Spend five minutes with Dan Waldschmidt and you will be exhausted — he is this ball of energy who is engaging, brilliant, funny, and controversial. The Las Vegas Over/Under that he is a national talk show host is 3 years. I couldn’t wait to get his Madlibs…he did not disappoint. Dan’s Madlibs are below, when you are done don’t be surprised if you are exhausted.
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1. The b2b buyer is not as prepared to make a decision as he pretends to be. He knows what he “hears”, so tell him something new.
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2. The biggest innovation in sales is tools for tracking prospect behavior. You can adapt on the fly and deliver value more reliably
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3. The coolest thing happening in b2b sales is the power of marketing to do most of the sales process.
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4. My favorite Sales 2.0 technology is Do.com.
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5. My favorite sales book is the one that Anthony Iannarino should be writing. Anthony? Is it done yet?
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6. My favorite social media site is Sprout Social.
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7. Social selling is sometimes important. Most of what people call “social” is less about selling and more about awareness.
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8. I use Linkedin to engage with my community and start trouble in groups.
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9. Cold calling is still the best way to introduce yourself.
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10. In b2b, the idea of a funnel is outdated. Think concentric circles…
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11. The first thing every sales person should do is get the s*** kicked out of them. You need to learn to be tough. Success demands tenacity.
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12. Voicemail is what your grandparents listen to — not your prospects.
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13. The biggest mistake sales people make is believing what the customer doesn’t tell them.
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14. The biggest myth in sales is that “you need to work smarter”. Work harder — you’ll make more.
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15. My most forgettable sales experience was losing a $6M bet on closing a huge deal and losing my house when it was collateral in the deal.
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16. The hardest part of selling is getting back up after you lose. Day after day after day after day after day.
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17. The next “hot-thing” in sales will be Japanese robots doing our work for us (Shucks — who knows?)
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18. In 2015, sales will be what it is now. Different tools. Same basic goal.
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19. My favorite sales saying is: “Wimps Whine….”
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20. Over the next couple years in sales, I can’t wait to see my bank account click into 10 digits.
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21. Madlibs with the Funnelholic is “the balls”…
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. Dow Jones calls his Edgy Conversations blog one of the top sales sites on the internet. 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. He is author of the soon to be released Edgy Conversations: How Ordinary People Achieve Outrageous Success.