by Dan Greenberg | Jan 21, 2026 | Negotiation, Power Dynamics, Value Selling
Many economic theorists and thinkers spend their life working on marketplace design and trying to understand the most efficient ways to design markets. What they focus on, for the most part, is maximizing the utility. The interesting thing about this is that only a...
by Dan Greenberg | Jan 8, 2026 | Discovery, Relating to The Buyer, The Buyer's Mind
As sellers, we are trained from the onset to ask questions. Discovery is a core part of what we do, and as we develop our core set of skills, conceptually, we learn to ask better questions, and respond to the answers to those questions in more productive ways....
by Dan Greenberg | Dec 18, 2025 | Organizational Structure, Sales Leadership, Sales Organizations
Sam Altman and his associates reportedly have a betting pool about when there will be a $1Billion company staffed by a single person. The premise, of course, is that AI agents can carry out all of the other functions that companies would ordinarily need, so the...
by Dan Greenberg | Dec 3, 2025 | Sales Leadership, Sales Organizations, Sales Team Dynamics
Revenue is increasing! Pipeline is improving! Sales cycles are getting shorter! Those are all good things, but scaling a sales organization eventually means maturing the organization to the point where revenue is balanced with cost, and the biggest cost in any...
by Dan Greenberg | Nov 20, 2025 | Book of Business Management, Organizational Structure, Sales Organizations
How many revenue organizations have you come across that operate on the premise that each additional seller that gets added to the team will generate X amount of revenue based on current seller metrics? The answer is “almost all of them”. This is a form of...
