David Weinhaus

Key Milestones of the Episode:

[02:49] David's background in sales: How did he end up in sales?

[07:19]. How David transitioned from freight business into tech sales

[10:49] What has helped HubSpot scale a sales team?

[13:55] Qualities of people who transition into sales from a non-sales profession

[16:03] Is sales for everyone? Can everyone be great at sales?

[17:54]How to drive successful group coaching

[21:13] The most significant gaps that David sees in folks' skill set when they come into the program? Where do they get the most leverage from the training that David brings to the table?

[21:58] How does David help folks resist the urge to dive into the first opportunity they hear of something that they could sell into?

[24:32] The importance of questioning when it comes to sales.

[28:18] What does David to use to show up at his best day in day out? How does he remain charged up?

[33:52] How does David help people bounce back after losing a deal they thought they would win?

[37:09 What does success mean to David?

[38:01] Does David love winning or hate losing more?

[39:14] What makes a great leader? Qualities of a great leader

Key Quotes from the Episode:

"For sales, you should know a sales process and a methodology but you can only get so good at sales from watching a video or reading a book. You actually have to practice selling."

"The biggest pothole that I see with salespeople is that they don't spend enough time on the problem that they're trying to solve."

"Don't try and be somebody else. Just be uniquely yourself because in sales, the more you try and be somebody that you're not the more it’s going to suck."

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