Liemandt, Sales Development Manager, HackerOne (33:23) Images in Your Email - Justin Michael, Founder, Salesborgs.ai (36:56) Good, Relevant, Fun Subject Lines - Jack Wilson, Senior Director Enterprise Sales, Seismic (42:07) Prospecting from Content Engagement - Tom Boston, Social Sales Evangelist, SalesLoft (45:11) Finding Your Purpose - Nikki Ivey, Marketing Comms Manager, Emtrain (48:23) Anybody Can Create a Community - Jared Robin, Co-founder, RevGenius (52:24) The Discovery Process - Rich Stone, VP of Sales, Tech Target (56:03) Talk About What Similar Companies Do - Josh Normand, SVP Sales, Vimeo & Scott Leese, CEO and Founder, Scott Leese Consulting (59:08) Worked With vs. Learned From - Doug Landis, Growth Partner, Emergence Capital (01:01:17) Most Important Part of the Buyers Journey - Roderick Jefferson, VP Field Enablement, Netskope (01:05:25) Is a Stalled Deal Really a Deal? - Josh Normand, SVP Sales, Vimeo & Scott Leese, CEO and Founder, Scott Leese Consulting (01:08:43) Sales Process Causing Sales Issues - Andy Paul, Host, Sales Enablement Podcast (01:12:10) Avoiding Churn with the Right Product - Patrick Campbell, CEO, Profitwell (01:14:17)

FOUR ACTIONABLE TAKEAWAYSDon't show that you have the power in a negotiation.Slow down the negotiations, it should feel like work every time there's an ask.Change the plane of negotiation on each ask. Certain “gives” should run out.Talk them out of a discount unless they're sure it's the only cut.PATH TO PRESIDENT'S CLUBFounder of Cerebral SellingLecturer at Smith School of Business at Queen's University & London Business SchoolFormer VP of Sales @ SalesforceRESOURCES DISCUSSED:David's book Sell the Way You Buy: A Modern Approach To Sales That Actually Works (Even On You!)Stuart Diamond's book Getting More: How You Can Negotiate to Succeed in Work and LifeDownload our exclusive cold calling battlecard by signing up for the newsletter.Efficiently and effectively engage prospects with Outreach to drive more pipeline, close more deals.Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics.Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. See our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days. Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Access the sales template we use to qualify and close more deals, faster.Automate conversational texting for the entire customer journey with Skipio. Check out our best practices for texting prospects.HELP US OUT!What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

In this new episode, Thibaut receives David Priemer, Founder & Chief Sales Scientist at Cerebral Selling. In this interview, you'll learn about what has changed in sales between now and 10 years ago. You'll also discover key concepts of David's methodology. You can add David on LinkedIn https://www.linkedin.com/in/dpriemer/ (here). Check David's book https://cerebralselling.com/book/ (here). If you want to join the recording of the B2B Sales Podcast and ask your questions live, then join the https://sellingadvantage.io/ (Selling Advantage Community). Enjoy the show!

Get your FREE Vidyard account and bonus Video Sales Process Playbook here!HIGHLIGHTS01:35 The how, when, and why David started his journey and progression in sales04:00 The "Cobra Kai Paradox" based on David's first chapter of his book08:35 Sales is all just about helping14:20 How to manifest passion and conviction that is "regular"19:26 Being prescriptive or sometimes called the "challenger method"23:30 How to connect with DavidQUOTES04:02 "The way we learn how to do sales is from our sensei, right? Whoever our manager was is a lot of 'here's what I do, here's what you should do.'"06:00 "Sales is so different than it was 10, 20 years ago because buying is so different. But the average age of a seller is also decreasing. Some people know that if you're out there hiring a manager and you know the average age of a sales person you're getting less experience for the money nowadays."10:11 "Leading with what you believe, or leading with feelings. So rather than leading with the product"13:58 "With all due respect, most of us, especially in B2B tech, we do like normal things. We sell CRM, we sell middleware, we sell security software, we're not curing cancer. Or we're not feeding starving children in third-world countries."19:09 "The impression that you leave, the experience that you give people, whether you work with them and whether you don't, whether you stop working with them, it really matters."23:05 "People can tell if you're being authentic, people can tell if you're lying, people can tell if you're being prescriptive, people can tell if you believe in what you're selling or not."Learn more about David in the link below: LinkedIn - https://linkedin.com/in/dpriemer/Website - https://cerebralselling.com/Website - https://cerebralselling.com/salesacademy/Amazon - https://www.amazon.com/Sell-Way-You-Buy-Approach/dp/1989603203/If you enjoy the Sales Transformation Podcast, please subscribe, share, and send us your feedback. Please make sure to rate us and leave a review on Apple. Learn more about Collin in the link below: LinkedIn - https://www.linkedin.com/in/collin-saleshustle/Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Like most of us, David Priemer never thought he'd end up in sales! He started his career tinkering with test tubes and differential equations as an award-winning research scientist before spending the next 20 years leading top-performing sales teams at high-growth technology companies including Salesforce, where he was the Vice President of Commercial Sales and creator of the Sales Leadership Academy program. Today, as the Founder and Chief Sales Scientist of Cerebral Selling, David's unique science and empathy-based approaches to driving revenue and talent growth have been published in the Harvard Business Review as well as Forbes, Entrepreneur, and Inc. magazines. Often referred to as the "Sales Professor", David is also the author of the Bestselling book, Sell The Way You Buy, and an Adjunct Professor at the Smith School of Business at Queen's University. David holds a B.Sc. in Chemistry and Atmospheric Science from York University and a Master's degree in Chemical Engineering from the University of Toronto. When he's not thinking about Sales, David loves to cook, write, and spend quality family time with his wife and three daughters. Learn More about David and His Book - Click Here

David is the Founder and Chief Sales Scientist with Cerebral Selling. A career in sales highlighted with several start-up and a stint with Salesforce, David understands what it's like to work with the trenches.  His book Sell the way you Buy, gets into the psychology of how people buy and what sales people need to do to meet the expectations of buyers.  Find more from David at http://cerebralselling.com and his book on Amazon or where ever you buy your books. 

