While a Vice President at Salesforce, David Priemer had an epiphany during one of the company’s high-pressure selling periods: the very sales tactics they were using were not working on him. Yes, the numbers still showed results, but through brute force rather than elegance and efficiency. David also discovered his teams were spending far more time on leads that did not convert to sales than on those that did. His company―and his entire profession―was acting with more than enough effort and hustle, but without enough awareness and empathy. They were not selling the way people buy which is how he came up with his book: Sell the Way You Buy.

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.” 

Today, we talk about cerebral selling, emotional intelligence, the salesperson’s role today, recruiting, motivating, and managing a sales team and we have a little surprise for you: 

Thanks to Roni Wright and the team at The Book Company who have generously offered to send David’s book Sell the Way You Buy to the first 25 people to respond to the podcast, listen to the episode for your chance to win!

Thank you, Roni and the entire team at Book Co, for your generosity and support.

Here are some additional blog resources to help you manage your team: