Posted on January 13th, 2009 by Dave Stein
Followers of this blog are familiar with the high value I place on planning, competitive selling strategies, and political leverage for winning complex sales situations as well as for effectively managing strategic accounts. I was first introduced to Holden many years ago by Steve Slaughter, a salesrep who worked for me who had been through [...]
Filed under: Account Management, Big Wins, coaching, Marketing, Opportunity Management, Research, sales process, Sales Strategy, Sales Training Companies, Technology | No Comments »
Posted on January 12th, 2009 by Dave Stein
Here’s a 10-minute discussion I had with Bill Caskey. I think you’ll find it a worthwhile investment of time.
Filed under: Dave Stein, Measurement, Professionalism | No Comments »
Posted on January 9th, 2009 by Dave Stein
We’ve always listed empathy as a required trait for salespeople. In a Sales 101 application, empathy is the salesperson’s ability to understand the customer’s situation from the customer’s perspective. Nothing new here. Doris Kearns Goodwin, in her wonderful book, Team of Rivals: The Political Genius of Abraham Lincoln, provides us with another, very powerful reason [...]
Filed under: Book Recommendation, Sales Strategy | 4 Comments »
Posted on January 7th, 2009 by Dave Stein
One of the top firms among the 26 sales performance improvement providers ESR covers is Performance Methods, Inc. (PMI). Founder and managing partner Steve Andersen is recognized as a thought-leader in the demanding and often misunderstood area of strategic account management. (Listen to Steve in an ESR/Podcast.) To understanding what a strategic account management methodology [...]
Filed under: Account Management, Big Wins, Buyers, coaching, Competition, CRM, Economy, Measurement, Methodology, Professionalism, Relationships, Sales 2.0, Sales Strategy, Sales Training Companies | No Comments »
Posted on January 6th, 2009 by Dave Stein
I’ve been using LinkedIn for years. Been writing about it and recommending it as well. I’ve introduced some out-of-work sales leaders to some of my contacts, did some informal research, got connected to old contacts. It’s a very useful tool for business. During this past holiday, I decided to spend some time on Facebook and [...]
Filed under: Relationships, Technology | 20 Comments »
Posted on January 5th, 2009 by Dave Stein
I’ve been very critical of sales tips during the past six months. My column in Sales and Marketing Management Magazine about it as well. The simple reason is that sales tips keep salespeople and their managers focused on tactics and shortcuts rather than investing the time and effort required for planning and executing a strategic [...]
Filed under: Book Recommendation, Buyers, Competition, Hiring, Professionalism, Relationships, Research | 3 Comments »
