Posted on December 29th, 2008 by Dave Stein
Pick one or more of the resolutions below. Commit, execute, enjoy the results.
I’ll never hire another sales rep who can’t get the sales job done. First, completely understand the position and the skills and traits required to be successful. Evaluating whether a candidate meets those requirements requires [...]
Filed under: Big Wins, Buyers, CRM, Economy, Hiring, Leadership, Measurement, Methodology, Opportunity Management, Research, Sales Strategy, Sales Training Companies, sales process | 6 Comments »
Posted on December 27th, 2008 by Dave Stein
Having been a professional trumpeter, early on I learned the word “chops” as it is used to describe a player who has a powerful embouchure (the use of the muscles surrounding the mouth in order to create a sound on a wind instrument). Here is Japanese trumpeter Eric Miyashiro providing a dazzling rendition of Over [...]
Filed under: Dave Stein, coaching | 1 Comment »
Posted on December 24th, 2008 by Dave Stein
A Peaceful Winter Day
Lambert’s Cove Beach, West Tisbury, MA
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If you possibly can, please donate something to:
Save the Children or the ASPCA or the charity of your choice.
Photo credit: © 2008 — Dave Stein
Filed under: Uncategorized | 3 Comments »
Posted on December 23rd, 2008 by Dave Stein
Last July I was honored to be sent a final draft of Mahan Khalsa and Randy Illig’s revised and expanded edition of Let’s Get Real or Let’s Not Play.
Mahan and Randy are key members of FranklinCovey’s sales performance practice. (Here is a podcast interview I did with Mahan.)
What is immediately significant about this book is [...]
Filed under: Book Recommendation, Methodology, Opportunity Management, Professionalism, Sales Training Companies, sales process | 4 Comments »
Posted on December 22nd, 2008 by Dave Stein
Read McKinsey’s recent article, The downturn’s new rules for marketers (registration required).
I was pleasantly surprised to see some sound advice about sales organization function and structure in the article. The real meat for those of us on the sales side is near the end of the piece, beginning with, “Reprioritizing sales function.”
There is no shortage [...]
Filed under: Economy, Leadership, Marketing, Research | 1 Comment »
Posted on December 19th, 2008 by Dave Stein
Brian Lambert of ASTD hosted a webinar this week where I presented The Care, Feeding (and Training) of Salespeople. It’s targeted at learning and training organizations leaders and managers.
Registration will get you access to an archive of the event.
Filed under: Dave Stein, Leadership, Measurement, Presentations, Research, Sales Training Companies, Technology | 2 Comments »
Posted on December 18th, 2008 by Dave Stein
One of ESR’s clients has been engaged with Brian Carroll’s InTouch, Inc. team for lead generation and nurturing. We sat in on a meeting with Brian’s team and the client the other day.
I asked Brian for permission to share with you the Lead Gen Portfolio graphic he uses with his clients. Take a good look [...]
Filed under: Marketing, Pipeline, Relationships | 3 Comments »
Posted on December 17th, 2008 by Dave Stein
I’ve heard the term “rolling disclosure” a few times on the political TV shows recently.
So far as I can tell, MSNBC’s Chris Matthews was the first to use the term in 2001. Matthews: “He told us what he knew as soon as he knew it, not when it suited him. There was no ‘rolling [...]
Filed under: Competition, Economy, Professionalism, Relationships, Sales Strategy | 3 Comments »
Posted on December 17th, 2008 by Dave Stein
I don’t mean my blog’s website, although I hope you’ll bookmark that as well.
What I’m talking about is AllMyFavs, a website my friend Larry Berk of Bohoy Design forwarded to me.
I clicked on a few of the links. Apparently some, like BestBuy, are tagged so the “AllMyFavs” people get click through credit. Others, like WordPress [...]
Filed under: Uncategorized | No Comments »
Posted on December 16th, 2008 by Dave Stein
When I worked coaching sales teams I generally took a tough, if not black and white, position on responding to blind RFPs. My clients heard me say again and again, “Follow conventional wisdom: If you didn’t write it, your competitor probably did. Let’s come up with more productive ways to spend your time.”
(Now I’m on [...]
Filed under: Book Recommendation, Buyers, Economy, Marketing, Methodology, Pipeline, Research | 5 Comments »
