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Dan Bernoske

Dan Bernoske
Dan Bernoske serves as a Senior Consultant at Sales Benchmark Index (SBI), a sales and marketing consultancy focused exclusively on helping B2B companies exceed their revenue targets. With 13 years of experience, Dan has delivered results in business development, corporate strategy, product management, marketing, and process improvement.

Why You Can’t Get Your Reps to Sell the New Products: The Importance of a Sales Enablement Plan

A product road map prioritizes what the market has told you it needs. When properly built, it continuously spawns winning solutions and accelerates revenue...

A Successful Launch: Bridging the Sales/Marketing Divide

How many different ways have you tried to bridge the chasm between sales and marketing? Maybe you haven’t even tried at all, feeling hopeless...

How CEO’s Respond to Competitive Changes

CEOs are called upon to thrive during competitive market changes. Sometimes these changes take you by surprise. You might be king of the hill...

Are You Selling Products or Solving Problems?

Here are a couple questions to ask every CEO. When is the last time you read a product page on your website? Or randomly...

Your Strategic Sales Plan Will Fail Without These

What is your plan to achieve your revenue goal? A plan starts with a solid strategy. But to achieve what you’ve planned, you must...

Will the Board Trust the Data in Your Strategic Plan?

Are you using a data-driven approach to develop your sales strategy? CEOs need to have sound data to make sound decisions. This article outlines...

5 Ways CEO’s can Learn from Losses

Depending upon the outcome, a big deal can make the year for any CEO. Celebrate wins of course. But you also need to celebrate...

How a CEO Rebuilds a World-Class Sales Force

You missed the number. Now you have to address this issue at an upcoming board meeting. The board wants to know how you will...

A CEO’s Guide to Growth Readiness

As the CEO, you have a company growth objective. It could be customers, margin, or top line revenue. Whatever the reason, the objective is...

Is it Time to Fire Your Customer?

We've all had Bad Customers. The ones that buy a little yet complain a lot. The ones that distract you from making your number....

Gain an Innovative Advantage Using Social Sharing

In B2B sales environments, it's easy to become a commodity. It seems the only way to win a deal is on price. ...

5 Proven Steps to Sell Smarter

Of the 365 days in a year, you can spend 232 of them selling (See Exhibit A). At 8 hours per day, that's 1,856...

How Top Sales Reps Discuss Risk to Win the Next Deal

The sooner you discuss risk with the Buyer the better. Why? Two reasons: 1. You can dispel "false risk" by eliminating misconceptions the Buyer may...

Close More Deals With This Pricing Strategy

When you offer the Buyer too many choices they don't chose anything at all. Your job as a Sales Rep is to provide the...

How to Use Twitter to Modern Prospect

Top Sales Reps are Thought Leaders for their clients. They use Social Selling tactics to share their insights. This article discusses how to use...

How to Build Valuable Allies Within Your Account

You are managing a current account or a new opportunity. Your main point of contact is your biggest ally, but has limited influence. Ask...

How to Write Effective LinkedIn Messages

Are your prospecting skills keeping pace with the market? Phone and email are losing their appeal. Now LinkedIn is the best way to reach...

Leveraging the War Room to Win the Big Deal

Sales Reps who are behind in Q2 risk missing their number for the year. Often it's the major opportunities that determine Sales Rep success...

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