by Dan Greenberg | Jun 17, 2026 | Organizational Structure, Relating to The Buyer, Relationship Selling, Sales Organizations
It is not always clear that long term relationships trump transactional quick wins. But, as a business community, we had a really good macro example recently that can help us understand the value of good long term relationships. In tumultuous and uncertain times, it...
by Dan Greenberg | Jun 3, 2026 | Power Dynamics, Presentations, Relating to The Buyer
There are essentially two types of interactions in the course of a sales process. The Formal Presentation: The seller is expected to deliver information, and the buyer is expected to receive it.The Informal Conversation: The seller and the buyer are expected to...
by Dan Greenberg | May 20, 2026 | Power Dynamics, Presentations, The Buyer's Mind
I have written about switch points in the past, usually in the context of control, and how to keep it and leverage it. I want to take some time here to specifically focus on switch points and why they are so dangerous for the seller when it comes to the seller’s...
by Dan Greenberg | May 6, 2026 | Relating to The Buyer, The Buyer's Mind, The Seller's Mind
Many look down on mimicry as fake or deserving of rebuke. We have terms in our culture, colloquially used, like poser, which assign a very low level of respect to those who imitate others, or act in ways that are perceived to be copied from others’ actions. And yet,...
by Dan Greenberg | Apr 22, 2026 | Book of Business Management, Forecasting, Organizational Structure, The Seller's Mind
We have all come across sellers whose optimism is nauseating. They are always about to close the biggest sale yet. They project monster deals, and they consistently talk about how they will “crush their number”. Sometimes they do, and sometimes they don’t but the...
