One of my favorite parts of this job is the chance to be a part of a great many sales meetings – from big, giant conferences to everyday district or team meetings. This past year, for example, I experienced sales meetings on four continents and seven countries, some of them outstanding. While every meeting is […]
Category Archives: Sales Strategy
03
Mar
Mar
The other day I found myself in an elevator with a prospect I’ve been trying to meet for some time now. As the door closed, I realized I only had moments – five floors’ worth – to make an impression. So I did what we’ve all been taught to do as sellers: I pitched her. […]
04
Jan
Jan
Dan Smaida – Wednesday, January 04, 2017 A short time ago, the senior leadership team of one of my clients got together and processed McKinsey’s Ten Timeless Tests of Strategy (a recommended read for anyone in a strategy development role). While tests are focused on overall business strategy, there’s a strong application for sales leaders […]
18
Dec
Dec
At this time of year, it’s only natural that our thoughts turn to stuffing: My mom makes killer stuffing, with the cranberries and everything. (Mmmm, stuffing.) Santa and helpers around the world are preparing to do a little stocking stuffing. Sellers everywhere are busily stuffing the channel in the hope that St. BigBonus soon will be here. […]
21
Nov
Nov
Dan Smaida – Wednesday, November 23, 2016 Yesterday my son spoke at church, and I had the presence of mind to videotape it (through tears of pride and joy, of course). He did a good job, but not the A+ work he was capable of. So later that day, I played him the video. He […]
01
Oct
Oct
Dan Smaida – October 1, 2016 Have you noticed any of these phenomena when reviewing the pipelines of your millennial sellers? Not enough opportunities Not enough early-stage opportunities Companies who should be in the pipeline aren’t Now, the easy (and lazy) conclusion is that millennials are entitled, don’t know how to work, etc. But I […]