Clip: Things David Believes that Average Sellers Don’t

I still believe in hand written notes and I still believe in FedEx packages. I still believe in coming up with ways through those methods to kind of cut through the noise. I’ll tell you I do believe that getting to VITA and staying at VITO is possible. I think it’s not as hard as some people may make it out to be. If you can again lead with the value to their organization with the business case with the why. And then the last piece is I’m happy to walk away. I mean if there’s not a clear alignment between both organizations it may not make sense and that’s OK. And I think I still see salespeople that try and save the deal or fight for the deal or try and win unwinnable deals or spend their time on deals that have low to no probability of closing and if based on deal qualification and based on MEDDPICC. If everything’s in the red probably not going to close. Why are we spending so much time on it?”