The Data Has Spoken: The 6 Sales Skills You Need to Stay Relevant in 2019

The skills that Sales Sherpas™ need to guide their customers through their buying journey are much different from what drove success in the past.  The future of the sales profession seems to be changing daily.  New technology and rapidly changing customer needs are combining to reshape the foundations of the success as we move into the heart of the 21st century. So it begs the question: How can you stay relevant and excel as a sales professional?  What skills will keep you on the path to success? Luckily, the LinkedIn 2018 Emerging Jobs Report that came out at the end of 2018 has some answers.  It makes a compelling case that … [Read more...]

The Answer to Life, the Universe, & Everything

In Douglas Adam's 5-book trilogy, The Hitchhiker's Guide the Galaxy, there's a running gag about the Answer to Life, the Universe, and Everything. The characters find out that the Answer is 42. But Adams also posits that the Answer and the Question are mutually exclusive.  If you know one, you can't know the other.  So nobody can figure out what the actual question is. It amuses me because now that I'm 42, it would be nice if I had a few answers myself.  I've been thinking about this as I get ready for a new addition to our family.  If my son was asking me for some answers, what would I share?  While I most certainly do not have the … [Read more...]

Why Mindfulness in Sales Will Make You Happier and More Effective

When people think of "mindfulness" their minds are often filled with images of monks calmly meditating in a lotus position next to a flowing stream. They rarely connect mindfulness with salespeople prospecting on the phone or delivering a sales presentation. But I'm going to suggest that salespeople can get a lot out of mindfulness tools.  It can help them improve both their personal satisfaction and professional success.  It can help them focus.  And yes, it can help them sell more. Let's look at why mindfulness can be a powerful path for salespeople and how they can start walking it. The Mindfulness Trend in Business Mindfulness … [Read more...]

How Peer Pressure Kills New Sales Initiatives (And How it Can Save Them)

Let’s be honest, the world of selling is changing a lot right now.  For those responsible for leading, managing, and coaching sales teams, there is always a new program or tool to adopt. But, as you might have found out, it is rarely an easy transition.  Getting people to adopt new behaviors is hard. There is usually a lot of resistance and change is slow. Many factors impact that friction, but there’s a big one that escapes most people’s attention. Peer pressure. Peer Pressure Stymies New Programs On a recent podcast by author Malcolm Gladwell, he shared a story about the career of Wilt Chamberlain. Wilt, while one of the best … [Read more...]

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David is an internationally-recognized keynote speaker, sales trainer, and business coach.  He focuses on bringing the human-to-human back into sales, social media, networking, and entrepreneurship.

He is the best-selling author of 8 books on sales, networking, social media, and entrepreneurship.  And he is also a prolific contributor to blogs in the sales and marketing space.

His goal is simple: help people become RockStars in their professional lives so that they can have a positive impact on those around them.

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