by Dan Greenberg | Feb 4, 2026 | Power Dynamics, Relating to The Buyer, The Buyer's Mind
I have referenced The Challenger Sale and The Challenger Customer a few times in my writings because Brent Adamson & Matthew Dixon do a very nice job of thinking about the way in which buyers perceive what sellers are doing, and how that influences behavior. The...
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 | Sep 4, 2025 | Presentations, Relating to The Buyer, Storytelling
Back in fall of 2023 I wrote a piece on storytelling in sales. The idea was, and is, that sales is decidedly an art and not a science. We are connecting to people, and having human interactions, so the way we go about our jobs cannot be mechanical and by rote. We have...
by Dan Greenberg | Aug 4, 2025 | Presentations, Relating to The Buyer, Relationship Selling, Storytelling
Have you ever found yourself thinking something along the lines of, “I better make sure to tell them about everything we can do, because what if I focus on one thing but it turns out they want something else; I might lose the deal”. I know I have done this. It is the...
by Dan Greenberg | Jul 15, 2025 | Power Dynamics, Relating to The Buyer, The Buyer's Mind
Tell someone you are an expert and they will listen and disregard the risks of listening. For long time readers of this blog, you may recognize this reference, but back in 2014 there was a show that aired called “Mind Games”. I highly recommend it for anyone...
by Dan Greenberg | Mar 7, 2025 | Mindset, Relating to The Buyer, The Buyer's Mind
My family is a big poker playing family, so I heard this statement a lot growing up, “Anyone can read their own hand; being good at poker is being able to read the other players’ hand”. In other words, it’s nice to have a plan, but it means nothing if the situation or...
