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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.
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 46 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 154 min read
Operating In A World Unfriendly To Our Kind
Sellers must be patient and impatient all at once. Sellers must have a routine, and be flexible all at once.
Dan Greenberg
Mar 66 min read
Keep Calm & Move On
Nothing the buyer has done is permanent, and the only thing you can do to make the situation better is to limit your reaction.
Dan Greenberg
Jan 224 min read
Discovering Outcomes
Remember that discovery is not about selling. It is not about solving problems, and it is certainly not about your solutions.
Dan Greenberg
Dec 19, 20245 min read
Discovery Dos and Don'ts According To One Guy
If your questions are generic, invasive, robotic, or overly simple, you are telling the client that the conversation will not add value
Dan Greenberg
Nov 8, 20247 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
Selling The Bucket
“You have to sell the bucket before you fill the bucket”
Dan Greenberg
Sep 11, 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
You Are Not in The Persuasion Business
There is a huge disconnect between what a buyer in the modern business environment needs and what sellers are talking about.
Dan Greenberg
Mar 20, 20246 min read
Differentiation Is Meaningless
Sales is not a logical process; it's not about logic, differentiators, and solutions, it’s about problems, emotions, and desired outcomes.
Dan Greenberg
Mar 7, 20245 min read
Ask For The Referral
Referrals are incredibly valuable and many many salespeople either don’t ask for them or don’t ask for them enough.
Dan Greenberg
Dec 14, 20236 min read
Disrupting Monotony
Rejection is often, simply, the client giving their brain's subconscious gatekeeper unlimited power to see off distractions.
Dan Greenberg
Nov 1, 20234 min read
Creative Storytelling
Each interaction with a client is a chance to tell a story. Great, creative storytelling is grounded in a foundation of good technique.
Dan Greenberg
Oct 18, 20235 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
Assumptiveness Makes a Deal for You And Me
Speaking Assumptively, and with confidence is part of being a good seller.
Dan Greenberg
Sep 6, 20235 min read
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