Posted on November 28th, 2008 by Dave Stein
Update (12/15/08): Too view the results of the survey, click “View Results” on survey tool.
I’ve been using LinkedIn a lot recently. I’ve been recommending it to clients as well.
In my blog post What’s In Your Salesreps’ LinkedIn Profiles? I suggested that salespeople should use LinkedIn, not as an online resume, but as a chronological accounting of the [...]
Filed under: Professionalism, Relationships | 3 Comments »
Posted on November 25th, 2008 by Dave Stein
My friend Alan Ganapol says, “Always read the signs. They’re out there. You just have to read them.”
The signs today came in the form of notices that two of my recent articles were published. They’re both on essentially the same subject. I felt compelled to share those with you.
The first article is in Business & Leadership, a Irish [...]
Filed under: Competition, Marketing | 2 Comments »
Posted on November 24th, 2008 by Dave Stein
I got caught up a few weeks ago with Rich Geise, a friend and former colleague. With 30 or so years in sales and sales management, Rich is a Sandler franchisee, based in Villanova, PA.
Rich told me Sandler’s appeal is growing. He described that what most salespeople feel coming out of traditional training classes is frustration, having been [...]
Filed under: Measurement, Methodology, Professionalism, Relationships, Sales Training Companies, coaching, sales process, sales training | 1 Comment »
Posted on November 21st, 2008 by Dave Stein
When people find out I’m a pilot, some invariably ask, “Could you land a jetliner if something happened to the pilot?” I’ll answer that shortly.
You might think that such a sitation never arises. But it does. Claire McBride sent me this article just a few minutes ago, Pilot sought help of passengers to land jet, [...]
Filed under: Dave Stein, Humor, On the Road | 2 Comments »
Posted on November 19th, 2008 by Dave Stein
I read an article today about the Big 3 Automaker CEOs flying their jets into D.C. to plead for public funds. What a bad message to be sending Congress, their employees (I’ll stay out of the union discussion at this point) and the American people.
As a pilot, airplane owner, and salesperson, I can justify the use [...]
Filed under: Buyers, Economy, Marketing, Professionalism, Relationships | 2 Comments »
Posted on November 19th, 2008 by Dave Stein
Geoffrey James ran a wonderful series of posts last week. He spent six months collecting nominations for whom he eventually determined are his ”Sales Gods.” I literally went to his blog first thing each day to see who he was featuring.
Although this post, What We Can Learn from “Sales Gods”, is the last post in the series, [...]
Filed under: Big Wins, Leadership, Professionalism, Relationships | No Comments »
Posted on November 18th, 2008 by Dave Stein
I recently had an enlightening conversation with Walter Rogers (CEO) and Lawne Gerhardt (VP of Global Sales) at Baker Communications. ES Research hasn’t covered Baker because they weren’t a pure sales training play—sales training content makes up about half of their broad array of course offerings. You might not have heard of Baker. Even Walter admits they’ve been [...]
Filed under: Buyers, Economy, Industry Analyst, Methodology, Research, Sales Training Companies, sales process | 1 Comment »
Posted on November 17th, 2008 by Dave Stein
I read an article in Fortune (10/29/2008) that reminded me again how important it is that companies rationalize their prices and fees during this tough economic time.
Sales people and their managers have enough of a challenge without having to overcome customer objections and competitive pricing pressures because their prices are artificially high or their fees have been calculated [...]
Filed under: Economy, Marketing, Measurement, Research | No Comments »
Posted on November 14th, 2008 by Dave Stein
Joel Cere wrote an enlightening blog post about some research that was done on those massive spam campaigns: The economics of Spam: 0.00000008% response rate = $3.5M turnover.
I’ll take the liberty of quoting Joel’s whole post here, since it’s a short one:
Academics at Berkeley used the “Storm botnet” network to blast 350 million emails for “male enhancement [...]
Filed under: Marketing, Measurement, Technology | 1 Comment »
Posted on November 13th, 2008 by Dave Stein
Donal Daly, CEO of The TAS Group, wrote a great post (Early failure is better than late failure) on his company’s blog that is more than worthy of your consideration. (Disclosure: The TAS Group is a subscriber to ESR’s research.)
In the post Donal discusses the not-often-enough-overcome challenge of effective qualification. From the post:
When budgets are [...]
Filed under: Big Wins, Competition, Methodology, Opportunity Management, Pipeline, Sales Training Companies, coaching | 2 Comments »
