Podcast appearances and mentions of david priemer

Why you've got to check out today's episode:Unlock a unique approach to sales which flips the script on traditional methods by focusing on buyer psychology rather than product features.Learn how to break free from the "sea of sameness" that many sales teams struggle with, and start selling in a way that resonates with modern buyers in competitive markets.Find out how to level up your pitch and deliver a narrative that truly connects with potential clients right from the first interaction.Resources/Links:Check out this intro first call deck presentation template and training at https://cerebralselling.com/intro-presentations/Summary:Are your sales teams struggling to stand out in a sea of competitors, despite all the product training and sales tools at their disposal? It's a challenge for many B2B companies—sales reps armed with endless product knowledge but still failing to connect with buyers in a meaningful way. But what if the problem isn't the product or even the salesperson's knowledge, but the way the conversation is framed? Often referred to as the "Sales Professor", David Priemer 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.In this episode, David reveals how to flip the sales script and sell the way your customers actually want to buy. With his fresh approach to customer-centric selling, you'll learn how to resonate with your buyers, overcome objections, and make lasting connections that lead to real results.Check out these episode highlights:01:51 - David's ideal client: B2B sales teams at high growth technology companies.02:12 - The problem he helps solve: My clients often find themselves drowning in what I refer to as a sea of sameness.04:02 - Symptoms of the problem: There's a lot of product-focused enablement.05:18 - Common mistakes David's clients commit before reaching out to him: They're really not thinking about the pathways and mechanisms by which human beings make purchasing decisions.07:20 - David's Valuable free Action [VFA]: If you follow the link that Tom's going to leave for you, I have an intro first call deck presentation template and training that you're more than welcome to steal and use as you like.07:43 - His Valuable Free Resource [VFR]: Check out the intro first call deck presentation template and training at https://cerebralselling.com/intro-presentations/08:29 - Q: Will AI save us? A: The answer is no. AI is not yet coming to save us. So I say focus just as much on that personal interaction as you do with the technology. Tweetable Takeaways from this Episode:"What the reps and teams need to better articulate to the customer is not just the problem that they're looking to solve, but why the customer cannot solve that problem on their own." - David Priemer

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

David Priemer shares insights into the power of human-centered sales leadership, highlighting the importance of empathy and effective communication in driving team success. Drawing from his unique journey from a research scientist to a seasoned sales leader, David discusses how caring for team members and helping them grow can unlock their full potential. He also challenges traditional sales tactics, emphasizing the need for genuine, high-conviction conversations and transparency during challenging times. This episode promises to inspire and equip you with practical strategies to excel in sales leadership!Chapters:00:00:00 - The Secret to Authentic Leadership00:00:53 - Welcome to a Game-Changing Episode00:01:09 - Introducing David Priemer: Sales Mastermind00:03:16 - From Science Labs to Sales Leadership00:04:22 - Cracking the Code: The Mental Game of Sales00:05:53 - How 'Cerebral Selling' Was Born00:11:32 - Juggling Ambition and Family Life00:19:17 - Inside "The Sales Leader They Need"00:20:36 - Why Caring and Growth Matter Most00:21:21 - The Five Skills Every Leader Must Have00:22:33 - David's Personal Growth and Leadership Tips00:23:29 - Can Leadership Be Taught?00:24:15 - The Toughest Parts of Sales Leadership00:28:04 - Harnessing Conviction in Sales00:29:15 - Why Confidence Beats Scripts in Sales00:32:48 - The 7-38-55 Rule: Influence in Sales00:35:20 - The Real Reason Customers Say Yes00:37:22 - Leading with Transparency and Trust00:41:42 - What Defines a Rising Leader?Connect With David here:David on LinkedInDavid on InstagramDavid on YouTubeDavid's LinkTreeCerebral Selling by David PriemerThanks so much for joining us this week. Want to subscribe to The Rising Leader? Have some feedback you'd like to share? Connect with us on iTunes and leave us a review!Mentioned in this episode: The Arise Immersion

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. 

