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.
A product road map prioritizes what the market has told you it needs. When properly built, it continuously spawns winning solutions and accelerates revenue...
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...
CEOs are called upon to thrive during competitive market changes. Sometimes these changes take you by surprise. You might be king of the hill...
Here are a couple questions to ask every CEO. When is the last time you read a product page on your website? Or randomly...
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...
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...
Depending upon the outcome, a big deal can make the year for any CEO. Celebrate wins of course. But you also need to celebrate...
You missed the number. Now you have to address this issue at an upcoming board meeting. The board wants to know how you will...
As the CEO, you have a company growth objective. It could be customers, margin, or top line revenue. Whatever the reason, the objective is...
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....
In B2B sales environments, it's easy to become a commodity. It seems the only way to win a deal is on price. ...
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...
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...
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...
Top Sales Reps are Thought Leaders for their clients. They use Social Selling tactics to share their insights. This article discusses how to use...
You are managing a current account or a new opportunity. Your main point of contact is your biggest ally, but has limited influence. Ask...
Are your prospecting skills keeping pace with the market? Phone and email are losing their appeal. Now LinkedIn is the best way to reach...
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...