➡️ About The Guest David Priemer never thought he'd end up in sales! He started his career tinkering with test tubes and differential equations as an award-winning research scientist before spending the next 20 years leading top-performing sales teams at high-growth technology companies including Salesforce, where he was the Vice President of Commercial Sales and creator of the Sales Leadership Academy program. Today, as the Founder and Chief Sales Scientist of Cerebral Selling, David's unique science and empathy-based approaches to driving revenue and talent growth have been published in the Harvard Business Review as well as Forbes, Entrepreneur, and Inc. magazines. Often referred to as the "Sales Professor", David is also the author of the Bestselling book, Sell The Way You Buy, and an Adjunct Lecturer at the Smith School of Business at Queen's University and the London Business School.  ➡️ Talking Points 00:00 - Intro 03:02 - How did David end up in sales? 06:11 - The science behind sales & Dan Pink. 09:17 - David hates sales people. 11:02 - Lessons learnt from Salesforce.com 19:53 - The human component of sales. 22:15 - What is cerebral selling? 31:01 - Sales lessons & dating. 36:04 - The art of sales negotiation. 40:03 - How to properly learn & implement anything. 45:26 - The biggest misconceptions about sales. 47:21 - Lessons David would tell his younger self. ➡️ Show Links ​​https://twitter.com/dpriemer https://www.linkedin.com/in/dpriemer/ ➡️ Show Sponsor Gusto - gusto.com/scott (3 months free payroll / platform services) Gusto's people platform helps businesses like yours onboard, pay, insure, and support your hardworking team. Payroll, benefits, and more. Ladder - ladderlife.com/successstory Ladder is life insurance built to be instant, simple and smart. We offer direct-to-​consumer, term life insurance online.  Canva - canva.me/successstory Canva makes video & graphic design amazingly simple for everyone! Get a photo editor, video maker, and logo creator all in one free editing app.  BKA Content - bka.com/success Buy SEO articles, blog posts, web pages and more from the #1 content writing service in the industry. Work with real people, not programs! ➡️ Success Story Podcast Stories worth telling. Welcome to the Success Story Podcast, hosted by entrepreneur, business executive, author, educator & speaker, Scott D. Clary. On this podcast, you'll find interviews, Q&A, keynote presentations & conversations on sales, marketing, business, startups and entrepreneurship. Scott will discuss some of the lessons he's learned over his own career, as well as have candid interviews with execs, celebrities, notable figures and politicians. All who have achieved success through both wins and losses, to learn more about their life, their ideas and insights. He sits down with leaders and mentors and unpacks their story to help pass those lessons onto others through both experiences and tactical strategy for business professionals, entrepreneurs and everyone in between. Website: https://www.scottdclary.com Podcast: https://www.successstorypodcast.com YouTube: https://www.youtube.com/scottdclary Instagram: https://www.instagram.com/scottdclary Twitter: https://twitter.com/scottdclary Facebook: https://facebook.com/scottdclarypage LinkedIn: https://linkedin.com/in/scottdclary

The world of selling has changed so much. It's no longer just putting up a website and a couple of clicks later - Bam! You just made a sale.  David Premier comes back to the show as we get knee deep into founder-led selling. Why are we seeing founders struggle and face a lot of inefficiencies? David goes over the little, but actually big misses that stop startups for getting over that hurdle. From the image you need to present the prospective buyer to how you make that discovery call, learn what's going to make your customers buy. So tune in now.   We'll talk about: A quick background on David [02:17]   Why you need to look at how you speak to a customer [04:30]   Being consistent with your mission and vision will get you farther [08:54] How to move from features & benefits to problem solving [11:58]  Think about how you can sound different [16:52]  People buy the product that aligns with their mental image [18:08] Think about that unknown, unspoken [24:33]  Get them to tell you what they don't want you to know [25:13] Tips for making that discovery call [23:00] What a customer tells you isn't what the objection is about [29:02] You don't have to overcome all objections [27:44] Your message and marketing are for helping shape the customer's journey [33:03] The one thing that David highly recommends [36:45]   Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download Startup to Scaleup: A 4-Part Framework to Grow Your B2B Business to $10 Million (https://bretttrainor.com/resources/) Cerebral Selling Website (https://cerebralselling.com/)   About Our Guest: David Priemer is the Founder and Chief Sales Scientist of Cerebral Selling, a modern sales training built through the lens of science and empathy.  David is the author of the highly recommended book, Sell The Way You Buy, which came out last April 2020. Get more of his free content on their YouTube. Or connect with David on Instagram or Twitter. If you liked this episode, please don't forget to tune in, subscribe, and share this podcast.    Connect with B2B Founder:  Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

======================Sign up for our moderately entertaining newsletter: https://bit.ly/3vpTtRL======================David walks us through the nuances of tone, order, and priming when asking questions. He also shares simple ways to handle objections.======================Four Actionable Takeaways: * “Cut” your prospect before showing them the band-aid - solidify the enemy.* Utilize stories when you hear a clear prospect pain-point.* Ask related questions before the big questions. Start small before going big.* Plant landmines with credibility and aligning yourself with the features your prospect cares about.======================David's Path to President's Club: * Founder of Cerebral Selling* Lecturer at Smith School of Business at Queen's University & London Business School======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE ======================Focus Areas: Sales ProcessSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

David Priemer joins Sarah Hicks on this episode of the Predictable Revenue Podcast.  David Priemer is founder and Chief Sales Scientist of Cerebral Selling, author, award-winning research scientist, and 4-time tech entrepreneur. Highlights include: the conception of the term experience asymmetry (0:50), top challenges a younger salesperson faces when selling to older, more experienced buyers (11:29) and the advantages (13:30), 3 key strategies young sellers can employ to overcome experience asymmetry (14:53), and what can sales leaders do to identify and fix it (27:00).   SHOW NOTES:  More on reversing the hatred of talking to salespeople: Social Selling and Reversing The Hatred of Salespeople And more on building and maintaining credibility: How to Keep Your Sales Team From Killing Your Brand & Your Bottom Line   Pods - The fastest way to build an Outbound SDR Team https://bit.ly/3gArLOl

David Priemer is a Founder and Chief Sales Scientist at Cerebral Selling. In this episode, David Priemer is back! We did a webinar that had such a great response that I wanted to get the audio version here on the podcast. Learn how to answer the toughest question in sales, "So what do you do?" Connect with David on LinkedIn here and Cerebral Selling here. Resources mentioned in the episode: Show Notes Page  Here are three more ways to get help with your prospecting: REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach. For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn. For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

