Clip from Episode 24: ADP Sales Pro, David Weiss, on Generating 2-3X Results with a Strong Sales Methodology:
What that means to me is never stop learning. The shark stops swimming it dies. So for me my thought there is read as much as you can learn as much as you can. Early on in my sales career there was a lot of different methodologies I’ve picked up whether it’s SPIN Selling or Miller Heiman or Challenger or one I’ll get into called MEDDPICC or books on sales negotiation. I relate it back to If you want to be great at anything you have to become a student of that thing and really understand what makes people amazing at what that thing is and be able to break it down and re-engineer it in your own way and that to me is what being a student of sales is all about.
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More clips from Episode 24: ADP Sales Pro, David Weiss, on Generating 2-3X Results with a Strong Sales Methodology:
Being a Student of Sales
Taking Sales Seriously
220% of Plan in the Elite Quota Group at ADP
Learning the Fundamentals of Sales at Aramark
Building a Sales Process from Multiple Methodologies
Selling to VITO and Getting Meetings with CXOs
Working WITH Executive Assistants
Only Travel for Qualified Opportunities
The MEDDPICC Sales Process
Prospecting Discipline
The Accountability Factor and Getting it all Done
From Sales Demo to Alignment
Sales Qualifying Criteria
Challenger Sales Style
Sales Motivation
Setting Sales Goals
David’s Information Diet
The 7 Immutable Laws of Sales Negotiation
Things David Believes that Average Sellers Don’t
Work for Great Organizations and Great Mentors
Sales is a Science
Sales Success is the Responsibility of the Individual
How to go from Good to the Best in Sales
Building your own COMPLETE Sales Process