Search Results for: David Weiss

I’ve had a lot of successes but I am very thankful for the people I get to work with, the organizations I’ve worked with. ADP. Again one of the best sales cultures I’ve had a chance to work with. There’s a lot of great salespeople here that have taught me a lot and I hopefully have shared some best practices with them that have helped them as well. I couldn’t say more about some of the companies I’ve worked with and the people I’ve gotten a chance to work for and that would be one of the things that I’d stress as well. Find those good companies find those good people latch onto them stay there as long as you can as long as it’s benefiting both parties.

I’ve read over the years but right now like in front of me I’ll look at my desk I’ve got the Sandler Rules. I’m starting a brush up on Sandler selling. So I’ve got the 49 timeless selling principles and how to apply them. I’ve also got a book called Drive which talks about intrinsic and extrinsic motivation and then I’ve got the One Minute Manager because having recently got gotten back into leadership I wanted to brush up on some of the leadership skills so those are the three books I’m kind of jumping between right now and then I just it was about six months ago and I’ve read things in between. But one of the standout was The seven Immutable Laws of Sales Negotiation.

Motivation, intrinsic and extrinsic motivation. Things that motivate me I have a lot of personal desire and life goals. I honestly love sales. I love the game. I have a strong desire to be one of the best at it in the organizations I am lucky enough to work for and work with. So there’s a lot of care that I have there. The other more probably extrinsic motivation is of course around financial freedom and the ability to do what I want with my life and be able to spend time with my family. I had two parents who worked exceptionally hard. They both rose to very high levels within their careers. Senior executives, and I can tell you that one of the things when they look back on their lives they said you know what I wish we had more time to do stuff together. I was very successful professionally, but personally my professional life took a lot from us. And I’ve had that conversation with them and I have made some decisions in my life to make sure that I am there for my family. And I have tried to position what I do and my future goals to make sure that there’s a very healthy balance within my life and that’s important to me, and that motivates me.

I’m a firm believer of challenger sale. I think I’ve followed it and was taught on it from when it first came out so I consider myself a challenger. I mean teach tailor take control. My style within challenger is I see myself kind of as a facilitator as a consultant. I don’t even necessarily call myself a sales person all the time anymore. I feel like my job is to speak to executives or speak to people about the business challenges that they’re having. Try to understand the implications of those business challenges on their bottom line. And then align my company solution to them. And if it’s a fit, great. If it’s not that’s ok too. Let’s walk away as fast as possible because we’re both busy people and we have other things to do.

One of the things I focus on every single week is prospecting and I task manage myself like you wouldn’t believe. I currently work from home if I didn’t a task manage myself I’d probably be out golfing. So I’ll put my prospecting time my client follow up time all my meeting times everything I’m going to do. I have in my Outlook calendar so I treat all of those things and I think this has been important. I treat all of them like they are client meetings. So if I have on there prospect from noon to 1 on Monday. I am prospecting noon to 1 on Monday. Everything else is not important at that time no matter what it is just like if I was in a client meeting I can’t just stop my client meeting to respond to an email or do something else. I treat the things on my calendar and I take them seriously and I block those times off accordingly.