Get your FREE Vidyard account and bonus Video Sales Process Playbook here!HIGHLIGHTS01:35 The how, when, and why David started his journey and progression in sales04:00 The "Cobra Kai Paradox" based on David's first chapter of his book08:35 Sales is all just about helping14:20 How to manifest passion and conviction that is "regular"19:26 Being prescriptive or sometimes called the "challenger method"23:30 How to connect with DavidQUOTES04:02 "The way we learn how to do sales is from our sensei, right? Whoever our manager was is a lot of 'here's what I do, here's what you should do.'"06:00 "Sales is so different than it was 10, 20 years ago because buying is so different. But the average age of a seller is also decreasing. Some people know that if you're out there hiring a manager and you know the average age of a sales person you're getting less experience for the money nowadays."10:11 "Leading with what you believe, or leading with feelings. So rather than leading with the product"13:58 "With all due respect, most of us, especially in B2B tech, we do like normal things. We sell CRM, we sell middleware, we sell security software, we're not curing cancer. Or we're not feeding starving children in third-world countries."19:09 "The impression that you leave, the experience that you give people, whether you work with them and whether you don't, whether you stop working with them, it really matters."23:05 "People can tell if you're being authentic, people can tell if you're lying, people can tell if you're being prescriptive, people can tell if you believe in what you're selling or not."Learn more about David in the link below: LinkedIn - https://linkedin.com/in/dpriemer/Website - https://cerebralselling.com/Website - https://cerebralselling.com/salesacademy/Amazon - https://www.amazon.com/Sell-Way-You-Buy-Approach/dp/1989603203/If you enjoy the Sales Transformation Podcast, please subscribe, share, and send us your feedback. Please make sure to rate us and leave a review on Apple. Learn more about Collin in the link below: LinkedIn - https://www.linkedin.com/in/collin-saleshustle/Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.