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On this episode of the Sales Transformation Podcast with Collin Mitchell, he is joined by David Priemer, founder and chief sales scientist of Cerebral Selling, and a lecturer of Sales Leadership at Smith School of Business.
David comes to the show bringing a new perspective on how to approach sales in terms of being firm of what you believe. Not only that, being as true to yourself and your prospects and clients in terms of how you feel about doing things that you might feel uncomfortable about for the sake of selling.
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HIGHLIGHTS
01:35 The how, when, and why David started his journey and progression in sales
04:00 The "Cobra Kai Paradox" based on David's first chapter of his book
08:35 Sales is all just about helping
14:20 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 David
QUOTES
04:02 "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:
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Welcome to the Sales Transformation Podcast, the definitive stop for leaders driving change in the sales world. Hosted by Kevin Warner, we dive deep into the minds of Founders, CEOs, VPs of Sales, and Sales Development Leaders from trailblazing startups to industry-leading public companies.
Our mission is simple: to illuminate the path to extraordinary sales leadership. We explore a broad spectrum of sales territories, from the intricacies of Founder Led Sales and Outbound Sales to the transformative potential of Technology in Sales and Social Selling. Whether it's mastering your CRM, optimizing conversions, scaling sales teams, or engineering a complete Sales Transformation, our conversations are set to challenge the status quo and redefine sales success.
With a new content every day of the week, we bring you unfiltered interviews with the luminaries of sales, people who have not just succeeded but transformed the way we think about sales. Kevin Warner also shares sharp, tactical sales tips every week, packing decades of sales wisdom into bite-sized insights.
So, if you're ready to rewrite the sales rulebook and learn from the best in the business, the Sales Transformation Podcast is your ticket. Write us a review, share the show, and join us on this journey of sales evolution. Let's transform the way we sell, together!