Startup Consultant & Executive Coach
Published by David Craig White
There are four very distinct salesperson types you must be able to identify as a sales leader. There are the classic hunters and farmers we all know. And there are two hybrid salesperson types. In this article, I will break down each salesperson type and describe the characteristics of each. Why Knowing Salesperson Types is […]
Published by David Craig White
What is the secret sauce for creating raving customer advocates that never leave? I’m talking about customers that will repurchase and renew time and time again and never even entertain a conversation with your competitor. Three words. Under Promise. Overdeliver. Amazon and Gong.io Set the Bar Although I had heard the saying ‘Under Promise. Overdeliver’ […]
Published by David Craig White
In this article, I share the most important sales negotiation strategy lessons I have learnt throughout my career and talk about the importance of negotiation cultures. During my sales career, I have been lucky enough to win clients in over 60 different countries. I’ve also trained and coached thousands of people in 128 countries and […]
Published by David Craig White
In this post, I am going to share with you the two critical negotiation lessons you need to learn from to improve your sales negotiation skills. If you want to learn how to negotiate, try having kids. When I became a father in 2010, I can honestly say my sales and coaching skills were tested […]
Published by David Craig White
When it comes to breaking bad habits, there are not many that are tougher to break than micro-pitching. What is Micro-Pitching? Micro-pitching is the habit of pitching your solution multiple times during a conversation. It usually starts with you asking a question, which your prospect answers. You then match one of your features or benefits […]
