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 | Mar 19, 2026 | Organizational Structure, Sales Leadership, Sales Organizations, Sales Team Dynamics
I once had the opportunity to work with a guy named Rob. Well, I didn’t really work with him so much as watch him dance circles around me and the entire rest of our sales team. He wasn’t naturally charming or handsome, and he wasn’t particularly intelligent or a force...
by Dan Greenberg | Feb 19, 2026 | Organizational Structure, Sales Leadership, Sales Organizations
We exist in the era of the buyer. Never before have buyers had so much access to information. While an abundance of data can lead to information overload, savvy, investigative buyers can now independently research the details they once relied on sellers to provide in...
by Dan Greenberg | Dic 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 | Dic 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 | Sep 17, 2025 | Sales Leadership, Sales Organizations, Storytelling, The Buyer's Mind
As sales leaders, we talk about it all the time. The best way to influence buyers is through telling stories. The idea is to create a beginning, middle, and end, where the buyer is the protagonist and your seller is a consultative supporter along the way. The only...
