#34- Enterprise Sales Secrets for Building Your Small Business Pipeline

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:

1. 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.
2. 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.
3. 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.
4. 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.
5. 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:

1. Understand Your Value Proposition:
   • Clearly define what sets your product or service apart and communicate it effectively to your team and customers.
2. 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.
3. 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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