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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.

How to Create a Website: The Ultimate Guide for Startups

Published by David Craig White

How to Create a Website

If you’re an entrepreneur, small business owner or maybe even a marketer, you’ve probably already created or thought about how to create a website. Many people think creating a website is a complex task that requires advanced technical skills, development resources and lots of cash. But this is simply not true. I self-taught myself how […]

Domain Name Registrars

Published by David Craig White

This page is under construction.

How to Handle Competition in Business

Published by David Craig White

How to Handle Competition in Business

Knowing how to handle competition in business is critical, and there’s one common mistake you must avoid at all costs. Never attack, criticise, or say negative things about them. It’s unprofessional and a tried, tested and failed sales strategy. The more attention you give your competitors, the bigger problem they become. I’m not advising you […]

How to Sell Value Using Features, Benefits, and Outcomes (FBO)

Published by David Craig White

How to Sell Value Using the FBO Formula

Learning how to sell value is one of the most transformational skills you can master. It will take your sales career and earnings to another level. When I started as an untrained salesperson in the late 1990s, the best way to sell was to reel off the long list of features included with your solution. […]

The Buying Zone

Published by David Craig White

The Buying Zone

Timing is everything in sales. You can call a prospect one week, and they will put the phone down on you, and you can call them the next, and you’ll close a sale. One of the reasons for this is that situations change. Maybe your prospect did not need your solution last week, but they […]

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Sales Topics

  • B2B Sales Tips
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  • 10 Benefits of a Career in Sales
  • Cold Calling Scripts
  • Death by Micro-Pitching
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  • How to Control Your Emotions
  • 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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