A new Forbes article says it all: the game of Sales is in a constant state of flux with sales reps grappling with a myriad of new techniques, approaches and methodologies to follow. Ask questions, don't ask questions, the prospects already know what they want, the prospects need to be led, deliver insights, connect problems to your solution, differentiate, add value, be persistent, but not pushy...need I say more? The state of Selling today requires a close connection between sales leaders and r...
Jan 20, 2019•26 min
Stated over and over and over lately: Sales Reps need to be problem solvers. Easy right? Nope. While 83% of Reps are proficient in asking discovery questions, the number plummets to only 33% of Reps that can actually connect their solution to solving the problem. Even more on issue, only 12% of Reps can create a sense of urgency in Buyers. Dan breaks down the key characteristics of effective problem solving in Sales today. Furthermore, Reps need to be accomplished storytellers, say the experts. ...
Jan 15, 2019•26 min
Are you capable of making millions as an elite seller? Are you a Wolf? Or a lamb? Dan puts a bow on 2018 with a killer program which details the motivation and tactics in step by step fashion of Jordan Belfort, the Wolf Of Wall Street's Straight Line Selling methodology. Don't miss the last episode of the season! 🤟
Dec 18, 2018•22 min
Dan is interviewed by Mari Anne Vanella on her program "Outstanding Outbound" and comes out swinging in a harsh criticism of sales leaders and later outlines the 3 steps required to maximize sales leaders' success in 2019: 1. Decide which skills are important and hire the right sales reps that demonstrate those skills 2. Learn how to COACH 3. Hold yourself accountable Grab your popcorn, get comfy and hit PLAY.
Dec 09, 2018•29 min
While 74% of the wins in B2B Sales go to those reps that engage early and helping to set the buying agenda(vs only 26% occur in the late stage RFP/bake off/feature fight), many sales execs struggle with asking the right questions and uncovering a reason for the prospect to move along the sales cycle. Thus only 17% of reps get invited to a second meeting. Dan takes a look at the reasons why people BUY, their motivations from a psychological perspective which is key to understanding what drives de...
Nov 30, 2018•24 min
In How To Become A Rainmaker, by Jeffrey J. Fox, the author talks about the need to sell money rather than products or services. You are not selling medical devices, stocks, software, technology, services, etc. If you are doing it right, you are selling MONEY. What Fox is saying is to sell value instead of widgets. Dan, in this new episode, uses this as the launching point for this eye opening episode where he details the steps Sales Reps need to take to effectively sell value. Dan walks us thro...
Nov 28, 2018•24 min
Sales is a pressure game. Hero one day, goat the next. What have you done for me lately. Quotas, disappearing prospects, price pressure, objections, bitching, lying, deadlines, wild goose chases. New research shows that only 50% of sales reps will make quota. The 10th year in a row this metric has taken a dive. Can you handle this? 50% of us can. What about the other half? Do you use pressure as fuel or do you fold up tent and go into your excuse routine? Dan discusses what sales reps need to do...
Nov 17, 2018•22 min
Like-ability, which used to be at the top of the list of sales rep requirements in the pre digital era is now turning into one of the biggest weaknesses for sales reps today. A new study by the Objective Management Group confirms this. Those reps that find themselves needing to be liked by the prospect or customer and that work in a producer role in a consultative, longer selling cycle role are outperformed by a wide margin by their counterparts who do not care about being liked. Tune in as Dan ...
Nov 11, 2018•16 min
A buyer calls up and says he has thoroughly researched all of the solutions available and believes you and your company may be just what he is looking for. He just needs a demo and a quote and he'll be good to go. Good news? Not really. Only 26% of deals are won in this scenario. In this episode, Dan reveals that some buyers may think they know what they need but the sales rep's job is to take a step back and diagnose the situation much like a medical doctor would with a patient that comes in as...
Oct 22, 2018•19 min
Dan returns from a short break with a high impact episode designed to give the power back to salespeople. With so much conversation around the power of the Buyer and the challenges facing Sales, it is easy to cede control of leverage in our sales process. Dan outlines a multi step approach for taking control and grabbing back the leverage from the buyers including: -highlight what the problem costs them today. what happens if this remains an issue? -turn the tables on risk -deliver info they did...