In this engaging episode of Mastering Modern Selling, we had the pleasure of hosting David Priemer, a seasoned sales strategist known for his contrarian approach to modern sales practices. David shared profound insights and strategies to reimagine and revitalize sales processes, emphasizing a journey from conventional sales tactics to innovative and effective methods.Key Takeaways:Value-Driven Discovery Calls: David stresses the importance of transforming mundane discovery calls into value-driven interactions. He advocates for these calls to focus on the buyer, making them not just about gathering information but about providing immediate value, which engages and benefits the prospective client.Sales as a Science: Emphasizing sales as a science rather than an art, David underscores the necessity of having a systematic approach. He believes in developing a robust sales process that can withstand the high turnover typically seen in sales roles, ensuring continuity and consistency in performance.Challenging Old School Methods: David challenges traditional sales tactics and emphasizes the importance of a sales culture that is adaptable and continuously evolving. He advises organizations to shed outdated practices and adopt new strategies that align with modern buyers' expectations and behaviors.Strategic Changes and Assessments: Highlighting the strategic changes necessary within organizations, David talks about his unique maturity assessment tool that helps sales leaders understand and improve their sales processes and strategies effectively.Building a Destination Team: The concept of 'destination team' is crucial in David's strategy, where a sales team is not just about having great salespeople but about having the right processes and environment that attract and nurture talent, fostering long-term success.David Priemer's insights remind us that successful selling in today's market requires more than just following a script; it demands a deep understanding of the sales process, creativity in approach, and most importantly, a focus on providing genuine value to customers. His strategies are a call to action for sales professionals and organizations to rethink their methods and align with modern expectations to achieve sustainable success.

David is a sales scientist, lecturer, author and speaker who wrote a brilliant book called Sell The Way You Buy which you all need to go out and buy right now. I got David on the show to talk about the science and data he has synthesised over many years that helps sellers sell. We talk about the science of self-disclosure and how we improve the feeling and experience of buyers when dealing with sellers. David also talks about the importance of disassociation and detachment from the outcome of sales so you can be better received and complied with as a seller. David is world-class at what he does so I recommend you listen to this one and follow him on LinkedIn (link below) and his many resources which he generously and freely shares. This was a GREAT conversation which I enjoyed. I hope you enjoy it too. Show Notes: To connect with David on LinkedIn: https://www.linkedin.com/in/dpriemer/ To know more about what David does check: https://cerebralselling.com/ Buy his book: https://www.amazon.com.au/Sell-Way-You-Buy-Approach/dp/1989603203 +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner/ Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/rural-sales…-invitation)

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...

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.   David talks about his latest book, the importance of storytelling skills as a salesperson, the science behind an effective sales conversation, and much more!

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

In this episode I interview David Priemer, author of the bestselling book Sell the Way You Buy. Whether it's you or your staff, at some point we all hear, “Wow, that sounds expensive!” David discusses how to respond with empathy and gain a better understanding of the patient's real concerns, which may or may not be price.

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

Why people buy is a topic every salesperson wants to master. Why? Because it helps them know where to build leverage in the negotiation process. If you can push the right buttons and pull the right levers, can you influence a sale? The science of buying intent may seem complicated, but it all comes down to emotion. What is the buying experience like? Did you listen to your prospect? Do you understand the emotional reasoning behind an objection? David Priemer shares the key to understanding buying intent in this throwback episode of Negotiations Ninja.

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

Welcome to a brand-new season of the Sell from Love Podcast. I had some much-needed downtime over the holidays and took some time to think deeply around my business and where I want to move things going forward. I am taking Sell from Love to a new level and I am excited to share the details with you. Today in this episode I also want to provide some insights and tips on annual planning and what you can do to reach your highest potential, fulfill your dreams and help as many clients as you are here to help and serve Specifically, here's what you will learn: Exciting updates on Sell from Love What you can expect on the Sell from Love podcast and some of the incredible guests I have scheduled to join me The process in how I plan for my best year How having a theme for the year can help you reach your highest potential   Coming up on the Sell from Love podcast: Larry Levine – https://www.sellingfromtheheart.net/book  Doug Fletcher - https://www.fletcherandcompany.net/books/ David Priemer - https://cerebralselling.com/book/ Julie Littlechild - https://absoluteengagement.com/resources …and many more!   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.  

David Priemer is widely recognized as a thought leader in sales and sales leadership and has been published in the Harvard Business Review, MIT Sloan Management Review, Forbes and Entrepreneur Magazine. He's lead top-performing sales team at high growth startup and is a former VP of Salesforce and is the creator of the Sales Leader Academy program. During this interview we discuss: 1:57 - David gave us a quick backstory on his journey in sales.  6:46 - He shares the #1 business superpower he wished he had. 8:32 - We discuss the science behind why and how people buy 13:28 - How you can leverage the concept of "people buy based on their feelings" 17:30 - David shares an example of how they effectively use data to convert people in buying. 19:36 - A great example of how you can magnify data to help persuade people in sales. 22:37 - How you can leverage empathy and question when talking to clients. 26:47 - A great piece of advice for people who love sales. 27:38 - Davis shares his favorite growth tool/software. 28:18 - He recommended one of his favorite book that can help us with our business. David's Websites: Get a copy of David's book "Sell the way you buy" www.cerebralselling.com Connect with David on LinkedIn Learn more from David on YouTube ---------------------- If you enjoyed this episode, please RATE / REVIEW and SUBSCRIBE to ensure you never miss an episode. Connect with Dennis Brown  AskDennisBrown.com LinkedIn Twitter Instagram [Free Giveaways]

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.

