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It's Time to Sell Podcast: Strategies for 21st Century Selling

Dec 21, 2016

Today my special guest is David Hoffeld. David and I connected about a year and a half ago on LinkedIn and it took a bit of time for us to connect and actually do this podcast.

David is the author of The Science of Selling. He’s a true sales trainer and has spent decades researching science-based approaches to relationship-building and sales. He developed a revolutionary sales approach based on neuroscience, social psychology and behavioral economics.

I learned a ton from this episode, and I hope you do too.

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How do you serve your customers?

If you want to have a thriving business, you have to be relentlessly focused on your customer.

Interrupt, WITH value.


Show notes

[02:35] The science-based approach to sales

[04:26] Keep your attention on your customers

[07:04] Your vision will help you make easier decisions

[08:45] Getting into sales by accident

[11:20] The upfront cost of starting a business

[13:00] Freedom

[14:05] Sales as an acquirable skill

[16:05] Looking at sales with a new lens

[17:10] Acquiring the skills to sell

[19:40] Reciprocity and how to start relationships with clients

[22:10] Make connections as warm as possible

[24:00] Becoming a thought leader

[28:33] Writing, speaking, video

[31:45] David’s thoughts on scaling a business

[33:55] How to reach David



Connect with David on LinkedIn and Twitter, and check out his website at

The Science of Selling: Proven Strategies to Make Your Pitch, Influence, Decisions, and Close the Deal by David Hoffeld

Double Double: How to Double Your Revenue and Profit in 3 Years or Less by Cameron Herold