David Priemer is the Founder and Chief Sales Scientist of Cerebral Selling and author of the bestselling book, Sell The Way You Buy.I heard him on another podcast and HAD. To have him on the show because the way he teaches selling is what I wish everyone would do.This is like sales therapy for me, and you’re gonna love David!Connect with David!Website/blog: https://cerebralselling.com/YouTube channel: https://www.youtube.com/c/CerebralSellingLinkedIn: https://www.linkedin.com/in/dpriemer/Instagram: https://www.instagram.com/cerebralselling/Book: http://sellthewayyoubuy.com/ (or find "Sell The Way You Buy" on Amazon)Connect with ME!Also, I'd love it if you connected with me on LinkedIn or Instagram.Or shoot me an email at youshould@connectwithpablo.com with the "Heard CEC's Charod" in subject.This that's a genius email address?  Me too, but I didn't come up with it.  It was the idea of my good friend, and super talented web designer, Nathan Ruff.If you want your website redone, updated, and managed with unlimited updates for just $250/month (CRAZY GOOD DEAL RIGHT??), go to Manage My Website and hookup with one of the smartest, most talented guys I've ever met- THE Nathan Ruff.Support the show (https://connectwithpablo.com)

In this episode of the Startup Selling Podcast, I interviewed David Priemer.    Like most of us, David never thought he'd end up in sales! He started his career tinkering with test tubes and differential equations as an award-winning research scientist before spending the next 20 years leading top-performing sales teams at high-growth technology companies including Salesforce, where he was the Vice President of Commercial Sales and creator of the Sales Leadership Academy program.   Today, as the Founder and Chief Sales Scientist of Cerebral Selling, David's unique science and empathy-based approaches to driving revenue and talent growth have been published in the Harvard Business Review as well as Forbes, Entrepreneur, and Inc. magazines.    Often referred to as the "Sales Professor", David is also the author of the bestselling book, “Sell The Way You Buy”, and an Adjunct Professor at the Smith School of Business at Queen's University. David holds a B.Sc. in Chemistry and Atmospheric Science from York University and a Master’s degree in Chemical Engineering from the University of Toronto.    When he's not thinking about Sales, David loves to cook, write, and spend quality family time with his wife and three daughters.   Some of the key topics that we talked about are:   The importance of how you position or phrase a question. How to communicate with our prospects in a way that they are thinking about. Always talk about sales from a customer standpoint. The importance of polarization in your messaging. Understanding your customer’s feelings during the buying process. Giving the Disney experience to your prospects and customers. The difference between value and ROI. Links & Resources   Website: cerebralselling.com   Book: cerebralselling.com/book   Youtube Channel: www.youtube.com/c/CerebralSelling   Instagram: www.instagram.com/cerebralselling Listen & subscribe to The Startup Selling Show here:   BluBrry | Deezer | Amazon | Stitcher | Spotify | iTunes | Soundcloud | SalesQualia   Thanks so much for listening! Tell a friend or ten about The Startup Selling Show, and please leave a review wherever you’re listening to the show.

Today's guest, David Priemer, Founder and Chief Sales Scientist of Cerebral Selling, arrived at a sales career in very unique way. He was an award-winning research scientist that ended up falling in love with sales. As a scientist David's focus was finding solutions and solving problems. This mindset helped form his approach to selling. David starts the conversation with Jeff and Christie at its most basic - how do you describe what it is you do when someone asks? He explains the nuance and weight that answer can hold depending on who is asking. From here David reminds us to humanize our message, discover what the audience values, zero in on solving problems, and to not be afraid of being provocative in order to draw people. An effective way to do this is to 'Fall in love with the problem." Listen as he gives examples of simple questions to ask to create meaningful engagement with clients that will make you stand out.  Find out more about David Priemer and Cerebral Selling here Get David's book 'Sell The Way You Buy' WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

How many of us ignore salesy, impersonal emails, and unprepared cold calls—only to turn around and use the same approach with our own prospects? If it doesn’t work on us, why do we think it will work on them? David Priemer, Founder and Chief Sales Scientist at Cerebral Selling, shares how to sell the way you buy. You’ll learn how to take the buyer’s perspective, build trust more quickly, and sell in a way that aligns with what really drives people to action.

Like most of us, David Priemer never thought he'd end up in sales! He started his career tinkering with test tubes and differential equations as an award-winning research scientist before spending the next 20 years leading top-performing sales teams at high-growth technology companies including Salesforce, where he was the Vice President of Commercial Sales and creator of the Sales Leadership Academy program. Today, as the Founder and Chief Sales Scientist of Cerebral Selling, David's unique science and empathy-based approaches to driving revenue and talent growth have been published in the Harvard Business Review as well as Forbes, Entrepreneur, and Inc. magazines. Often referred to as the "Sales Professor", David is also the author of the Bestselling book, Sell The Way You Buy, and an Adjunct Professor at the Smith School of Business at Queen's University. David holds a B.Sc. in Chemistry and Atmospheric Science from York University and a Master's degree in Chemical Engineering from the University of Toronto. When he's not thinking about Sales, David loves to cook, write, and spend quality family time with his wife and three daughters. Learn More about David and His Book - Click Here

David Priemer is founder and Chief Sales Scientist at Cerebral Selling, former Vice President of Commercial Sales at Salesforce. Author of the bestselling book Sell The Way You Buy. I had listened to David on another podcast, The Sales Evangelist and was so impressed that I immediately order the book and ask him onto the Scale Your Sales show. https://cerebralselling.com/blog YouTube channel: https://www.youtube.com/c/CerebralSelling Book: https://cerebralselling.com/book/ LinkedIn: https://www.linkedin.com/in/dpriemer  

David Priemer is the founder and Chief Sales Scientist at Cerebral Selling. I've learned a TON from this dude and he really knows his stuff. We talk all about empathy-based discovery and how to run a really great discovery call with a prospect. Connect with David on LinkedIn here and check out his new book Sell the Way You Buy. This episode is brought to you by Wingman. Capture the winning moments from your sales calls and cold calls.  Resources mentioned in the episode: Think Outside the Script Summer Virtual Tour https://tour.blissfulprospecting.com/ --- Show Notes Page https://blissfulprospecting.com/podcast --- Reply Method Guide https://blissfulprospecting.com/reply-method/

