The CPSA is lucky to have many of the top Sales and Leadership experts as guest bloggers and supporters. One such well-known thought leader is Dan Waldschmidt.
Dan Waldschmidt is an international business strategist, speaker, author, and extreme athlete. His consulting firm solves complex marketing and business strategy problems for savvy companies all over the world. He has been profiled in several distinguished media outlets such as Business Week, INC Magazine, BBC News, Fox News and The Today Show and more. He is a frequent guest on a variety of radio programs and has published articles on progressive business strategy.
Let’s hear from Dan Waldschmidt
Question 1: Tell us about yourself; your career path and expertise.
Answer 1: Frankly, I’ve spent my life attempting (and often achieving) the outrageous. I refuse to accept business-as-usual – making me an unconventional, yet highly effective, consultant to some of the world’s largest companies. I'm an ultra-runner, so I'm used to things getting tough. To me, mindset matters more than methods.
Question 2: You’re quite popular within the sales community, and you write some great content. How long has your blog been going now?
Answer 2: I’ve been blogging since 2005, long before I became recognized as an industry leader by knowledgeable people like the Wall Street Journal (and you all). I was CEO and looking for an outlet to bounce my ideas off someone one else -- instead of leaving them trapped inside my head.
Question 3: You’re a business strategist, a popular speaker, and an ultra-runner. What motivates you to be your best?
Answer 3: I don’t want to waste my time. If I’m going to do something, I want it to change the world. I’m not driven by making lots of money (though I do that) — but my making a difference & helping others get to where they want to be. Looking back years from now I want to know that I made an impact on those that I interacted with.
Question 4: What would you say drives people to perform at their highest levels?
Answer 4: You have to be hungry. Hungry for greatness. Hungry to make a difference. Hungry to get to where you want to be. It’s what is most often missing from your life when you accomplish less than you know you could. When you give up. When you make excuses. When you pretend that life is more difficult for you than everyone else. Being hungry is what is missing.
Question 5: What factors go into a winning sales cycle?
Answer 5: The entire sales process is really an exercise in "influence". Marketing, PR, sales qualification, closing the deal -- they are in essence you being influential in the success of your customer. The best sales process is a cycle of influence where leading ideas, great positioning, and tremendous value combine -- making it clear to your ideal customer that you are the best option for them.
Question 6: How important are sales incentives to developing a culture of performance?
Answer 6: It’s not about financial incentives — it’s about setting the right culture. Setting a culture that demands a militant focus on doing the hard things to be successful. The money will only motivate some people some of the time. If you give your people a mission -- a reason to go to battle -- you'll end up out-performing even your best expectations.
Question 7: What’s your formula for being successful?
Answer 7: Simple: Extreme Behavior + Disciplined Behavior + a Giving Mindset + a human Strategy = massive results
Question 8: What’s your greatest piece of advice you can give to salespeople?
Answer 8: Believe. Believe that your dream is worth the effort. Believe that you'll figure it out. Believe that you can beat the odds. Believe.
About Dan Waldschmidt:
Dan Waldschmidt is an international business strategist, speaker, author, and extreme athlete. His consulting firm solves complex marketing and business strategy problems for savvy companies all over the world. He’s been profiled in Business Week, INC Magazine, BBC, Fox News, The Today Show, and Business Insider, has been the featured guest on dozens of radio programs, and has published hundreds of articles on progressive business strategy.