Oct 17, 2018•28 min
Making excuses is the fastest way to derail your sales career. Making excuses is essentially giving yourself a pass for poor performance. Dan returns to the studio to detail the dangers of what he calls "excuse selling" which focuses on all of the reasons why you can't close more business; why you missed quota; your bad marketing department, etc. Dan delivers a passionate plea to drop your excuse selling and delivers a multi point plan to do just this: 1. get your head right 2. know there will b...
Sep 30, 2018•21 min
Less than 2 out of 10 of us ever get invited back to a prospect for a second meeting. That means we are fumbling the first meeting. Our first chance is going to be our last chance if we don't get the first meeting right. Dan delivers a first meeting blueprint which will ensure that we dramatically improve our chances of a prospect moving through the buying process with us and ultimately doing business with us. The following key steps are required for success in the first meeting: - RESEARCH/HOME...
Sep 24, 2018•35 min
It's not sexy, but patience is rising to the top of the key traits of the successful modern seller. Dan returns with another high impact studio episode which highlights the changing buyer requirements and increased complexity of the selling process which are pushing sellers to evolve and adjust their approach. There are no short cuts or quick fixes in the modern sellers toolbox and patience with the process, looking at the bigger picture and playing the long game are major keys to success in thi...
Sep 18, 2018•18 min
Really? We all remember Glengarry Glen Ross when Alec Baldwin rips his sales team for being weak, and how they should follow the ABC's of selling, specifically Always Be Closing. Fast forward to 2018. Should we be heeding this advice? Dan jumps headlong into the debate on what Sales needs to be focusing on to be most successful. What does closing actually mean in the modern buying process? Some believe we need to modify this phrase to Always Be Helping. I think Alec Baldwin and your sales manage...
Sep 07, 2018•18 min
Flash forward to December 31, 2018. You are at a New Year's Eve party with your spouse and closest friends. How will you feel about your 2018 sales performance? Think about it. In this bare knuckled episode, Dan delivers the blueprint for success during the remaining months of 2018. We all have time to add on to our current success so far this year and turn around our disappointments. Successful competitive runners typically call on a 'kick' to get them to dig deep and finish strong even when th...
Sep 02, 2018•18 min
A new Fast Company Article, http://ow.ly/aleN101e2iw contends that Sales is rapidly becoming a STEM(science, technology, engineering, mathematics) job. Dan takes us through the highlights of that article and then asks the question, which is more important, EQ or IQ? Or is it both? What do the brains of the top Sellers look like today. Dan walks us through his formula for what he calls "breakthrough selling", a place where the most sophisticated sellers live. Click play now for another comfort zo...
Aug 26, 2018•21 min
Commitment is foundational to your success in the Digital Era. Commitment means dedication over a long period of time. You must commit to making yourself better right now if you are to succeed in a changing environment. Dan rocks another episode and takes us through a blueprint for success, whether you are in sales, marketing, finance or any job right now. How are you changing the way you approach your job in 2018 and beyond? Are you creating change or waiting for change to show you the door at ...
Aug 17, 2018•18 min
Sales Coaching when done correctly reaps tremendous benefits on organizations. Unfortunately, the majority of companies either do not provide sales coaching to their reps or deliver half assed attempts at coaching. In addition, there are some glaring gaps and disconnects here. 82% of Sales leaders say they 'coach' their reps, yet only 48.2% of reps say they are actually coached. Sales leaders score themselves 79/100 on coaching prowess, yet their reps give them a score of 49/100 Geez!! The benef...
Aug 11, 2018•30 min
A new study from SiriusDecisions shows that quota performance for Sales Reps is still not improving and in danger of dropping yet again in 2018. There are 3 key takeaways from the report: 1. Over 70% of sales leaders say that their reps are not connecting their solution to the business issues of buyers 2. Sales Cycle Times are increasing with over 64% saying they are facing longer lead times to get deals done. 3. Only 27% of a sales team's time is spent on core selling activities. Dan dissects t...
Aug 05, 2018•25 min
Dan starts off this brand new studio episode with a RANT about Narcissistic salespeople and why this trait is a surefire way to sink to the bottom of your peer group. From there, Dan covers a new study by the Objective Management Group(link here: http://www.omghub.com/salesdevelopmentblog/elite-salespeople-are-200-better-sales-competencies) which details those activities that Sales All Stars are best at when compared to average or poor sellers. Hint: it all has to do with how you speak about MON...
