by Dan Greenberg | Mar 20, 2024 | Closing, Relating to The Buyer, Urgency
We live in a world where sales is becoming harder; real sales, the kind where you truly influence the outcome. Truly influencing deals is getting harder because information is becoming ubiquitous. Buyers all read the same things, think about problems in the same way,...
by Dan Greenberg | Mar 7, 2024 | Presentations, Relating to The Buyer, The Buyer's Mind
It has been drilled into us that differentiation is the key to success. There are many books and articles written on the subject, including Jack Trout’s ‘Differentiate Or Die’, which, dramatic as it sounds, is a good read. The issue for sellers is that your buyers...
by Dan Greenberg | Dec 14, 2023 | Discovery, Pipeline, Relating to The Buyer
How many cold calls, messages, and emails is one referral worth? I wish I knew the exact answer to that question, but I don’t. What I do know is that the answer is ‘a lot’! Referrals are incredibly valuable and many many salespeople either don’t ask for them or don’t...
by Dan Greenberg | Nov 1, 2023 | Relating to The Buyer, The Buyer's Mind
A friend of mine started a new job in sales. It’s her first job in sales. She has raised money for nonprofits in the past and the new job is selling SaaS tools to nonprofits, so it is not out of the blue for her, but nonetheless, it’s very different, and...
by Dan Greenberg | Oct 18, 2023 | Presentations, Relating to The Buyer, Storytelling
There is a well-known dichotomy in academics and the professional world between scientific pursuits, and humanitarian, or social science based, or artistic pursuits. The arts are creative, and the sciences are technical. But where does that leave sellers? More than...
by Dan Greenberg | Oct 4, 2023 | Power Dynamics, Relating to The Buyer
Every seller who has spent a bit of time in the business has likely seen and used some kind of 4-quadrant decision matrix which classifies prospects in their pipeline as either large opportunities or small opportunities, as well as either ‘likely to close’ or...
