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David Mears


A Mandel's Chief Sales Officer, David is responsible for Mandel's sales growth, as well as key strategic global accounts. He is an expert in sales strategy development and execution and regularly consults with Fortune 500 companies about their sales strategy design and execution plans. Prior to joining Mandel, David was an executive team member at BayGroup International,  where he was involved in strategic project work both internal and client facing. David has also held senior roles with Learning International.


Recent Posts
Think Before You Speak: Engineering the First 60 Seconds of Conversation
April 20, 2017
Securing an initial conversation with decision makers is tougher than ever. When you do finally get someone's attention or time, the first 60 seconds of your interaction are critical. Which is precisely why it's so important to think before you speak. To get the results you want, you must be intentional about how you engineer the first minute of your conversation. Read the blog to learn more.
Attention. Grab It!
March 23, 2017

The average person’s attention span is shorter than a goldfish’s. That can make grabbing and keeping the attention of busy professionals a challenge of epic proportions. Here are 5 strategies to help you win the attention of an easily distracted audience. (Hint: Providing better information than anyone else isn’t enough.)

What Is the Antidote to Business Anxiety?
February 23, 2017

Business anxiety is high. Geopolitics. Trade. Cyber security. Uncertainty reigns. One former White House economist suggests we're living in an "age of anxiety." Ready-aim-fire approaches to addressing the disruptive changes ahead won't work. Instead, businesses need to be proactive. How? Equip your people with the skills needed to create clarity from chaos and decisiveness from uncertainty. Learn why clearer thinking and speaking is the antidote to business anxiety and what 3 skills your talent needs to not only survive this new era, but to thrive in it.


3 Tips to Help Salespeople Generate Higher Margins
October 27, 2016

Could your salespeople be eroding profit margins through excessive discounting? Or through unnecessary product, service, or contractual give-aways? Margin erosion usually stems from the failure to establish differentiated value early in the sales process. Here are 3 tips you can use to turn margin erosion into margin generation.

Are Your Slides Killing Your Sales?
August 18, 2016
Death by PowerPoint is real. I hear it all the time from executives and B2B buyers: “PowerPoint presentations do more harm than good.” Could your sales team's poor use of slides be killing your sales? Here are three things you can do to avoid "Death by PowerPoint" and deliver more powerful, precise, and persuasive sales presentations.
Are Your Sales Reps Failing to "ROI Justify" Their Proposals?
July 21, 2016

When prospective buyers ask sales reps to justify ROI, it's typically NOT because of a lack of data or information about your products and services. Rather, it's because they haven't quite fully bought into your sales messaging or your messenger. Read on to learn what customers are really thinking when they ask for ROI justification, and what your reps can do differently.


In Sales, Content *Delivery* Is King
June 23, 2016
You've probably heard the expression, "Content is king." And, it's likely your company has spent a lot of money creating content that supports successful selling. But even the world's greatest message or content will fail to persuade if your sales reps can't deliver it effectively. When it comes to sales performance, here's why content delivery is king.
Mismanaged Meetings: Stop Wasting Scarce Executive Time
April 28, 2016
Executive time is a scarce commodity. Why do meetings squander it? Because, too often, they fail to focus on the strategic issues that are most important to executives. They fail to drive progress on the decisions that need to be made in order to move your business forward. Here are 3 things you can do to change that and to insure your executives' time is well-spent.
Mismanaged Meetings: Lessons from the Parole Board
April 14, 2016
What do business meeting attendees have in common with parole board officers? Both suffer from decision fatigue. The consequences? Productivity plummets. Decisions get delayed. Bad choices get made. Outcomes can be disastrous. How can you improve decision quality and productivity? Help your meeting leaders and attendees overcome decision fatigue with these three proven approaches.
Mismanaged Meetings: A Costlier Problem Than You Think
March 31, 2016
Is your organization stuck running mediocre meetings that fail to move the needle on important projects and business goals? You're not alone. Distraction and disengagement have reached epidemic proportions and it's killing the "Return on Meeting Time" of companies everywhere. What's the antidote? A common meeting communications framework. Here's why...
Are You Paying the Hidden Price of Workplace Distraction?
February 18, 2016
The decision makers whose attention you're trying to get are too distracted to hear a word you're saying. The implication: having a great business idea is no longer enough. You’ve got to be able to present it in a way that GRABS attention and KEEPS it. Your ability to do that boils down to whether you can accomplish these 3 things quickly…
Do You Demonstrate the Most Desired Interpersonal Character Trait?
November 12, 2015

What characteristic do we prize most in the people with whom we interact? Learn how our perception of this trait is influenced by communication skills.

Are Buyers Using Idea Voodoo on Your Sales People?
October 15, 2015
Did you know that 58% of B2B sales processes end in "no decision" rather than "won" or "lost"? Is "idea voodoo" to blame? Find out why it's so darn hard to get buyers to make decisions these days and what you can do to overcome it.

Millennials Want Feedback: What Will You Tell Them?
October 01, 2015

Millennials have surpassed Gen X to become the largest segment of the American workforce. Every company seeking to accelerate its performance needs to figure out how to engage and motivate this critical pool of talent. So, what is it Millennials want? And, how will you give it to them?

Is Your Organization Lacking the Key Catalyst to Successful Innovation?
September 17, 2015

If you think about it, your organization’s performance depends on its best ideas being turned into profitable innovations. Yet, 87% of executives believe major unexploited opportunities, ones that could make their companies market leaders, are overlooked. Why are so many companies struggling to innovate? (Hint: It's not a creativity problem!)

A Leading Cause of Pipeline Mortality
May 28, 2015
Your company, like most, probably invests in sales training that helps team members become more consultative, insight-driven, assertive, and challenging in their approach.  But, none of that training addresses a leading cause of pipeline mortality. This week, find out what could be causing your sales opportunities to die prematurely and what you can do about it.
Measuring Training Effectiveness: Is Your Scrap Learning Rate Too High?
April 30, 2015
Clients often ask, “What’s the best metric for measuring training?”  It can be difficult to tie communication skills training directly to cost savings or performance gains. Difficult, but not impossible. You just have to use the right metric. And, that means taking an honest look at how much of your training is going to waste.
Can Your Sales Team Get Executive Buyers to Say Yes?
April 09, 2015
Executives today are making or influencing more and more buying decisions (especially when it comes to technology).  Is your sales team ready to engage executives in conversations about the business challenges that keep them up at night?  This is where traditional sales training fails. Here’s how you can fix it.
In Business, It's Personal...
March 27, 2015
It's just business - nothing personal." How often have you heard someone use that phrase to justify a decision based on the bottom line, even when that decision created pain and problems for employees or customers? It's called the "It's just business trap," and it can sabotage your organizations ability to succeed. Here's how to avoid it.
The Surprising Reason Your Leadership Program is Failing
February 12, 2015
Leadership gaps are a top business challenge today, despite strong corporate investment in leadership development. Why is that? Leadership development programs may be missing the most critical skill set of all...
Are Your Sales Reps Presentation-Ready?
May 22, 2014
While customer-driven dialogue should be the goal of every sales meeting, make no mistake: there are key “moments of presentation” during these conversations that can determine your success or failure. The best sales people know when they need to shift gears and jump into presentation mode, and they do it well because it's a skill they've practiced.

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