David Weiss — The Science of Sales
There is a methodology that will bring you success
David Weiss was the #1 seller in his division last year at 220% of plan in the Talent Acquisition Solutions Division, as a part of the Global Enterprise Sales team at ADP. He is the subject matter expert who speaks with executives about the talent acquisition marketplace and how ADP’s solutions can impact them. By adopting a very scientific approach to sales, David has managed to work his way to #1. His method is teachable, learnable, and anyone can do it — he guarantees a definite improvement in your results if you follow in his footsteps. Tune in to learn more about David’s sales methodology and process, and take yourself to the top too!
Shareable Clips & Quotes:
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
The Accountability Factor and Getting it all Done
From Sales Demo to Alignment
Sales Qualifying Criteria
Challenger Sales Style
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
[:45] Scott introduces his guest for this episode — David Weiss.
[1:54] What are the top three things that have allowed David to get to the top?
[2:49] What does it mean to be a student of sales, and how does David approach being a student?
[3:40] Where is David getting the information he needs to be constantly learning?
[4:28] David treats sales as a sport, and a science. He elaborates more on what that means.
[5:24] What does “practice” look like for David on a daily or weekly basis?
[6:25] Scott gives a shout out to ViewedIt — check them out at top1.fm/v!
[7:20] How is David going about seeking mentors and building those relationships?
[8:57] When David is considering a new role or opportunity, how important of a criteria is having a good leader?
[9:44] What is David’s evaluation process to determine if a leader is going to support him and help him grow?
[10:40] What is David’s role at ADP, and how did he get to #1?
[12:18] David quantifies his results at ADP.
[13:25] How is David maximizing his overlay-type role?
[14:35] How did David get into sales? He talks a little about his origin story, and his career leading up to ADP.
[17:16] David has vacillated between leadership and individual contributor roles. How do they compare?
[18:11] What would David do differently if he could start over?
[19:13] What was the biggest challenge that David has faced in his career, and how did he overcome it?
[24:01] David explains his sales process and methodology.
[28:04] David does not do much calling, so how does he actually get clients?
[31:18] What is David’s success rate with getting clients based on his campaign?
[31:51] Part of treating sales like a sport means David tracks his stats quite carefully. What are some of the key metrics he focuses on?
[35:35] It’s important to always keep things in the pipeline. One of the things David focuses on every week is prospecting.
[36:53] How much time does David spend prospecting each week?
[37:38] David talks us through his routines.
[40:08] What does a typical Tuesday or Wednesday look like for David?
[41:42] David determines what needs to get done every week, the previous week!
[42:54] David takes us through the details of his sales process — the Challenger Sales model.
[43:54] Once he’s actually in the deal cycle, David uses a methodology called MEDDPICC.
[48:50] What is the origin of MEDDPICC?
[49:46] How does MEDDPICC map to stages on David’s whiteboard?
[52:42] David will not travel to meet a client until he determines that it has a high enough degree of being a done-deal. How does he evaluate that?
[53:56] What is David’s style and how does he execute this process?
[55:04] What motivates David?
[56:47] How does David think about and approach goals in general?
[59:03] What is David’s ‘why’?
[1:00:23] What are some other core habits, routines and rituals that are central to David’s success?
[1:01:03] What is David’s information diet like?
[1:04:54] What are some tools and apps that drive David’s day?
[1:06:07] How often does David update his whiteboard that tracks his progress on different accounts?
[1:06:30] Join the Sales Success Community to get access to all sorts of free goodies! Go to top1.fm or text top1 to 444999!
[1:07:20] What is something that David believes that the average seller thinks is crazy?
[1:09:34] What are the most important decisions and lessons that David has had to make to get where he is today?
[1:11:07] David shares his favorite sales story.
[1:14:29] How did David end up moving from Rochester, where he started out, to Houston, where he is today?
[1:16:27] What advice does David have for someone starting out in their sales career?
[1:17:59] Is it the responsibility of the individual seller to consolidate all the great information out there, or should they just focus on working for a great organization with the right foundation?
[1:20:06] There is a wealth of information about sales methodology, and trying to process it all can be overwhelming to someone starting out. How should you tackle it?
[01:22:10] David has a powerpoint on MEDDPICC that he’s making exclusively available to members of the Sales Success Community!
[1:22:54] David dishes out some advice for someone looking to take their sales career to the next level.
[1:26:17] If sales is a science, is there one formula that applies across all sales situations?
[1:34:11] What question would David like to ask other top sellers like himself?
[1:35:14] Who is the most successful salesperson David knows personally?
[1:37:36] David challenges you to break down the steps of your sales process, find the areas that need improvement, and seek out people to help you improve.
Mentioned in This Episode:
David Weiss on LinkedIn
Spin Selling, by Neil Rackham
The Challenger Sale, by Matthew Dixon and Brent Adamson
Consensus Selling, by CEB
Closing Time: The 7 Immutable Laws of Sales Negotiation, by Rob Hubsher
Selling to VITO, by Anthony Parinello
Start with Why, by Simon Sinek
The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them, by David Mattson and Bruce Seidman
Drive, by Daniel H. Pink
The New One Minute Manager, by Ken Blanchard and Spencer Johnson