top of page
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.
Cold Emails; Short & Sweet
Keep it short, keep it snappy, and keep it emotionally meaningful to their day to day.
Dan Greenberg
Apr 165 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 25 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 203 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
Routines Reap Rewards
Resilience is not some magical phenomenon or idea that is fundamentally built into the personality of a good seller by nature.
Dan Greenberg
Feb 196 min read
Spend More Time Selling
Making sales requires the doing of selling activities.
Dan Greenberg
Feb 64 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
Asking For Budgets
It is so important to avoid a situation in which you ask the buyer for a budget with lack of context, and lack of conversational framing.
Dan Greenberg
Jan 104 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
Good Discovery Questions
Customize and position your questions in order to earn credibility. Follow them up in order to learn the information you need to learn.
Dan Greenberg
Dec 6, 20245 min read
SPIN Selling
Discovery is what makes or breaks your ability as a seller to be influential.
Dan Greenberg
Nov 21, 20246 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
The Four Foundations Every Sales Leader Must Build With Their Team
There are four foundational tools that can be used as the building blocks for organizational or team strategy
Dan Greenberg
Oct 13, 20245 min read
What Can The Inventor Of The Calculator Teach Us about Value
What can the inventor of the calculator teach us about value as it relates to sales?
Dan Greenberg
Sep 26, 20245 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
Knowing Yourself
It is incredibly important to understand and evaluate yourself, as a seller, before deciding what skills and behaviors to try to develop.
Dan Greenberg
Aug 8, 20248 min read
What Is A Modern Day Close?
In the new world of closing, sellers must train buyers to be convincing internally.
Dan Greenberg
Jul 18, 20246 min read
Ask The Hard Question Upfront
Overt and direct confrontation of problems is respected by buyers, and conveys a sense of confidence.
Dan Greenberg
Jul 3, 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
bottom of page