Summary: The art of sales requires deep thought and curiosity about how people reach decisions. We all hate pushy salespeople yet we all like buying certain things. You can probably think of a delightful experience buying something. Those delightful experiences and why we make those decisions is what we break down on this episode with David Premier. You'll learn simple frameworks in our business an personal lives of how we tend to make decisions and how you can influence those decisions using the psychology of decision making. Today, as the Founder and Chief Sales Scientist of Cerebral Selling, David's unique science and empathy-based approaches to driving revenue and talent growth have been published in the Harvard Business Review as well as Forbes, Entrepreneur, and Inc. magazines. Often referred to as the "Sales Professor", David is also the author of the Bestselling book, https://cerebralselling.com/book/ (Sell The Way You Buy), and an Adjunct Professor at the Smith School of Business at Queen's University. Key Takeaways by Time! How David's perspective on sales formed similar to engineering only with human variables (4:00) If we want to see how we sell well we have to attune ourselves to the way people buy (6:29) 3 Things Jay would focus on if he was coaching sales people as a sales sensei (9:54) Why you can learn empathy and how (12:30) Why ROI is confused with Value (17:54) Knowing where peoples head might be at (28:05) Connect with David https://cerebralselling.com/ (David's Website) https://www.linkedin.com/in/dpriemer/ (LinkedIN: ) https://www.youtube.com/c/CerebralSelling (David Youtube) Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )

Subscribe to Modern Selling on the App of Your Choice!   Modern buyers are more difficult to engage with than ever before because of a myriad of factors. Thankfully, science is here to help. My guest in this episode of the Modern Selling podcast brings us the answer to the modern seller’s woes in a simple phrase: sell the way you buy. Joining me is David Priemer, the Founder and Chief Sales Scientist of Cerebral Selling. David's unique science and empathy-based approaches to driving revenue and talent growth have been published in the Harvard Business Review as well as Forbes, Entrepreneur, and Inc. magazines. Often referred to as the "Sales Professor", David is also the author of the Bestselling book, Sell The Way You Buy, and an Adjunct Professor at the Smith School of Business at Queen's University. David started his career not as a sales rep but as a research scientist. He actually holds a B.Sc. in Chemistry and Atmospheric Science from York University and a Master’s degree in Chemical Engineering from the University of Toronto. Nonetheless, he has spent 20 years leading top-performing sales teams at high-growth technology companies including Salesforce, where he was the Vice President of Commercial Sales and creator of the Sales Leadership Academy program. Listen to our conversation to learn how David jumped from research to sales and how he now bridges the gap between science and sales to train sellers in modern selling techniques. The State of Modern Selling As a sales leader, you know that today selling is more difficult than it was 10 years ago. There are factors on the buyer’s side and on the seller’s side, according to David. The main factor on the side of B2B buyers is the advent of the Internet. Today, buyers do independent research online before connecting with a salesperson. Additionally, customers have almost infinite choices. There is a very low bar for people to create solutions of all kinds, which has saturated the B2B technology market. For example, there are more than 8,500 martech tools and more than 700 sales tools available in the market. With so many choices it is hard for buyers to decide, their attention is very thin and all sellers sound the same to them. In fact, buyers are less tolerant of pushy sales tactics than ever before. For the modern seller, this means they need to make more attempts in the sales cycle to connect with a savvy and impatient buyer, using an omnichannel approach and a multitouch sales cadence. Furthermore, the average tenure of a sales rep is decreasing and as a result, sales leaders have a less experienced sales force that must sell to older and more experienced buyers. In fact, David points out that sellers are getting younger, creating what he calls Experience Asymmetry. This is how he defines it: “The genesis of most sales cycles involves a younger, newer, or generally less experienced sales or business development rep calling on a more senior decision-maker whose job they’ve never done. Hence, experience asymmetry.” Imagine a young inexperienced sales rep cold calling a VP of Sales at a large company. The executive will be skeptical of what he can learn from the seller, and the rep will be worried about establishing credibility and adding value to a wary prospect. In a 2019 HBR article, David explained the three tactics younger salespeople can use to win over older customers: Knowing their pain points. Invoking the credibility of others. Presenting arguments with conviction. We discussed this last tactic during our interview. When David was a sales leader at SalesForce, he listened to the calls of sales reps who were not converting and discovered that the problem was that they sounded afraid, as if they were bothering the potential customer and not adding value. In his experience, a sales person who speaks with conviction can win over any customer. How your sellers pitch is every bit as important as the words they use. You must infuse your sellers with the passion and conviction they need to engage with experienced buyers. One way to this is by creating an emotional linkage, leading with feelings and emotions instead of just pitching the ROI message. David teaches a modern selling tactic that he calls ‘picking an enemy’ that is emotionally enticing to the buyer. The seller should start the pitch invoking what the buyer hates, thus supercharging the sales conversation with emotion. In other words, selling to the problem, not the solution.  Listen to the episode for some great examples of how to apply this tactic. What science tells us about how people make buying decisions Science shows that the mind plays tricks on us, making us think we are very logical, but the truth is that we buy based on feelings and emotions almost 100% of the time, from ordering lunch to purchasing B2B technology. It’s only afterwards, that we use logic to justify our decisions. However, according to David, sales professionals are not selling the way they buy. Instead of leading with emotions, they are leading with logic.  3 Science-Based Modern Selling Tips 1. Sell to the emotions Sales leaders often encourage their reps to go out and sell value, meaning ROI. The logical pitch goes something like this: “If you buy our solution, you will save time and make more money.”  The above is an ROI proposition, but that doesn’t mean that is what the buyer or decision-maker values. David gives a great example of this. Think about an employee who has been charged with looking for IT security software for the company. If he buys the wrong solution, the consequences could be catastrophic, so during the buying process he is not thinking about ROI, but about not getting fired. The seller who can speak to that unconscious emotion will close the sale as opposed to sellers who just talk about ROI. A good example of messaging that addresses the kind of fear in the case above is the famous IBM ad: “Nobody ever got fired for buying IBM.” IBM appealed to the fear of getting fired and positioned themselves as the safe bet. David points out that for most of us as buyers, this is completely unconscious, we don’t internalize why we buy one product over another. But as sellers, we can look into the science of buying and leverage that to our favor. For instance, researchers have identified the top emotional motivators that drive consumer behavior. David’s advice for modern sellers is to find out what their ideal customer values, keeping in mind that what the customer values and the business benefit of the solution they are selling are completely different. They must find out what the buyer is not telling but that would resonate emotionally with them. “Find the enemy and craft a narrative,” David says. “People are conditioned to respond to stories. They get hooked to stories but tune out sales pitches.” 2. Present data in a way that appeals to the brain  When crafting sales messages or cold calling scripts, sellers must present data in a way that is easier for the brain to process. For example, it’s not the same to say, “save 10% of your time” than to say, “get 20 hours of your time back every month.”  Although both statements may be mathematically equivalent, they are not processed the same way in the mind. The percentage is more abstract than the absolute, which is more tangible and relatable to the average person. 3. Reply to objections with questions Many sales playbooks list one-size-fits-all answers to common customer objections, but that is a mistake. Responding to objections has to be a narrative, a back and forth conversation, because every customer has different circumstances. Data actually shows that the best sales reps respond to objections with questions, so they can understand the intent and the root cause of objections and address them accordingly. Be sure to listen to the episode for more tips and insights from David Priemer, the “sales professor.” Outline of This Episode   [2:43] David’s Story: From Research Scientist (and Certified Meteorologist) to Sales Leader. [7:15] Why selling is more difficult now than in the past. [10:47] What science tells us about buying decisions. [16:57] The top challenges of modern sellers. [27:43] Selling value the right way. [33:12] Messaging and pitch tactics. [37:25] The Cobra Kai Paradox. [40:37] Handling customer objections. Resources Mentioned   Connect with David Priemer on LinkedIn Follow David on Twitter: @DPriemer or @CerebralSelling Cerebral Selling Joe’s favorite movie: Tommy Boy Modern Marketing Engine Podcast - Bernie Borges   Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn   Subscribe to Modern Selling on the App of Your Choice!

