Podcasts about sales leadership academy

In this episode of the Exceptional Sales Leader Podcast, I welcome Bernadette McClelland, a seasoned sales leader and inspirational keynote speaker, to discuss her diverse experiences in the sales industry and her impactful work with the Sales Leadership Academy. Bernadette shares her fascinating journey from working at Xerox in Australia to becoming a renowned global influencer in sales leadership. Her story includes overcoming personal challenges and triumphs, such as recovering from bankruptcy and illness, to eventually assisting high-level executives and sales leaders in maximising their potential. Bernadette touches on her compelling volunteer work with incarcerated individuals, shedding light on how leadership principles can transform lives both inside and outside of prison. She highlights the importance of empathy, resourcefulness, and self-forgiveness, drawing parallels between leading a sales team and supporting individuals in high-security environments. Furthermore, Bernadette delves into the future of sales leadership in the age of AI, advocating for the necessity of codifying one's expertise to remain relevant and influential in shifting business landscapes. Through insightful anecdotes and actionable advice, this episode serves as a rich resource for anyone interested in sales leadership evolution and personal growth. To connect with Bernadette, and to learn more about the Sales Leadership Academy, please go to: LinkedIn - https://www.linkedin.com/in/bernadettemcclelland/ Website - https://www.bernadettemcclelland.com/ Sales Leadership Academy - https://salesleadershipacademy.com/

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

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”.

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!

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

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.  

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.

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

➡️ 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

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.

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

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.     

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)

The greatest gift we've been given during this pandemic is the gift of time. Why not use this time then to hone in on developing specific skills, update our materials, and set ourselves up for coming out of this as prepared as ever? For those of us who provide services, this is the perfect time to reframe how we think about selling. How do you want to be perceived as a seller? So often sellers think it's better to provide our customers with a lot of choices. The truth is that most of our customers would prefer we ease their decision-making by applying our expertise and curating their options for them. If we are able to apply empathy to how we sell- without letting it make us lazy- we will be revered as someone helpful and customers will be grateful for the experience.  To dive into the essentials of modern selling, I've brought David Priemer onto the podcast.  David is widely recognized as a thought leader in the area of sales and sales leadership, and has been published in the Harvard Business Review and 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. His new book, Sell the Way You Buy, gets to the root of what truly drives people to buy, and arms salespeople with the insights and knowledge they need to respond to customers' needs. To learn how to genuinely put yourself in your buyers shoes, download this episode now. THE BLUE SKY WARRIOR “We are often not conscious of the pathways by which we make purchasing decisions.”” - David Priemer Highlights - Always remember the humanity of what you do.  90% of high performers have a high degree of empathy. Empathy is not an excuse to be lazy.  Being politely persistent is a great formula.  It is important to understand the status quo bias of customers. Having a prescriptive approach to selling makes decision-making easier for the buyer and increases satisfaction. Forget everything you know about the value of what you are buying.  We buy feelings. Crises tend to bring forth a spike in human evolution.  Guest Contact - David's Website David's Instagram David's Twitter David's Book- Sell the Way You Buy: A Modern Approach To Sales That Actually Works Contact Jeffrey - Website Coaching support My book, LINGO: Discover Your Ideal Customer's Secret Language and Make Your Business Irresistible is now available! Watch my TEDx LincolnSquare video and please share!  Mentions - To Sell is Human Thinking Fast and Slow William Ury's Tedx Talk: The Power of Listening Resources - Have Your Website Brand Message Reviewed! Is your website and are all your marketing materials speaking the right LINGO of your ideal customers? Often it's not which is why you're not converting traffic and leads to clients and attracting your most profitable customers. Fill out the simple LINGO Review application and I'll take a look at your website. If I have suggestions for you to improve your brand message (I almost always do), we'll set up a complimentary 30-minute call to discuss. A select number of websites are also chosen for my LINGO Review Video Series. Fill out the application today and let's get your business speaking the right LINGO! Music by Jawn Sponsor- RSM Marketing Guide- 7 Tips to Get 10X More Leads From Your Website

“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.

David Priemer is widely recognized as a thought leader in the area of sales and sales leadership and has been published in MIT Sloan Management Review, Forbes, Entrepreneur, Barrons, and Inc. magazines. 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. --- Support this podcast: https://anchor.fm/georges-khalife/support

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.

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.