David Priemer

So how can you move from selling solutions to feelings? One of the easiest ways is to look for the deep-rooted feelings and beliefs that underpin your own organization and lead with those in your customer interactions.

A recent survey found that 59% of people block unwanted phone calls or texts, 75% say they receive too many emails from brands, and 69% say this behaviour has caused them to unfollow brands on social channels. So how can modern sellers like your break through?

Try asking that question the next time you find yourself with a group of friends or business colleagues. Better yet, try it the next time you happen to be in a room of salespeople! In my experience, no other question quiets a room faster in any scenario.

Hiring top talent is tough, which is why, over time, most hiring managers develop their own system of interview techniques and questions to grill would-be employees. When it comes to specific interview questions, I’ve got collections of them sitting in an Evernote file that I’ve been carefully curating over time.

As sales leaders, coaching sales reps can sometimes feel like eating a triple-decker cheeseburger. We go in excited, eyes wide open, size-up the situation, look at all the possible angles we can attack this thing from, but ultimately end up diving in without a clear plan, hoping we make our way

David Priemer is the VP of Sales at Salesforce. He is also a three-time startup guy.