Category Archives: Selling Tips

Customer-Centric Selling is Not Enough!

It’s been real popular over the years for sellers to define themselves as “customer-centric.”  A search for the term on Amazon yields more than 3,000 book results!  There’s everything from customer-centric selling to marketing to service culture…and I think it’s wrong. What’s wrong with all the focus on customer-centricity?  Being focused on customers is a […]

The World’s Most Underrated Sales Expert

The World’s Most Underrated Sales Expert | Dan Smaida | Pulse | LinkedIn Here’s an excerpt from my book “Love and Selling” and a topic I’m passionate about – how to make relationships work better in sales.  In the book, I go deeper into how to apply Chapman’s work to your own selling…and all your […]

Why Women are Better at Listening in Sales

In honor of International Women’s Day, let’s take 500 words or so to look more closely at a commonly-held belief about gender differences in selling… Over the years, I’ve been in a dozens of sales workshops when a discussion of gender breaks out, most often on the topic of listening.  The prevailing view, in my […]

When Customer-Centric Selling Isn’t Enough

Customer Selling

Dan Smaida – Wednesday, November 23, 2016 It’s been real popular over the years for sellers to define themselves as “customer-centric.” A search for the term on Amazon yields 3,042 book results! There’s everything from customer-centric selling to marketing to service culture…and I think it’s wrong. What’s wrong with all the focus on customer-centricity? Being […]

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 […]

Why Your Millennial Sellers Aren’t Closing

Dan Smaida – August 25, 2016 Have you noticed a couple of things going on in the pipelines of your millennial sellers? – Pipelines are full of prospects that look demographically appealing, but aren’t closing – Salespeople are getting meetings and more meetings, but not enough forward progress – Opportunities that were “sure to close” […]