Welcome to another episode of the Buyer Enablement Podcast Produced by SalesReach and Hosted by Josh Fedie. On this episode we chat with the author of "Sell The Way You Buy" David Priemer to discuss buyer motivations, building trust in the sales process and among other things, what The Karate Kid has to do with sales. An "accidental salesperson", David actually started his career as a research scientist. How does that happen? You do not want to miss this episode. Many take-aways and knowledge to step up your game in your customer facing role. MORE ABOUT THE HOST Learn More about SalesReach: https://salesreach.io Connect with Josh: https://www.linkedin.com/in/joshfedie/ MORE ABOUT THE GUEST LINKEDIN: https://www.linkedin.com/in/dpriemer/ WEBSITE: https://cerebralselling.com/book/

While a Vice President at Salesforce, David Priemer had an epiphany: the very sales tactics his team was using were not working on him. This led him on a journey that resulted in the book, Sell the Way You Buy. In this episode, we talk with David about the importance of empathy. We explore ways to build empathy skills. You can access resources related to this conversation at www.cerebralselling.com. 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, and Inc. magazines. He has led top-performing sales teams at high-growth startups and is a former VP of Salesforce, where he created the Sales Leadership Academy program. 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. Would you like to be a part of a community of like-hearted sales professionals? Learn more about the Selling From the Heart INSIDERS Group at www.sellingfromtheheart.net/insiders.

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/

Always running, always busy, always so much more to do than there is time to do it! Such is the life of the self-employed business owner but it doesn't have to be that way.My guest today is Jeffrey Shaw, author of 'The Self-Employed LIfe´and ´Lingo´. Because I am self-employed and many of my listeners are self-employed or would like to be, it made so much sense to speak to a man who understands what most business owners get wrong. So much so, he wrote the book on how to get it right and not from the business methodology side but about understanding what you need to know about yourself in order to be able to flourish as a self-employed person.I took so many lessons away from this chat and whilst re-listening to edit the show, I realised some things I missed in the live chat. If you think you know how to be great at being self-employed and understanding yourself and your brand as a self-employed speaker, coach, consultant or whatever... you may be surprised what you'll learn from this chat.Jeffrey gave two great book recommendations, one of which I've already downloaded ready to read is Black Sheep by Brant Menswar. The other is Sell the Way You Buy by David Priemer.You can discover Jeffrey's core values on his website: JeffreyShaw.com and you can take the self-employed assessment for free here: http://selfemployedassessment.com/ I took it myself and it's really quick to fill out.Remember to share the show with your network and join me again for more amazing guests very soon.Please consider supporting the show by buying me a coffee, joining my VIP gang or sponsoring the show, all available here: https://speakinginfluence.supercast.tech/ Your support means the world to me and means I can keep making the show and making it better. Much love, JohnnyWith the amount of screen-time we have these days, it's a good idea to think about protecting your eyes. Baxter Blue glasses can filter out up to 80% of the blue light we get from our screens, easing eye strain and improving sleep. Baxter Blue are available in prescription strength and they give a pair of reading glasses to a person in need every time someone buys a pair. Get 10% off as a listener to this show https://baxterblueglasses.pxf.io/c/2544961/1031264/11471Support the show (https://speakinginfluence.supercast.tech/)

======================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.

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

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.  

Former Salesforce and Influitive VP Sales David Priemer joins the podcast to discuss how to create and sustain great sales culture in modern B2B sales organizations - what defines elite culture and how it drives revenue. https://ambition.com/blog/entry/2018-02-26-sales-influencer-david-priemer/

David Priemer is Vice President of Sales at Influititive. Psychology of sales - sales has evolved a lot ove rthe years. Vendors used to have all the information. The relationship between buyer and seller has fundamentally changed thanks to the Internet. Emotional intelligence and sales psychology has become tremendously important.  Matt asked David what he recommended to sales managers, leaders and trainers about implementingand integrating a better sales psychology and sales practices.  "Old ways are selling... we try our best pitches, we make calls..." This doesn't fly anymore. Time is too precious. Social Selling methodologies and tactics make the best use of everyone's time, including the target buyer.