David is a sales transformation and change specialist who delivers results. After 30 years of working with sales teams across many industries in over 25 countries, David launched his own business, McMurdo Consultants, which is based in Sydney and delivers sales solutions for clients across Asia Pacific. With his extensive sales and consulting experience, he has developed practical, simple approaches and methodologies that help create effective and focused sales strategies that align to the ever-changing markets that businesses operate in. With his passion for sales, David enjoys helping sales and business development teams become successful.
“The single most important decision in evaluating a business is pricing power. If you’ve got the power to raise prices without losing business to a competitor, you’ve got a very good business. And if you have to have a prayer session before raising the price by 10 percent, then you’ve got a terrible business.” – Warren Buffet
People battling on the front lines of the sales industry know that sales has undergone a seismic transformation during the last 20 years. I recall the times when the industry emphasised the effective presentation of products – aka ‘The push’ – before the trend emerged for sales businesses to become more consultative or solution-based. What’s the current state-of-play within the sales industry – and how do developments pertain specifically to Singapore?