The Game of Sales with David Perry
David is an accomplished top enterprise practicing salesperson, currently in sales and business development and global strategic accounts at Adobe in New York. Despite his fast-paced and high pressure position he has managed to pen an excellent book “Game of Sales.” Prior to Adobe, at AdRoll, Amazon and Google, David helped major brands leverage advertising solutions spanning search, display, video, mobile, and emerging technologies. Before Google, David was a Business Development Executive at IBM, where he built six strategic partnerships to deliver new enterprise offerings. Also at IBM, David was part of a small strategy consulting practice where he developed and delivered partnerships, go-to-market strategy, product strategy, competitive analysis, channel enablement, business model strategy, global solution design, consulting practice development, and growth strategy. In this episode we talk about the “Game of Sales” and David offers a lot of advice to salespeople on how to embrace and advance their careers in what is a challenging profession. Key Points of This Discussion The history behind David’s book “Game of Sales” Tough conversations with customers and the “challenger sale” David’s approach to prioritisation and effective time management How to build an “automatic pipeline” The importance of understanding and mitigating risks in a sale The key foundations for a successful career in sales David’s advice on sales calls for new business How to avoid “Horrible Meetings” How to avoid a customer going “dark” after a successful meeting The dark side of sales - how to cope with uncertainty and change Check out David’s book “Game of Sales” and you can find David here on LinkedIn