Monthly Archives: September 2016

7 Ways Elevate Your Dialogue from Requirements to Needs

Dan Smaida – Wednesday, September 29, 2016 Recently, I had the opportunity to work with a client’s Enterprise Sales team on strategies for responding to RFPs (Requests for Proposals).  Although they’re different, RFP sales and Committee sales are fundamentally similar – they’re both complex sales. In procurement-driven RFP sales, the “official” needs expressed by the […]

Why Your Baby-Boomer Sellers Aren’t Closing

Dan Smaida – September 22, 2016 Have you ever run into these phenomena when reviewing the pipelines of your veteran sellers? – Deals seem to drag on and on as the customer goes through “the process.” – All of the opportunities seem to follow the same path. – Companies that should be in the pipeline aren’t in the […]