Don Lazzari, the President of Delivering Value, a sales performance consulting company that focuses on helping entrepreneurs and their companies sell more effectively joins Enterprise Radio.  His new book, “Entrepreneurs’ Sales Secrets Revealed” provides a curated collection of the sales knowledge successful entrepreneurs have leveraged over the past 15 years to help their companies grow.

Listen to host Eric Dye & guest Don Lazzari discuss the following:



What inspired you to write Entrepreneurs’ Sales Secrets Revealed?

The first part of the book focuses on the solopreneur, what are the top things a solopreneur should focus on when selling?

What are the most common mistakes you see entrepreneurs make when it comes to hiring sales talent that can propel them to the next level?

In Chapter 7, How to Add Real Talent to Your Team.  You talk about the hotseat interview as a final step in determining if you should hire a sales candidate.  Explain how that works and why it’s so valuable.

In the third section of your book you discuss Sales Vital Signs.  Can you elaborate on what they are and why an entrepreneur should care?



TIP: Don’t think the value of your offering is self-evident.  Since you are new, you are risky you are in the eyes of the buyer.  Sell your value by using customer success stories to offset perceived risk.



Don Lazzari is President of Delivering Value, a sales performance consulting company that focuses on helping entrepreneurs and their companies sell more effectively and build sales teams that deliver growth.  Since 2010, he has worked closely with a wide variety of organizations in software and technology, advanced analytics, manufacturing, supply chain, logistics, and healthcare.

Don’s expertise spans sales, sales leadership, go-to-market strategy, and marketing.  During his 30+ year career he has sold new and complex technologies across North America and Europe while working for companies ranging in size from emerging start-ups to global corporations.

His new book, “Entrepreneurs’ Sales Secrets Revealed” provides a curated collection of the sales knowledge successful entrepreneurs have leveraged over the past 15 years to help their companies grow

Don holds a Master of Business Administration from the University of Pittsburgh Katz Graduate School of Business and a Bachelor of Arts in Writing from the University of Pittsburgh.



Website: https://deliveringvalue.com

Book: https://deliveringvalue.com/entrepreneurs-secrets

Social Media Links:

Substack: https://substack.com/@donlazzari

Linkedin: https://www.linkedin.com/in/don-lazzari



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