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Our popular sales blog is where top sales people and leaders go when they want fresh insights that are based on science and will help them improve their sales.

My First Day In Sales

My first job in sales was almost an accident.  I had just completed my master’s degree and was in desperate need of a job.  I looked in the paper under sales, because I naively thought that “I would be good at sales.”  I saw an ad that read, “no experience necessary, make six figures.”  I thought to myself, “I have no experience and I would love to make six figures, sounds like the job for me.”  I called and set up an interview and the next day met with one of the company’s sales managers, who asked me a few basic questions such as, “Do you have reliable transportation?”  “Yes,” I answered.  Then he asked me a tougher question, “Do you like people?” “Ah……………………. yes” I responded. Read More My First Day In Sales »

11 Biggest Mistakes Sales Professionals Make in Their Presentations

This guest post is by renowned speech coach and sales trainer Patrica Fripp.  Join Patricia and David Hoffeld onThursday, November 17, 2016 at 2:00pm PST, when they collaborate to bring you a web event based on David’s new bookThe Science of SellingRegister and enjoy a replay even if you can’t attend this complimentary web event. In the meantime, continue reading as Patricia shares the 11 biggest mistakes sales professionals make in their presentations. Read More 11 Biggest Mistakes Sales Professionals Make in Their Presentations »

Sales Innovation Does Not Occur By Looking In The Mirror

In the past, sales leaders attempted to innovate by looking for best practices.  That is to say, they look at what top salespeople are doing and implore others to go and do likewise.  In other words, we attempt to innovate by replicating what others like us are doing.

What have the results been from these attempts to use the mirror as a tool for innovation?  Not good.  The data reveals that nearly half of all salespeople fail to meet their quota and many of the most commonly taught sales behaviors hinder potential customers from making a positive buying decision.  In short, there is an alarming problem! Read More Sales Innovation Does Not Occur By Looking In The Mirror »


The Science of Selling is a different kind of sales book.  What makes it different?  It’s not based on my career in sales or best practices that I made up by evaluating a certain group of salespeople.  Instead, it’s based on what selling should always be focused on – buyers.  Well, more specifically what thousands of scientific studies have proven regarding how potential customers’ brains make buying decisions. Read More Why I Wrote THE SCIENCE OF SELLING »

What is Science-Based Selling?

What enables one salesperson to outsell another? Why does one sales process produce superior results, while others do not? The good news is there’s a clear, science-based answer to these questions. Over the past few decades, there has been an explosion of scientific research on how the human brain makes choices and which factors influence what we say, how we act, and what we decide to buy. Today we know that heightened levels of sales performance are a result of how closely aligned sales behaviors are with how the brain naturally creates a buying decision.  In other words, the more your way of selling mirrors how your buyers’ brains are influenced and naturally form buying decisions, the more successful you will be.  Read More What is Science-Based Selling? »