Welcome to The Adapter’s Advantage: Breakthrough Moments that Lead to Success.

In episode 43, sales training consultant Dan Smaida shares insights from his 20-plus years of coaching financial advisors, wholesalers, and B2B account executives on how to win the complex sale.

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How do you make training fit in? How do you tune the car while you’re driving it? How do you continue to drill in the field during a campaign? Those are critical questions that have to be answered at the sales rep level, but primarily at the sales management level.

Dan Smaida has over 20 years of experience delivering world-class sales training to clients, from Fortune 100 to startups. He speaks all over the world on sales, relationships, and building sales training that works. Recognized as an innovator in the use of technology to train soft skills, Dan is sought out by Fortune 500 sales leaders seeking to improve the impact of sales development.

Dan specializes in helping professional advising teams create, refine, and execute business development processes. He works with, and learns from, some of the world’s best sales forces on how to win complex, long-cycle sales. Dan has worked with some of the top organizations in multiple industries all over the world, and has deep experience in financial services.

Listen as Dan discusses essential skills and technology sellers need today to win complex sales.

Episode 43: Winning the Complex Sale | Dan Smaida

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From This Episode

Host Mark Magnacca: “What’s the most important thing you’ve learned about doing a product launch?”

Dan Smaida: “Great product launches are adaptive. They’re not static. They’re dynamic. They’re iterative. And they rely on a couple of things to be that.

“One of those things is good market feedback. So having a chassis in which you can communicate feedback from the market and share it efficiently [with sellers] is critical.

“The second is adapting the approach based on what is succeeding. Because no good plan, no matter how well you design it, “survives first contact with the enemy,” as they say.

“So you need to be able to adapt, distribute, and adapt behaviors that are working and help people become more effective in real time. That includes everything from the messaging that sellers put in email and say in voicemails to how they introduce the product or position it in live virtual conversations. If that looks the same on day 15 and day 30 as it did on day one of the launch, I wonder what they’re missing.”

About The Adapter’s Advantage

Our podcast features leaders from sales, training, and industry who share their personal journeys of transformation and how they are adapting to an ever-changing environment. As your host, I’ll introduce you to some of the most interesting and inspiring people I’ve met over the last twenty years.

The conversations dive into the ups and downs of their journey. Our guests focus on inflection points—the aha moments that, in retrospect, had a critical impact on their success. These interviews will leave you with practical, real-world advice that you can apply to your life.

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