Sales Learning | DG Strategic Consult

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.

Why Revenue Organizations Hire Then Do Layoffs

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

3 days ago7 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 56 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 224 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 66 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 176 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 46 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 203 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

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 35 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 196 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 57 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 207 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 75 min read