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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.
Thinking About Buyers
Understanding what drives and motivates your buyer as a human being separate from their organization can help you identify and speak to the right set of incentives, but even if you don’t fully understand your buyer, simply thinking about things from your buyers perspective will help you resonate more with them.
Dan Greenberg
Feb 44 min read
Pricing Power
You have the ability to frame your solution against any background and any other solutions that you choose to, and if you miss an opportunity to do this correctly, you can put yourself in a tough situation when it comes to aligning your offering with the clients priorities.
Dan Greenberg
Jan 218 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
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
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
Pain & Hope; The Essence of Great Selling
While building a relationship, positivity is important, and while closing a deal, connecting the solution to the pain is important.
Dan Greenberg
Oct 23, 20246 min read
Conversation Vs. Presentation
We need conversations in order to gather information, but we have not yet earned the right to have them.
Dan Greenberg
Aug 21, 20245 min read
Change The Frame
If the client doesn’t buy into the frame you set, it just won’t matter how well you pitch your solutions, you aren’t likely to get very far.
Dan Greenberg
Jun 21, 20245 min read
Taking Control & Giving Up Your Power
If the buyer controls the meeting or the process, the sale is very unlikely to happen.
Dan Greenberg
Jun 7, 20246 min read
Negotiations Are About Time
“Negotiations are always over time. That is the frame to think about it through. Money is {just} the label.”
Dan Greenberg
May 9, 20245 min read
You Are Being Judged
Your buyer is judging you from the moment your interaction begins. It’s the only way they feel comfortable.
Dan Greenberg
Apr 3, 20245 min read
Why High Priority Deals Get Stuck In Your Pipeline
High priority deals often get stuck in the sales pipeline because sellers have not identified effective internal champions.
Dan Greenberg
Oct 4, 20236 min read
Group Video Calls Are Hard
Competing for attention and engagement on a group video call is not easy but its is an important skill in the current business world.
Dan Greenberg
Sep 22, 20236 min read
Your Buyer Is Not The Hero…But They Should Be
Sharing power with the buyer empowers them to take bold actions that help close deals, but most sellers don't think about how to do it.
Dan Greenberg
Aug 2, 20234 min read
Power Dynamics Are Subtle & You Might Be Losing
How to think about and manipulate power dynamics in a sales meeting or presentation.
Dan Greenberg
Jul 19, 20236 min read
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