by Dan Greenberg | Ago 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 | 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 | 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 | Ene 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...
