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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.
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
I Have A Love / Hate Relationship With Sales…But Not For The Reasons You Might Think
The business and the function of sales is to make money, but what you take away from it as a person is what I love about sales.
Dan Greenberg
Feb 22, 20246 min read
Sales: A Numbers Game or A Game of Skill
Sales is both a numbers game and a win-rate game. People who try to tell you that it is one or the other are oversimplifying it.
Dan Greenberg
Feb 8, 20245 min read
Getting Attention & Building Pipe
Remember, the battle in outreach starts with visibility, moves to familiarity, and then to solution association.
Dan Greenberg
Jan 24, 20246 min read
Getting Next Steps Right
Next steps need to be in the buyer’s terms not yours. They need to establish the goal of the next interaction before ever scheduling it.
Dan Greenberg
Jan 10, 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
Perfectionism Is the Enemy of Success
Perfectionism is rarely the answer in sales. In fact, it is often the enemy of success.
Dan Greenberg
Nov 21, 20235 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
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
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
New to Sales? No Problem
If you are still learning the craft of sales, you are already a better seller than you think; here's why.
Dan Greenberg
Aug 16, 20235 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
The Uncanny Value-Add Conundrum
How to find the middle ground between asking questions and adding value.
Dan Greenberg
Jul 5, 20235 min read
Why Easy Deals Feel So Hard To Close
How to think about buyers' hidden motivation.
Dan Greenberg
Jun 22, 20234 min read
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