The Science of Cultivating Creativity

The ability to devise creative responses and solutions is a hallmark of elite sales people.  In the past, many thought creativity was simply a gift, something you either had or didn’t.  However, a growing amount of research has redefined what we know about how to cultivate creativity.

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, …

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 book, The Science of Selling. Register 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 …

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 …

Why I Wrote THE SCIENCE OF SELLING

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.

Should A Manager Be Liked?

Why are some managers more effective than others?   In the last few decades there has been a substantial amount of research that has verified the specific behaviors that can increase management effectiveness. One of the most surprising research findings was that great managers are liked by those they manage.  The following are four reasons why management likeability is essential.