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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.
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
Stop Looking For The Magic Bullet
Becoming a … master is not about learning 4,000 moves but about doing just a handful of moves 4,000 times. — Chet Holmes
Dan Greenberg
May 22, 20244 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
Identifying Objections
It’s not that objections don’t exist per se, it is that they are a natural part of the conversation that is your job to stimulate.
Dan Greenberg
Apr 25, 20246 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
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
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
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