There are million and one ways to overcome obstacles, but have you ever tried falling in love with the problem? This week on INSIDE Inside Sales, Darryl is joined by David Priemer, the Founder of Cerebral Selling and best-selling author of "Sell the Way You Buy". Darryl and David discuss how the strategy of falling in love with the problem can be a very successful tactic to actually increasing sales and growing your number of clients. They also share practical advice on how to sell using emotion rather than features and putting the focus on your prospect instead of your product. Learn how to succeed through loving the problem on this episode of INSIDE Inside Sales!   About Darryl's guest: Like most of us, David Priemer never thought he'd end up in sales! He started his career tinkering with test tubes and differential equations as an award-winning research scientist before spending the next 20 years leading top-performing sales teams at high-growth technology companies including Salesforce, where he was the Vice President of Commercial Sales and creator of the Sales Leadership Academy program. Today, as the Founder and Chief Sales Scientist of Cerebral Selling, David's unique science and empathy-based approaches to driving revenue and talent growth have been published in the Harvard Business Review as well as Forbes, Entrepreneur, and Inc. magazines. Often referred to as the "Sales Professor", David is also the author of the Bestselling book, Sell The Way You Buy, and an Adjunct Professor at the Smith School of Business at Queen's University.David holds a B.Sc. in Chemistry and Atmospheric Science from York University and a Master’s degree in Chemical Engineering from the University of Toronto. When he's not thinking about Sales, David loves to cook, write, and spend quality family time with his wife and three daughters. INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel.  VanillaSoft is the sponsor for INSIDE Inside Sales.     

You have to be more empathetic and have more emotional intelligence to do well in sales. But what does that mean, and what specifically should you do to increase your empathy? David Priemer, author of Sell the Way You Buy and owner of Cerebral Selling, knows a thing or two about emotional intelligence and empathy. In this episode, we'll discuss why empathy is so important during the sale, and what you can do to increase yours.Connect with David:Cerebral SellingConnect with David on LinkedInWant the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/david-priemer-cerebral-selling---Get a daily sales insight sent straight to your inbox:Subscribe to the daily sales insights newsletterDon't miss a single episode:Subscribe on SpotitySubscribe on Apple Podcasts Like what you heard?Help us get the word out by leaving a rating and review on Apple Podcasts.

What is the secret to selling? David Priemer says it's simple. Just sell the way you buy. David is an expert in the neuroscience of selling, and he leverages his background as a research scientist along with his accidental career in sales with Influitive, Salesforce, Varicent and Infor to decompose the best way to connect, engage and win over your customer. In this interview we discuss what makes a great remote selling experience, the best way to do discovery and demos, and the important difference between ROI and value. https://www.linkedin.com/in/dpriemer/ #cerebralselling #neuroscience #decisioneconomic#decisionscience #salesperformance #salestraining #salesmethodology #salesenablement #salescoaching #salestransformation #discovery #ditchthepitch #dayinthelife #buyersjourney #neuroselling #neuroseller #valueselling #valuemanagement #valuemessaging #roi #businessvalue #digitalselling #remoteselling #revenueenablement

Founders often push their products by highlighting the features and functions they offer. While it’s best to create a product that solves a problem, the right way to reach and engage your customer requires a different approach altogether. You might be pushing your product or service too much that you’re creating unnecessary friction for your customer. So take a step back because there is an art to modern selling. Why do buyers buy? Today, we chat with David Priemer, a research scientist turned tech entrepreneur. We go over the importance of messaging, focusing on pain points, how to build trust, the value of having a natural conviction towards your product, and more. Get into the show now to learn the science behind sales.   Resource Links: Brett Trainor Website (https://bretttrainor.com/) “3 Stages of Startup Growth and How To Breakthrough” (https://bretttrainor.com/resources/) “Sell the Way You Buy” by David Priemer (https://cerebralselling.com/book/) Cerebral Selling Website (https://cerebralselling.com/)   We’ll be talking about: The negativity surrounding selling and the culmination of his book [02:51] The differences between working in a startup and with a huge company [04:49] Why you should put your message out there like a lightning rod [07:24] People buy based on emotion [09:28] Focus on pains and problems, not features and functions [11:18] Remove unnecessary friction when getting a customer to buy [12:46] The purpose of content is to educate [15:01] What founders can do to build successful sales teams [18:56] Show expertise to build trust and confidence in you [22:11] The best practice when introducing your product [27:48] Have conviction in the value you provide [31:07] An example of a business nailing the messaging [35:15] The best way to do cold calls [36:47] What’s next for David [38:38] The one thing David highly recommends [40:23]   About Our Guest: David Priemer is the Founder and Chief Sales Scientist of Cerebral Selling, a modern sales training built through the lens of science and empathy.  David is the author of the highly recommended book “Sell The Way You Buy” which came out last April 2020. Get more of his free content on their YouTube.   If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast. There’s a lot more to learn when it comes to podcasting, and we’re here to help!   Connect with B2B Founder:  Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

Time and time again, entrepreneurs and sales leaders convey the importance of communicating value to their teams.Typically what they mean when they say 'value' is ROI.And if they don't mean that, their team autotranslates value to mean ROI.This paradox of confusing value for ROI leaves money on the table, according to Sell The Way You Buy author David Priemer.He joins me in this week's episode to share why the confusion, why it doesn't work, and what to do instead.Find David online at:LinkedIn: https://www.linkedin.com/in/dpriemer/https://cerebralselling.com/Today's episode is brought to you by Sales Hacker. The world's smartest community of forward-thinking B2B professionals. Grab their latest expert-created articles, webinars, and podcast episodes at www.saleshacker.com See acast.com/privacy for privacy and opt-out information.

