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Thoughts On Selling
Those of us in revenue driving roles are always doing; which leaves us little time for thinking and refining our trade. This blog is meant to synthesize concepts and ideas into short and digestible, sometimes amusing, posts meant to help you grow your business and your career.
Managers can use these posts to think about coaching and training, and front line sellers and account managers can use them to think about driving more business.
Ask With A Purpose
The more the buyer talks about their problems, and their desired outcomes, the more likely they are to get frustrated, angry, hopeful, or excited, and all are good.
Dan Greenberg
1 day ago4 min read
The AI Economy: Why Sam Altman Is Wrong
It is very likely that over time, as it becomes increasingly easier to execute on functions and outputs that differentiate businesses today, it will end up being the things that businesses cannot do today, that new technology will eventually allow them to do, that will be competed on most fiercely down the road.
Dan Greenberg
Dec 17, 20256 min read
Revenue Per Head Is The Only Metric That Matters
Once we understand that incremental sales get harder, we can begin to wrap our minds around the concept that as costs increase, the margins decrease and that will mean that the only way to fundamentally improve margins over the long run is to set up process and operational systems that allow for fewer people, and fewer highly paid people to drive more business and work with more accounts.
Dan Greenberg
Dec 3, 20255 min read
Sales Always Get Incrementally Harder
This means that sellers will spend their time working with the easiest clients to sell to. By definition, this means that every single incremental sale is harder than the one before it.
Dan Greenberg
Nov 20, 20257 min read
AI Is Not A Black Box
There is a fundamental barrier preventing revolutionary results and that is the lack of compatibility between AI and the human ability to leverage that output.
Dan Greenberg
Nov 5, 20256 min read
Presentation As Art
Sales presentations really can be like art. Sure, it’s nerdy, somewhat boring, and definitely not culturally relevant art, but art, nonetheless. Buyers have to be emotionally engaged in the story, and then will find intellectual justification for their excitement and decisions.
Dan Greenberg
Oct 22, 20254 min read
How To Run Demos & Presentations
As sellers, we want to be talking about problems and desired outcomes, and skip over the conversation about solutions.
Dan Greenberg
Oct 6, 20256 min read
Becoming A Top-Down Storytelling Culture
The path between problem and solution is paved by facts and information, while the path between the status quo and the desired outcome is paved by human obstacles, the fear of not overcoming those obstacles, and the hope of ending up in a better reality.
Dan Greenberg
Sep 17, 20256 min read
The 4 Matrices of Sales Material and Pitches
The trick is to remember that the presentation is not the slides. The story that you tell is the presentation, and the slides are just one iteration in aiding that presentation.
Dan Greenberg
Sep 4, 20256 min read
Social Proof
They want to be able to tell everyone at the buying organization about the cool new thing they are doing without assuming any of the risk of doing a cool new thing.
Dan Greenberg
Aug 20, 20253 min read
Focus; Don’t Spray And Pray
If you are perceived to be giving off the message that you are good at everything and a good fit for everyone, you immediately lose credibility.
Dan Greenberg
Aug 4, 20254 min read
You Are An Expert; Don’t Be Afraid To Use The Term
Telling someone you are an expert makes it more likely that they will listen to you. This is so straightforward that it almost feels like it is not worth mentioning. But so many people don’t take advantage of the device, that it certainly is worth discussing.
Dan Greenberg
Jul 15, 20254 min read
Cold Call Objections
The success of your unscheduled client call, or cold call is highly dependent on the first 20 words that come out of your mouth.
Dan Greenberg
Jul 3, 20255 min read
Don’t Sell Yet
You are NOT selling your product yet. You are establishing credibility, understanding and validating the problem, learning about the desired outcome, and gaining momentum by gathering your first set of agreements from the prospect so that you can move on to more.
Dan Greenberg
Jun 19, 20256 min read
Cold Calls
“Nobody picks up the phone anymore”, “You can’t reach clients on the phone”, “The phone call is dead”. Psht…give me a break.
Dan Greenberg
Jun 5, 20257 min read
Constructing an Email
The buyer does not care about your company history, or the weather, or if you hope they are having a nice day. They care about whether or not you are worth taking time to listen to.
Dan Greenberg
May 20, 20257 min read
You Can’t Make A Sale Via Cold Email
Sell yourself, and your expertise, and the value of the next interaction. That should be the point of the email, and the singular and direct ask of your future buyer.
Dan Greenberg
May 7, 20255 min read
Cold Emails; Short & Sweet
Keep it short, keep it snappy, and keep it emotionally meaningful to their day to day.
Dan Greenberg
Apr 16, 20255 min read
Optimism & Realism In Sales
Are Idina Menzel and Kristen Bell 50 or 100 times better than the average highly trained singer, dancer, and actor out there?
Dan Greenberg
Apr 2, 20255 min read
Navigating Revenue Organizations & Sharing Power
A suboptimal plan with buy-in, that is well executed, will achieve far superior results compared to an optimal plan with limited buy-in.
Dan Greenberg
Mar 20, 20253 min read
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