Jul 29, 2018•21 min
Fortune 500 CMO Peter Horst joins Dan to discuss the challenges marketers and sellers face in a rapidly evolving business landscape. Of specific focus is a conversation around how brands are tackling social issues(e.g The NFL, Pepsi) in the "Fake news" era and how sitting on the sidelines is actually the most dangerous strategy an organization can deploy. Peter is an engaging speaker who brings the credibility of 30 years of leading some of the world’s most iconic brands at companies like Hershe...
Jul 22, 2018•35 min
Kristin Luck sits down with Dan for a fun and lively interview on just how we finally solve the marketing-sales alignment issue. Kristin is one of the Top 100 Influencers on Twitter for Marketing and Sales. She is an expert in marketing measurement and growth hacking in addition to being a serial entrepreneur and a globetrotting keynote speaker on marketing, branding, storytelling, startups and innovation. She also regularly contribute to both the commercial (Fast Company, Forbes) and academic p...
Jul 14, 2018•32 min
McKinsey's latest article sets the B2B Sales world on fire and Dan is back in the studio to take you through it including why science is leading the charge in this "B2B Sales Revolution." There are disruptive changes being brought on by advanced analytics and machine learning in conjunction with a more content- focused and digital savvy Buyer, all leading to a new look B2B organization: one in which the CEO drives sales transformation by making sure the Marketing, HR and IT are all looped in and...
Jul 08, 2018•28 min
Forrester is in the process of outlining the key characteristics of the Modern/21st B2B Seller and Dan returns to the studio to break it down for you. A successful B2B sales rep needs to be/have the following: 1. Empathetic Partner 2. Flexible and Adaptive Behavior 3. Storytelling Mastery 4. Advocacy Focus 5. Operational Mindset 6. Digital Adeptness Dan delivers a high energy overview of what acing each of these categories will mean for your success.
Jun 30, 2018•18 min
A recent survey of CIO's(Chief Information Officers) shows that only 1 out of 10 sales reps leaves them 'highly satisfied" when meeting with a salws rep to evaluate a company's services. The study from article: http://ow.ly/g1T510179Be goes on to say that CIO's expect the sales reps to do a better job of connecting their solution to the CIO's priorities and strategic roadmap. They need to do a better job of discovery in the meeting but also need to come into the meeting more prepared, doing the ...
Jun 10, 2018•15 min
58% of potential deals in B2B today end in what is being referred to as "No Decision." The buyer/buying committee chose to keep things as is. We call this "status quo bias." Buyers are risk averse, so it appears easier and less risky to not spend the money on your product or solution. But you did such a great job 'pitching' -talked about all of the great benefits we could provide-why didn't they buy? Because you did not effectively help the buyer see the risk of inaction. Because you didn't spen...
Jun 10, 2018•11 min
Dan is back in the studio with a new episode and news about a new podcast series. Companies don't care about us anymore. Are you exposed right now if you lost your job? Are you ready? How have you prepared? No one cares about you but you. Loyalty is a thing of the past. How do you gain leverage? How do you take back control? Dan discusses strategies you can deploy to improve your job security. Don't leave things to chance. LISTEN NOW 🎧
May 29, 2018•20 min
Author, Speaker, Attorney and Serial Entrepreneur, Michael Alden joins Dan for an hour of hard hitting, straight talk on what it takes to succeed in business today. Michael's new book, Blueprint To Business, is a strategic, tactical and motivational playbook for making things happen and overcoming obstacles. If you want the honest truth, you came to the right place 👊🔥
May 15, 2018•1 hr 6 min
In addition to the 'foundational' elements of sales success, (the grit skills like determination, follow up, rejection proofing, asking for the business, hustle), the successful seller in 2018 also needs what Dan calls 'finesse' skills, like strategic thinking, financial literacy, creativity, recalibrating, expertise, simplifying, problem solving, idea generation, curiosity and more...give it a listen 👊 Do it!
May 05, 2018•27 min
Dan goes off on an Rant in response to a new Hubspot Study.
Apr 29, 2018•6 min