David Priemer is widely recognized as a thought leader in the area of sales and sales leadership and has been published in the Harvard Business Review as well as Forbes, Entrepreneur, and Inc. magazines. He is also the author of the Bestselling book,  (https://cerebralselling.com/book/) . From his early days tinkering with test tubes and differential equations as an award-winning research scientist to leading top-performing sales teams at high-growth technology startups, David's lifelong passion for learning and execution is the foundation of his Cerebral Selling practice. Often referred to as the "Sales Professor", David helps organizations drive revenue growth, people development, and winning cultures by infusing the core principles of science, empathy, and execution into their sales operations. Previously David held several executive leadership positions at leading technology companies including Salesforce, where he was the Vice President of Commercial Sales and creator of the Sales Leadership Academy program. He is also an Adjunct Professor at the Smith School of Business at Queen's University. David holds a B.Sc. in Chemistry and Atmospheric Science from York University and a Master’s degree in Chemical Engineering from the University of Toronto. When he's not thinking about Sales, David loves to cook, write, and spend quality family time with his wife and three daughters. Episode Highlights: David shares about growing up in Toronto and playing hockey. Learn how he went from being a research scientist to becoming a sales engineer. Travis and David discuss the timing of a good pivot. Discover how to weigh risk versus reward. 3 Key Points: There’s never going to be a right time to pivot. The cost of failure is usually less than you think it is. It doesn’t help you to know people if you aren’t known for anything. Tweetable Quotes: “When you do things that other people won’t do…that’s where the magic lives.” – David Priemer “Careers are hard to architect.” – David Priemer “Great sellers sell the way they buy.” – David Priemer Resources Mentioned: cerebralselling.com/book (https://cerebralselling.com/book/) Visit Travis’ website at travischappell.com (https://create.acast.com/episodes/3b48e6da-a672-4e83-9897-ddefc4e88bc7/travischappell.com) Join the Build Your Network Facebook group travischappell.com/group (https://create.acast.com/episodes/3b48e6da-a672-4e83-9897-ddefc4e88bc7/travischappell.com/group) If you want to amplify your network... For information regarding your data privacy, visit acast.com/privacy (https://www.acast.com/privacy)

David Priemer is a widely recognized thought leader in sales and sales leadership. As a trained researcher and founder of Cerebral Selling. David recently published "Sell The Way You Buy", exploring how we as sellers can put ourselves in our customers' shoes. A critical message at the best of times, but more so given the changes in the market. David shares practical steps we can all take to continue to move forward with our sales.

On this episode of Money Savage FURTHER, we talked about how most of us dislike being sold but love to buy, how most of us buy based on feelings first, and in order to get better, we should focus on the problem we’re solving with David Priemer, Founder and Chief Sales Scientist at Cerebral Selling and author of Sell the Way You Buy.  Listen to learn some practical tools for getting better at influencing others! You can learn more about David at CerebralSelling.com, Twitter, YouTube and LinkedIn.   Time to get your Mind, Body and Money right?  The Strive Online Bootcamp is held the first Monday of every month, learn more about it at  StriveDetox.com.  Enter “moneysavage” at checkout for 25% off.  Interested in starting your own podcast?  Click HERE George is honored to be included on Investopedia's list of the Top 100 Financial Advisors for 2019! You can learn more about the show at GeorgeGrombacher.com, Twitter, LinkedIn, Instagram and Facebook or contact George at Contact@GeorgeGrombacher.com.  Check out Money Alignment Academy as well!

Why people buy things can seem like a mystery. What is the psychology behind buyer intent? Why do people make the decisions they do? In this episode of Negotiations Ninja, David Priemer joins me to share some of the science behind buying behavior. We talk about buyer experience, the importance of listening, and leveraging technology to help you learn. David Priemer started his career as a research scientist and landed in the sales world by accident. After 20 years of working with 4 different startups and at Salesforce, he launched Cerebral Selling. His goal is to equip salespeople to become modern sellers who think like their buyers and are more effective because of it. Don’t miss the stellar insight he has to offer. Outline of This Episode [0:33] The science behind why people buy` [1:30] David Priemer's background and experience [3:49] The buying experience IS the product [4:50] The importance of listening to prospects [6:32] Servicing the relationship beyond the original solution [8:50] How Technology accelerates the process  [10:16] How to handle the most common sales objection [17:10] What attracting great customers looks like [18:26] The concept of power dynamics/referent power [21:51] It always come back to feelings and emotions Resources & People Mentioned Chris Voss: Mirroring and Labeling Masterclass BOOK: Friction by Roger Dooley William Ury: The Power of Listening Edelman Trust Barometer Connect with David Priemer Cerebral Selling Website David on LinkedIn David on Twitter David’s YouTube Channel BOOK: Sell The Way You Buy Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

“If your salesperson barfs up value based pablum without listening to the prospect, he or she will lose the sale.” ----more---- David Priemer  “Value,” David Priemer of Cerebral Selling says, “transcends ROI.” Regardless of the opinions of your product manager, company president or sales manager, the value your product or service will mean something different to each prospect. If your salesperson barfs up value based pablum without listening to the prospect, he or she will lose the sale.  The prospect, Petersen and Priemer agreed, is the only one who can define value for your product. In this program, Priemer and host Paul Petersen further discuss how to best address the problem of under-performing sales reps and sales managers who lack coaching skills. About David Priemer David Priemer is widely recognized as a thought leader in the area of sales and sales leadership and has been published in the Harvard Business Review, MIT Sloan Management Review as well as Forbes, Entrepreneur, Barron's, and Inc. magazines. David helps organizations drive revenue growth, people development, and winning cultures by infusing the core principles of science, empathy, and execution into their sales operations. Previously David held several executive leadership positions at leading technology companies including Salesforce, where he was the Vice President of Commercial Sales and creator of the Sales Leadership Academy program. He is also an Adjunct Professor at the Smith School of Business at Queen's University. David holds a B.Sc. in Chemistry and Atmospheric Science from York University and a Master’s degree in Chemical Engineering from the University of Toronto. When he's not thinking about Sales, David loves to cook, write, and spend quality family time with his wife and three daughters.  ___________________________________________ CRM Radio is hosted by Paul Petersen of Goldmine CRM by Ivanti which is a program on the Funnel Radio Channel.  GoldMine is the sponsor of CRM Radio.    

