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Previously David held several executive leadership positions at leading technology companies including Salesforce, where he was the Vice President of Commercial Sales and creator of the Sales Leadership Academy program. He is also an Adjunct Professor at the Smith School of Business at Queen’s University.
David holds a B.Sc. in Chemistry and Atmospheric Science from York University and a Master’s degree in Chemical Engineering from the University of Toronto. When he’s not thinking about Sales, David loves to cook, write, and spend quality family time with his wife and three daughters.
Do you like talking to salespeople? Neither do your customers! Yet, in a buying landscape full of infinite choice, information, and distractions, the most successful sales teams will be the ones who deeply align with the tactical and emotional elements of their customer’s journey. In this session 4-time tech entrepreneur, founder of Cerebral Selling, and author of the Bestselling book Sell The Way You Buy, David Priemer, shares critical lessons for injecting high-conversion messaging, discovery, and objection-handling tactics into your sales operation.
The modern buying landscape is vastly different than it was even ten years ago. Advances in social technologies, the availability of information, combined with the sheer numbers of solutions flooding the market, have resulted in a new breed of modern buyer. One who is more empowered but also more skeptical, resistant to change, and unclear of the unique value you bring. To keep pace, sales and marketing teams need to adapt their approach to avoid getting lost in the sea of sameness. In this talk, David outlines the key principles modern sellers and marketers will need to master in the battle for customer mindshare and how to operationalize them.
As leaders we’re tasked with driving the engagement, performance, and career development of our people. Central to these tasks are key leadership behaviors that hugely impact our success and ability to grow and scale our businesses quick, especially during times of change. Unfortunately, many leaders aren’t explicitly aware of these behaviors and according to the data, even those that are, have often not mastered them! The insights from this session will apply to organizations of all sizes, from entrepreneurs to enterprise, and will be of particular interest to anyone in a leadership role.
Central to peak performance in sales and business is the understanding of how our emotions and that of our customers influence our ability to execute. From negotiating agreements to our ability to persuade others to providing high value feedback to our colleagues, top professionals masterfully command emotional information to guide thinking and behavior. This session will introduce the concept of emotional intelligence, and provide tangible examples of how to harness the power of emotional awareness in your sales, business, and interpersonal interactions.
“Our Sales and Customer Success teams loved how David challenged them to think about sales differently. His delivery was very engaging and his honest, empathetic approach really helped put us in our customers’ shoes. The content covered many relevant concepts and armed the team with tons of tactics they could use immediately. Highly recommend!”
“David delivers the best quality management and sales content we have seen. He gets beyond tactics to the science behind why those tactics work and his approach makes it easy and enjoyable for the team to absorb new concepts. We have seen a significant change in the sophistication of how our team approaches conversations with customers and prospects.”
David’s approach redefined how our global sales team looked at selling like no other training I’ve seen! His content is superior and his delivery is impeccable and engaging. I have never had sellers come back to me after training and ask “When can we do more?!?” That’s when you know they learned a ton.
– ALESSIO ARTUFFO, CRO AT DOCEBO