My mission:
Help students of sales attain their goals through high-impact coaching, skill development and building useful frameworks based on learning science to drive impact.
My career began in medicine working in the ER. It was a team-driven, fast-paced, always-changing work environment. I loved learning new techniques based on data, and striving to be better communicator, team player and expert. Who knew sales had so much in common?
I believe sales is about solving problems. I do not believe sales is pushy/closing-at-all-costs/negotiating that worked in the past.
Where I add value:
I help sales professionals provide value to their customers. Through diagnosing pain points, prescribing proven solutions – the Winning By Design philosophy helps take the sales profession out of the old-school war-themed dark ages and into providing impact for your customers.
Certified to teach
Selling for Impact
Bring more impact to your customers through more effective conversations, provocative discovery, and win-win trading.
Prospecting for Impact
Apply proven techniques for bringing value to your prospects — not prospecting tricks or 'quick hacks', but methods that put the customer's pain points at the center of your prospecting process.
Managing for Impact
Managing a sales team requires entirely different skills from the role of an individual sales rep. This course teaches effective sales management training for frontline management and how to create a coaching culture within their team, how to run effective 1:1s and team meetings, and how to use role-play and call reviews to improve the team’s ability to positively impact customers.
The JOLT Effect
Acquire the specific toolset for how to overcome a buyer’s indecision—learning specific strategies for how to dial down the customer’s fear of making a purchase mistake.
Selling into Enterprise Accounts
Deliver more impact to your Enterprise customers through effective stakeholder management, provocative discovery, and win-win trading.
What our learners say
Provided invaluable frameworks and strategies for my team and me to adopt and use DAILY. I have been able to build out a training program for our SDR team based on WBD and implement a successful coaching strategy.
Amanda Hill
Sales Training and Enablement | Tipalti
SAN MATEO, CADan does a great job of captivating the room! He is more experienced than most, and you are learning from someone who knows A LOT about the topic. If you want your revenue teams to be masters of the art, Dan and his team come highly recommended!
Leah Grisham
Corporate Account Executive | Asana BERKELEY, CADan helped level up our overall sales org! He understood our product, business, and target customers and was able to build a process that makes sense for reps to follow. Even the more tenured reps came away with nuggets they can apply every day.
Pete Krekos
Manager, Named Accounts | Asana SAN JOSE, CAExactly what we needed! We loved the personal attention that WbD provided us, the genuine interest in our needs and goals so that they could speak to us in our language. Dan made an effort to get to know each one of the team members personally.
Christa Yoshimoto
Director of Enterprise Sales | ExperiencePoint TORONTO, CANADAGo with Dan and his team! They are specialists in their field and will help you and your team feel like specialists as well. Each of our employees was engaged, challenged, and walked away with valuable skills that they will carry with them in their careers.
Mac Lagor
Project Manager | NewVoiceMedia SAN FRANCISCO, CAA fantastic job! I have never met someone as engaging as Dan. He’s the best teacher I have ever had, hands down. Take as many notes as you can, because I still look at my notes from my session with Dan.
Benjamin Parness
SDR | Tipalti REDWOOD CITY, CAWinning by Design is deep to my heart. Have had the pleasure implementing WBD sales fundamentals in 2017.
Can very very very much recommend Roelof Hengst, Dan Smith, Maria Abad Baides, and their free great content and blueprints on their website.
Koen Stam
Head of Benelux | Personio AMSTERDAM, NETHERLANDS