“Value,” David Priemer of Cerebral Selling says, “transcends ROI.” Regardless of the opinions of your product manager, company president or sales manager, the value your product or service will mean something different to each prospect. If your salesperson barfs up value based pablum without listening to the prospect, he or she will lose the sale.  The prospect, Petersen and Priemer agreed, is the only one who can define value for your product. ----more---- Why it Matters If your salesperson barfs up value based pablum without listening to the prospect, he or she will lose the sale. In this program, Priemer and host Paul Petersen further discuss how to best address the problem of under-performing sales reps and sales managers who lack coaching skills. About David Priemer David Priemer is widely recognized as a thought leader in the area of sales and sales leadership and has been published in the Harvard Business Review, MIT Sloan Management Review as well as Forbes, Entrepreneur, Barron's, and Inc. magazines. From his early days tinkering with test tubes and differential equations as an award-winning research scientist to leading top performing sales teams at high-growth technology startups, David's lifelong passion for learning and execution is the foundation of his Cerebral Selling practice. Often referred to as the "Sales Professor", David helps organizations drive revenue growth, people development, and winning cultures by infusing the core principles of science, empathy, and execution into their sales operations. Previously David held several executive leadership positions at leading technology companies including Salesforce, where he was the Vice President of Commercial Sales and creator of the Sales Leadership Academy program. He is also an Adjunct Professor at the Smith School of Business at Queen's University. David holds a B.Sc. in Chemistry and Atmospheric Science from York University and a Master’s degree in Chemical Engineering from the University of Toronto. When he's not thinking about Sales, David loves to cook, write, and spend quality family time with his wife and three daughters.

Is your product or service a vitamin or a painkiller? This contrast is a common metaphor among startups, but one that companies across many sizes, industries, etc. should consider. As we welcome David Priemer, Founder and Chief Sales Scientist at Cerebral Selling back to the podcast, we’ll dig into a vitamin strategy vs. painkiller strategy and help listeners understand how to achieve success with the right approach.Check out David Priemer’s original article: “Want to sell someone a band-aid? Cut them."If you missed the previous episode with David, listen to it here.

Sleazy. Liars. Pushy. Not helpful and didn't add value. These are the common perceptions about sales people out there and this is why we don’t like talking to them. Our returning guest has successfully overcome those judgements by using his simple formula: Science. Empathy. Execution. David Priemer is the founder of Cerebral Selling which is a modern sales training program built on Science & Empathy to help you become the top performer your customers will love. He is a scientist turned 4-time tech entrepreneur. He holds a B.Sc. in Chemistry and Atmospheric Science from York University and a master’s degree in Chemical Engineering from the University of Toronto. His passion is teaching the art and science of modern selling. The type of selling that not only gets you to the top of the leaderboard but does it in a way that will make your customers adore you. During this conversation, you’ll discover… The importance of believe, polarizing and contrasting statements What Information Asymmetry and Information Parity mean The broadcaster versus meteorologist To find out more about David visit https://www.thethoughtleaderrevolution.com/.

Some argue marketing, some argue sales. No matter where inside sales lives, both marketing and sales play a critical part in this team’s success. Tune in to this month’s episode of Revenue Rebels as Rhoan Morgan sits down with David Priemer, Founder and Chief Sales Scientist at Cerebral Selling to discuss where inside sales fits in and how marketing and sales must bridge the gap to support this team.About Our GuestFrom his early days tinkering with test tubes and differential equations as an award-winning scientist to leading top-performing sales teams at high-growth tech start-ups, David Priemer brings a lifelong passion for uncovering the hidden insights in the world around us, to his practice as the founder of Cerebral Selling. Often referred to as the "Sales Professor", David helps organizations supercharge revenue growth, people development, and culture by combining the core principles of science, empathy, and execution. The result: an empowered organization of modern sellers who think like their customers, learn fast, and win! Previously, David held several executive leadership positions at leading technology companies including Salesforce, where he was the Vice President of Commercial Sales and creator of the Sales Leadership Academy program. He is also an Adjunct Professor at the Smith School of Business at Queen's University.David holds a B.Sc. in Chemistry and Atmospheric Science from York University and a Master’s degree in Chemical Engineering from the University of Toronto. When he's not thinking about Sales, David loves to cook, write, and spend some quality family time with his wife and three girls.

“Unless you're Oprah or Barack Obama, no one cares what you think.” There's often a gap in experience between sales reps and the people they are trying to sell to. This can lead to prospects feeling like they are being told how to do things by someone who has no business trying to tell them anything. Fortunately, David Priemer has spent his career studying proven practices to overcome this gap. David is the Founder and Chief Sales Scientist of Cerebral Selling a company dedicated to helping reps, leaders, and their organizations supercharge their growth through understanding the science of sales. On this episode of The Sales Engagement Podcast, David explains what experience asymmetry is and 3 ways your sales reps can overcome it to increase their credibility.

David Priemer, the Founder and Chief Sales Scientist at Cerebral Selling joins the show to talk about goal setting, working as a team, and more!

Our guest for this episode is David Priemer, an award winning scientist and the founder of Cerebral Selling. According to David, the better you are at listening, the better your chances are at making a sale. So why is it so easy to say, yet so difficult to do? We delve into this topic and provide five very easy tips to improve your listening skillset. Put your multitasking on hold, listen to the podcast, pay attention, and hit that quota! About our guest, David Priemer, founder, Cerebral Selling From his early days tinkering with test tubes and differential equations as an award-winning scientist to leading top performing sales teams at high growth tech start-ups, David Priemer brings a lifelong passion for uncovering the hidden insights in the world around us, to his practice as the founder of Cerebral Selling. Often referred to as the "Sales Professor", David helps organizations supercharge revenue growth, people development, and culture by combining core principles of science, empathy, and execution. The result; an empowered organization of modern sellers who think like their customers, learn fast, and win! Previously David held several executive leadership positions at leading technology companies including Salesforce, where he was the Vice President of Commercial Sales and creator of the Sales Leadership Academy program. He is also an Adjunct Professor at the Smith School of Business at Queen's University. David holds a B.Sc. in Chemistry and Atmospheric Science from York University and a Master’s degree in Chemical Engineering from the University of Toronto. When he's not thinking about Sales, David loves to cook, write, and spend some quality family time with his wife and three girls.  

