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Dan Weinfurter

About Dan Weinfurter

Dan is the Chief Operating Officer at Delivery Drivers, Inc. DDI provides Human Resource and Driver Management solutions for business owners operating with independent contractors. Prior to Mentor Group, Dan was the Founder and CEO of GrowthPlay, an integrated sales effectiveness services business that grew rapidly to be ranked #22 on the 2017 Inc. 500 list of the fastest growing private companies. In Dan’s 25 years as a serial entrepreneur, he has built three prior private equity-backed companies from start-up to considerable scale, including Parson Group, his first startup that landed #1 overall on the coveted Inc. 500 list. Dan is the author of Second Stage Entrepreneurship, Ten Strategies for Driving Aggressive Growth (2013, Palgrave/Macmillan). He lives in Laguna Beach, California.

AI and Machine Learning; Benefits and Constants

19 May 2019 by Dan Weinfurter

The last few years have given rise to ever increasing discussions on how the use of predictive analytics and machine learning will transform the profession of selling. It is quite compelling to consider how this technology may take root and how it might impact the profession of professional selling. First let’s consider what we mean… Read More

Filed Under: Article, Sales Tools, Sales Trends

Anyone Who Makes It Has a Mentor

12 June 2018 by Dan Weinfurter

Twenty years ago, Don Perkins, who was an outside Board member for the company that I was running at the time, gave me a copy of an article that he had authored for the Harvard Business Review a few years prior detailing the benefits that accrue to CEOs that have mentors.  Don was my mentor… Read More

Filed Under: Article, Professional & Self-Development, Self-Improvement

Greater Success Comes from Better Customer Success

4 February 2019 by Dan Weinfurter

A few weeks ago, I was at a conference where some of the latest McKinsey & Company research was presented describing how sales in the 21st century is different from selling in the previous century. For most of us that live in the sales and revenue generation ecosystem, the findings make complete sense and are… Read More

Filed Under: Article, Customer Experience, Customer Retention, Sales Prospecting

It Pays To Get Onboarding Right!

18 April 2020 by Dan Weinfurter

Last year, sales organizations on average replaced 25% of their total head count. For organizations with thousands of salespeople, and for those with far fewer, this results in a large need to recruit, assess, select, hire, on-board and train replacements who hopefully will deliver results that are better than those individuals that they have replaced…. Read More

Filed Under: Article, Employee Experience Management, Leadership, Recruitment & Retention, Sales Management

Looking Back and Thinking Ahead: 2018 is Here Now

30 January 2018 by Dan Weinfurter

Hello everyone and welcome to a new year.  It is early January and as such, it is an appropriate time to set some resolutions for the new year.  Of course, setting resolutions is a highly situational and personal task, but that said, I will offer up some suggestions in the spirit of getting the readers… Read More

Filed Under: Article, Sales Strategy, Sales Team Development

Recruitment and Retention: Words and Actions Must Match

22 December 2018 by Dan Weinfurter

I got a call recently from a former colleague asking if I would be comfortable being a reference for him.  Of course, I was happy to do this, as this person worked for me previously in two different companies and had performed exceptionally well.  He was super excited and all set to accept a new… Read More

Filed Under: Article, Employee Experience Management, Leadership, Recruitment & Retention

The Critical Importance of Talent

15 June 2017 by Dan Weinfurter

U.S. firms today spend about $900 billion annually on the deployment of professional sales organizations. That’s more than 3x their total spending on advertising, more than 20x their spending on digital marketing, and more than 50x their current spend on social media. Selling is, by far, the most expensive part of strategy execution for most… Read More

Filed Under: Article, Recruitment & Retention, Sales Management

The Founder as Sales Manager Scaling Sales Capability in an Early Stage Business

5 August 2019 by Dan Weinfurter

Inevitably, the time arrives in most early stage businesses when it becomes an organizational imperative to establish a real professional sales capability that is fundamental to the strategy of driving growth. For many, and in fact I would argue, for most entrepreneurs, achieving success in building an effective and predictable revenue engine is the most… Read More

Filed Under: Article, Business Development

The Myth of the Technical Seller

13 November 2019 by Dan Weinfurter

“For a salesperson to perform well in our organization, they have to be very technical.” “Our top salespeople must have a deep understanding the science behind our drugs.” “Since we are selling finance and accounting consulting services, the best salespeople in our firm are former practitioners – they were accountants before they became salespeople.” In… Read More

Filed Under: Article, Recruitment & Retention, Sales Management, Sales Training

The Rise of the Chief Growth Officer

20 October 2018 by Dan Weinfurter

Historically there has been a substantial gulf between sales and marketing.  Back in the day, there were countless stories about the enmity, hostility and lack of respect each profession had for the other.  Some of the disputes are legendary.  In my book (Second Stage Entrepreneurship), which was written in 2013, I advised against the practice… Read More

Filed Under: Article, Marketing, Marketing Operations, Sales, Sales Prospecting

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