Feb 26, 2015 By David Priemer

Be a Better Negotiator by Forgetting Everything You Know

I’ve learned so much about sales from being a father — not the least of which is the tactful art of negotiation.    From after-school snacks, to TV time, to bedtime routines, not a day goes by where my kids don’t challenge the house rules to better their personal... Read More

Featured, Sales, Sales Cloud

Jan 07, 2015 By David Priemer

Close More Business by Preparing for the Puppy Conversation

Did you ever want a puppy as a kid? Oh, what it would be like to have a real puppy? Playing fetch, running together in the park, snuggling on the couch. Nothing more awesome than that, right?! So what did you do? You got all fired up and with iron-clad resolve you asked (or perhaps begged) your... Read More

Featured, Sales

Dec 15, 2014 By David Priemer

Use This Secret Infomercial Formula to Supercharge Your Product Pitch

I love watching infomercials! There, I said it. I just love them. Really!   I find it fascinating how infomercials can make normal, everyday products like kitchen knives, blenders, and vacuums seem like the solution to world peace. I also love seeing how carefully orchestrated... Read More

Sales

Dec 10, 2014 By David Priemer

The One Question Sales Leaders NEED to Ask Their Teams

Selling stuff is hard work! I often say that if selling was so easy we’d be paying high school students minimum wage to do it instead of investing millions in training and methodology development, not to mention incentivizing our sales teams with highly leveraged, lucrative compensation... Read More

Nov 25, 2014 By David Priemer

4 Killer Tips for Supercharging Your Sales Coaching Sessions

Coaching is the #1 thing leaders do to drive the performance of their teams. Not surprising then that the Sales Executive Council found that sales reps who received 3+ hours of coaching per month had 17% higher goal attainment than reps who received less than 2. But despite the huge impact of this... Read More

Featured, Sales

Nov 03, 2014 By David Priemer

3 Tips for Building Massive Sales Credibility (When You Have None)

Recently, I was chatting with a fellow sales manager who mentioned his reps were having trouble generating enough pipeline (sound familiar?). “What’s the issue?” I asked. “Do your reps not have enough leads?" “No,” he said, "they have lots of accounts to call on, but they’re just not... Read More

Oct 24, 2014 By David Priemer

The Most Powerful Question in Sales (and 3 Ways to Use it)

As sales leaders, we’re often approached by our reps to weigh in on deal strategy.  “What should I do? …" “...I have this customer who’s interested in our solution and I’m trying to figure out how best to position our value.” “...I’m putting together a presentation for the customer’s... Read More

Featured, Sales, Sales Cloud

Oct 09, 2014 By David Priemer

5 Steps for Kickstarting Your Online B2B Sales Operation

If you’ve been down the road of launching a new B2B web service, you know there’s no silver bullet or quick path to success. Building and monetizing a sales machine for a new business involves lots of hard work, learning, and iteration. But whether you’re starting from scratch or already a ways... Read More

Oct 06, 2014 By David Priemer

Avoid Buyer's Remorse: 4 Tips for Hiring Top Talent

The other day, a friend of mine was asking me for advice on hiring people for his small, but fast-growing business. While I’m no recruiting machine, I have hired a number of people in my day. What have I learned? Astute (but ultimately poor) candidates can put on a good show in an... Read More