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David Craig White

Startup Consultant & Executive Coach

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B2B Sales Tips

Read my latest articles on B2B sales, and don't forget to check out my sales training and sales coaching services if you're looking for help for you or your sales team.

The Ultimate Guide to Crafting a Winning B2B Sales CV

Published by David Craig White

Crafting a Winning Sales CV Resume

Read the Ultimate Guide to Crafting a Winning Sales CV/Resume.

Handling Objections: The Ultimate Guide for B2B Sales Pros

Published by David Craig White

Handling Objections

Handling objections is often the most challenging and rewarding part of the sales process. And it’s also one of the most common requests for help I get from sales professionals when delivering sales training or sales coaching sessions. When you’re trying to close a deal, objections can feel like brick walls standing between you and […]

The Secret to Successful Sales Training

Published by David Craig White

Successful Sales Training

Introduction In my two-decade career as a sales trainer and coach, I’ve trained over 5,000 individuals in more than 65 countries. I’ve worked with salespeople from every corner of the globe, with a broad spectrum of experience levels. The one universal truth I’ve found is that no matter how high-quality a sales training program may […]

The Power of Intuitive Learning

Published by David Craig White

Intuitive Learning

Unlocking Your Inner Sales Genius In this post, I discuss the power of intuitive learning and how it can be used to enhance your performance as a sales professional. Have you ever found yourself fascinated by the agility of a top-tier salesperson effortlessly navigating a complex deal? Have you noticed the way they conjure the […]

The Worry Tree: A Simple Story About How to Switch Off from Work

Published by David Craig White

A man hired a carpenter to help him restore an old farmhouse. The carpenter had a rough first day on the job. First – a flat tire made him lose an hour of work. Then his electric saw quit. And at the end of the day – his pickup truck refused to start. While the […]

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Sales Topics

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  • 10 Benefits of a Career in Sales
  • Cold Calling Scripts
  • Death by Micro-Pitching
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  • How to Create Raving Customer Advocates
  • How to Detect Gatekeeper Lies
  • How to Get Past the Gatekeeper
  • How to Handle Competition in Business
  • How to Handle Sales Objections
  • How to Identify Negotiation Tactics
  • How to Negotiate with Alex
  • How to Sell Value Using Features, Benefits, and Outcomes (FBO)
  • Objection Handling in 6 Simple Steps
  • Sales Negotiation Lessons
  • The Buying Zone
  • The Three Types of Sales Objections
  • What is a Gatekeeper?
  • Why Cold Calls Fail – 2022 Update

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