Read the transcript starting Mon. 12/17/18 on the Heinz Marketing Blog.We were thrilled this last time to talk to David Priemer (a repeat guest) in an episode called, "Cerebral Selling: How Science, Art and Metrics Combine to Exceed Your Sales Quota".   To get a glimpse of our conversation, enjoy this excerpt: Matt:  if you think about it like science, there're scientific systems. Whether it's, you know, the water table, or the meteorological systems, they're all based on certain amounts of rules, but those systems do tend to change over time. David:  If you're kind of an astute observer, you can see when those systems change. Certainly, over the course of the last 20 years, the world of sales has changed quite a lot. I just love applying kind of the lens of the curiosity, the why, to the world of sales. I just love seeing it evolve. That's kind of how I harmonize these two worlds. Matt:  I love that. You know, this is changing, of course, but there traditionally have not been a lot of educational paths in sales. We're starting to see some sales certificate programs and some sales management and sales mastery programs in higher education, but I think when you think about the people that tend to get into sales, it's a different brain set. Right? I mean, it's the left brain versus right brain. That scientific approach to selling, I would argue, is in the minority. I would say, in the follow-up question I was going to ask you before, is around just the connotation of science in selling. I think you've got a lot of folks that believe, that are in sales, that sales is an art, that if you put science behind it, then you lose what works on the periphery to build relationships and rapport, and you lose the uniqueness that each individual selling opportunity requires. But knowing your work, and seeing the work that you write, I know it's really, it's not one or the other, it's a combination of both. Talk a little bit from the science side how that really does help sellers. Then, marketers listening, as well, differentiate their work and impact. A big shout out to our sponsor, MailTag.io. MailTag.io is a Chrome browser extension for your Gmail that allows you to track and schedule your emails. It’s a super helpful tool  if you’re in sales because you can receive real-time alerts, right on your desktop, as soon as your prospects open your emails or click links within your emails. Thank you to our sponsor, MailTag.io. MailTag.io is a Chrome browser extension for your Gmail that allows you to track and schedule your emails. It’s a super helpful recommend if you’re in sales because you can receive real-time alerts, right on your desktop, as soon as your prospects open your emails or click links within your emails. For more info, be sure to check out MailTag.io!

On this episode with David Priemer, Founder of Cerebral Selling, we discuss the right tools and tactics to help reps effectively manage their sales conversations.  

On this episode with David Priemer, Founder of Cerebral Selling, we discuss the right tools and tactics to help reps effectively manage their sales conversations.  

The sales machine is constantly changing, which means that sales professionals need to be constantly learning to keep up with the changing environment, especially at the top of the funnel. Today’s guest is an authority on sales training with some interesting insights on the education side of selling. David Priemer is the Founder and Chief Sales Scientist of the sales training company Cerebral Selling. Listen to the episode to hear what David has to say about what he calls the “sea of sameness” and how sales professionals can differentiate themselves in that sea. Episode Highlights: The state of selling on the education side of things, and the difficulty of differentiating useful information when so much information is available David’s advice for people who are looking for useful ways to differentiate information How to demonstrate overt benefit How the exclusionary principle can be applied at the top of the funnel The importance of understanding human behavior in sales Why messaging and delivery mechanism are two of the most important things for sales professionals to understand How to mobilize authentic voices in the sales cycle How to showcase value in a delivery mechanism The importance of engaging customers in your messaging synthesis Resources:  David Priemer Cerebral Selling

David Priemer, Founder and Chief Sales Scientist at Cerebral Selling, joins the Content Experience Show to discuss ways to keep your brand's message compelling and consistent.   Special thanks to our sponsors: Vidyard Uberflip Convince & Convert: Four Ways to Fix Your Broken Content Marketing   In This Episode Why every member of your business contributes to sales How to empathize with your audience How to simplify your brand's message to “go down smoothly” How to quickly create relevance through polarization Why the product you're selling includes the customer's experience   Resources Techsmith Cerebral Selling Visit ContentProsPodcast.com for more insights from your favorite content marketers.

David Priemer of Cerebral Selling joins me to talk about objection handling. David has worked at several startups, including Rypple which was acquired by Salesforce to become Work. Learn more about his training at http://cerebralselling.com/

The George Foreman Grill. Proactiv. P90X. Do they sound familiar? Well, chances are they do. These are infomercial products that have been consistently branded on our minds, either late at night or during weekday afternoons, for years. Well, the continuous promotion worked because they all make hundreds of millions of dollars annually and in the case of Proactive, it generated a reported $1 billion in 2015. But how? Aren't most infomericals typically over-the-top, poorly produced TV programs that lack any sort of value? According to our guest, David Priemer, who is the founder of Cerebral Selling, they actually have a clever structure that transforms viewers to buyers. During this interview, you'll discover... Step-by-step what the Secret Infomercial Formula is and how it works The importance of clarity in how you present your brand to the world Why you should use the exclusionary principle in regards to clients To find out more about David, visit https://www.thebusinessofthoughtleadership.com.

If you’re in Sales Development and not following David Priemer, you’re missing out on one of the top minds in our industry. David is the VP of Sales at Influitive, https://www.linkedin.com/in/dpriemer/ and wrote an excellent blog post on Sales Development on Salesforce https://www.salesforce.com/quotable/articles/why-prospects-are-ignoring-your-outreach/ After reading this, I knew we had to have him on the podcast. He continues to knock it out of the park with the content on his blog, Cerebral Selling. http://cerebralselling.com/ I’d highly suggest subscribing. Join David and I in a wide ranging conversation on getting above the noise in Sales Development and be more successful in your strategy and tactics!

➡️ Like The Podcast? Leave A Rating: https://ratethispodcast.com/successstory  In this "Lessons" episode, we dive deep into the modern art of cerebral selling with David Priemer, CEO of Cerebral Selling. Discover the key components: messaging, discovery, objection handling, negotiation, and leadership. Learn how empathy, science-based tactics, and mindful execution can help you connect with customers and drive sales success.Cerebral Selling Fundamentals: David outlines the critical components of cerebral selling and emphasizes the importance of not just content but also the delivery mechanism and retention of knowledge in sales training.Empathy in Sales: Understanding the customer's perspective and language is vital. David stresses that customers care about their own problems more than your products.Holistic Approach: David highlights the interconnectedness of messaging, discovery, objection handling, and negotiation, emphasizing that sales is a fluid conversation rather than a linear process.➡️ Show Linkshttps://successstorypodcast.com  YouTube: https://youtu.be/9lexv5PtFkY                                 Apple: https://podcasts.apple.com/us/podcast/david-priemer-ceo-of-cerebral-selling-how-to-sell/id1484783544?i=1000529284048 Spotify: https://open.spotify.com/episode/6QxwD7CL7lxCK5At8DK638?si=4324368f7a91485a ➡️ Watch the Podcast On Youtubehttps://www.youtube.com/c/scottdclaryAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy