In Paul’s interview with David Newman, they provide valuable insight into some of the most common challenges salespeople face, including connecting with those top prospects. Show Notes What do you like about sales? “We get to talk to people about solving their problems or getting their outcomes. We’re on the same side of the table. We’re on the same team… I think it’s a wonderful, collaborative process and at the end of it, you make money.” David Newman “If we reframe the entire front-end of the sales process as simply a series of invitations to a conversation, I think all the mystery and all the drama starts to go away.” David Newman Have one of your top executives read your prospecting message and ask, “Would you meet with me based on how this looks?” Be ready for an open and honest answer, but it will make you better. “The best of the best are the ones who invest.” David Newman (Look at the “Best Of” lists.) Tune in to find out just what “value-rich follow-up” means.  Find out more about David Newman and his new book Do It! Selling, at doitmarketing.com. Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.