Dennis Susa

Dennis has played nearly every role in the sales/field marketing function. He has been an account representative, industry technology specialist, sales manage, sales & marketing VP, consulting services director, channel manager marketing communications manager, and even two years as an executive speechwriter. These experiences have imbued him with tremendous insight (and incredible passion) to help other companies achieve sales success. His core expertise is in building, coaching and managing of sales and marketing teams in complex selling situations – generating leads, increasing sales pipeline, supporting specialized sales efforts and maximizing customer satisfaction.

  • Closing: Book Excerpt

    Closing: Book Excerpt

    Read the Excerpt of Our Best Selling Book.

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  • The Player/Coach: An Urban Legend?

    The Player/Coach: An Urban Legend?

    So what makes so many senior sales leaders think the player/coach is a good idea in business development?

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  • So What? Making The Shift When It’s Your Turn To Talk

    So What? Making The Shift When It’s Your Turn To Talk

    In most cases, much of the transformation from transactional to consultative selling is about making the leap from “telling” to “asking.”

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  • Sales and Marketing...Why Can't We Just Get Along?

    Sales and Marketing...Why Can't We Just Get Along?

    Sales is from Mars, Marketing is from Venus. And all too often, the marriage between these two disciplines is strained, dysfunctional, and downright costly. Marketing wages an air war...

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  • How to Fund Your Sales Transformation: Fire the Underperformers

    How to Fund Your Sales Transformation: Fire the Underperformers

    As sales leaders, we spend a lot of time trying to develop the bottom 20% and turn them into capable salespeople. We send them off to two-day sales training seminars, have them take...

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  • Compelled to Coach

    Compelled to Coach

    Have you ever known a manager who, after every joint call or conversation, feels the need to offer you ‘coaching,’ always under the banner of YOUR self-improvement? It often begins with...

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  • SO WHAT?  Making The Shift When it’s Your Turn to Talk

    SO WHAT?  Making The Shift When it’s Your Turn to Talk

    Dennis Susa outlines the SO WHAT? method to provide transition and structure when you’ve exhausted all your questions and it’s time to convey your solution.

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