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#34- Enterprise Sales Secrets for Building Your Small Business Pipeline
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I sit down with Dan Lubic, President of DTL Consultants and a member of the Sales Acceleration Advisor Network. Dan brings a wealth of knowledge from his distinguished career at FedEx, where he mastered world-class sales and operational strategies. Together, we discuss how Dan helps small and medium-sized businesses (SMBs) implement sales systems once exclusive to the largest corporations.
In this episode, you’ll discover:
- Lessons from FedEx: World-Class Processes for SMBs
- Dan shares how the best practices from his time at FedEx—ranging from structured sales processes to leadership coaching—can be tailored to SMBs to create scalable, efficient sales organizations.
- Why Sales Processes Matter
- Dan emphasizes the importance of having a unified sales process understood by the entire team and how this consistency helps avoid falling into a price-driven sales strategy.
- Adapting to a Remote Sales World
- Learn how the shift to remote sales has opened up opportunities for SMBs to access top talent and build agile, effective sales teams.
- Top Mistakes Sales Leaders Make Today
- From over-relying on analytics to failing to coach their teams effectively, Dan highlights common pitfalls and offers actionable advice to address them.
- The Role of Marketing in Sales Success
- Discover how marketing research and clear messaging are crucial to supporting sales efforts and ensuring alignment between departments.
Dan’s Top 3 Tips for SMBs to Build Strong Sales Organizations:
- Understand Your Value Proposition:
- Clearly define what sets your product or service apart and communicate it effectively to your team and customers.
- Invest in a Sales Structure:
- A great product is only as good as the sales team behind it. Ensure you have a well-defined and scalable sales infrastructure.
- Focus on Customer Retention:
- Develop a long-term strategy to continually demonstrate value to existing customers, ensuring repeat business and loyalty.
Connect with Dan on LinkedIn
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▶️ YouTube: Uncomplicated Marketing - YouTube
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