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David Craig White

Startup Consultant & Executive Coach

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Sales Leadership Articles by David Craig White

15 Characteristics of Elite Sales Professionals

Published by David Craig White

The Characteristics of Elite Sales Professionals

In this article, I share the 15 characteristics of elite sales professionals I have witnessed in almost two decades as a sales leader, trainer and coach. Almost every sales team consists of a small number of poor performers, a majority of average performers, and a small minority of Elite Sales Professionals. These high-performing sales professionals […]

Limiting Beliefs

Published by David Craig White

Limiting Beliefs

Limiting beliefs are the negative things we tell ourselves that stop us from trying things and ultimately limit our personal development. We often accept a belief to be true based on our experiences and assumptions rather than facts. One of the most challenging parts about limiting beliefs is that they are often subconscious, so we […]

Salesperson Types – The Hunters, Farmers & Hybrids

Published by David Craig White

Salesperson Types

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 […]

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Blog Topics

  • B2B Sales Tips (22)
  • Coaching (2)
  • Sales Leadership (3)

Recent Posts

  • How to Create a Website: The Ultimate Guide for Startups
  • Domain Name Registrars
  • How to Be More Confident
  • How to Handle Competition in Business
  • How to Sell Value Using Features, Benefits, and Outcomes (FBO)
  • The Buying Zone
  • How to Identify Negotiation Tactics
  • 15 Characteristics of Elite Sales Professionals
  • Limiting Beliefs
  • Cold Calling Scripts
  • Salesperson Types – The Hunters, Farmers & Hybrids
  • How to Create Raving Customer Advocates
  • Sales Negotiation Lessons
  • How to Negotiate with Alex
  • Death by Micro-Pitching
  • What is a Gatekeeper?
  • 7 Ways to Get Past the Gatekeeper
  • How to Detect Gatekeeper Lies
  • How to Get Past the Gatekeeper
  • Why Cold Calls Fail – 2022 Update
  • Objection Handling in 6 Simple Steps
  • The Three Types of Sales Objections
  • How to Handle Sales Objections
  • 10 Benefits of a Career in Sales
  • How to Control Your Emotions

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