Dan Smaida – Wednesday, December 07, 2016 Over the last several years, I’ve watched (and tried to help) literally thousands of salespeople in multiple industries attempt the transformation to enterprise selling. And in many cases, I’ve seen good sellers fail to make the leap. Why? Because the day-to-day reality of the enterprise seller is much […]
Category Archives: Enterprise Selling
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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 […]