Posted on May 27th, 2009 by Dave Stein
When the subject of hiring salespeople comes up, the Rolodex, virtual or otherwise, isn’t far behind. A salesperson’s business networks are only of some value. Certainly not as much value as many candidates would like their interviewers to believe. In my experience, a candidate’s business network is only one component of their overall Personal Capital. [...]
Filed under: Hiring, Sales Strategy | 7 Comments »
Posted on May 19th, 2009 by Dave Stein
I’ve been on a rant about too many CEOs, COOs, CFOs, and boards of directors not really understanding what sales leadership is all about and therefore continuing to hire (and promote) people that can’t get the job done. That’s why sales is last on line in many companies with respect to quality, discipline, process, measurement, [...]
Filed under: Hiring | 14 Comments »
Posted on May 18th, 2009 by Dave Stein
Years ago, as VP of marketing, I was responsible for industry analyst relations. Early on I made plenty of mistakes, but as time went on I figured out how to effectively manage my company’s relationships with industry research analysts, resulting in correct positioning, sales leads and plenty of positive coverage. I vividly remember the penalty [...]
Filed under: Account Management, Industry Analyst, Sales Strategy, Sales Training Companies | 4 Comments »
Posted on May 12th, 2009 by Dave Stein
I had rollercoaster ride of an afternoon. First, I reviewed my notes from yesterday’s briefing for ESR’s Principal Analyst, Al Case, and me by Corporate Visions. We’ll be publishing a brief on them within a few weeks. I prepared for an upcoming briefing with HR Chally. We’re doing some upcoming work in the area [...]
Filed under: Hiring | 2 Comments »
Posted on May 11th, 2009 by Dave Stein
During a recent stint at Logan Airport, a CEO I’d struck up a conversation with offered a book recommendation: Marshall Goldsmith’s What Got You Here Won’t Get You There. Once I’d had a chance to read it, one part in particular caught my eye. Goldsmith had asked 50,000 successful professionals to rate themselves against their [...]
Filed under: Big Wins | 16 Comments »
Posted on May 7th, 2009 by Dave Stein
Here is today’s featured video on SellingPower.com. Gerhard Gschwandtner interviewed me before one of his sales leadership conferences. If you click on the link (or the photo) you’ll have access to other videos as well, featuring Howard Stevens, Jim Dickie, and a other thought leaders in the area of sales performance. Note: I understand the [...]
Filed under: sales training | 2 Comments »
Posted on May 6th, 2009 by Dave Stein
I’ve been seeing more and more business contacts coming up on Twitter. They’re following me. Nice. I follow them. No question this is a fast-moving phenonemon—like Susan Boyle (with, as of today: 52,532,400 views on YouTube) and YouTube’s parent, Google itself, during its first few years of growth. I presented today on a webinar sponsored [...]
Filed under: Marketing, Relationships, social media | 3 Comments »
Posted on May 4th, 2009 by Dave Stein
What’s going on here? Sales training has been around for more than 100 years. Yet every year, new approaches appear with the promise of being “The Silver Bullet.” Old approaches—even those that are relevant to fixing the proble—are labeled “old-school,” and rejected. On Amazon.com there are 29, 469 books under the category of “How to [...]
Filed under: Account Management, Buyers, Economy, Industry Analyst, Professionalism, Research, Technology | 26 Comments »
