by Dan Greenberg | Sep 3, 2026 | Closing, Storytelling, Urgency, Visualization
A couple of weeks ago I posted an article about what closing looks like in the new, modern business landscape. There is no discrete closing phase, and buyers don’t need information from sellers like they used to, so sellers lack leverage. More finitely...
by Dan Greenberg | Aug 19, 2026 | Closing, Relating to The Buyer, The Buyer's Mind, Urgency
The modern business landscape has changed significantly over the past decade, and I have written extensively on that in other articles. For now, suffice it to say that there are two main reasons, which both come down to social dynamics and affect the balance between...
by Dan Greenberg | Aug 6, 2026 | Power Dynamics, Sales Leadership, Sales Organizations, Sales Team Dynamics
The landscape of the business world has fundamentally changed, and it has changed because the way we interact with one another socially has changed. Sure, technology has had a big impact on this, but fundamentally, the difference is social and relational. Two main...
by Dan Greenberg | Jul 16, 2026 | Closing, Negotiation, Power Dynamics, Uncategorized
Sales are not negotiations, and negotiations are not sales, and you can be a perfectly good seller without being a great negotiator. However, it can’t hurt to be better at getting the specific deal you want. More to the point, many of the skills that great negotiators...
by Dan Greenberg | Jul 1, 2026 | Presentations, Relating to The Buyer, Storytelling, The Buyer's Mind
When you reemphasize a point over and over, you may concerned that you are repeating yourself but it will not feel that way to the listener. Your client or prospect does not know your material as well as you do, so as they process the message, it will take time for...
