Dave Stein's Blog for Sales Leaders

A recent comment on this blog by John Esposito, VP of sales at AMICAS, reminded me to write a post about his company’s successful implementation of a sales methodology last year.
I was delighted to present a brief case study at the recent Sales 2.0 Conference in Boston last month.
AMICAS had some very common sales-related business [...]

Filed under: Sales 2.0 | 1 Comment »

Paul Lanigan from Sandler Ireland put up a query today soliciting favorite sales quotes.  Here are some of mine.

Denial ain’t just a river in Egypt. (Mark Twain)
Tell your customer the truth before your competitor exaggerates it.
You can’t handle the truth!  (A Few Good Men)
Nothing is as exhilarating as to be shot at without result. (Churchill)
We [...]

Filed under: Humor | 14 Comments »

You may remember I wrote a post a while back about a terrific eBook Tom Searcy had published about RFPs.  We’ve been recommending the book to clients. Last week Tom wrote a post on his blog about interview questions for sales people.
Tom has the right idea here.  His questions are on target.  So are his [...]

Filed under: Hiring, sales process | No Comments »

I spent three hours yesterday trying to buy a new “3G S”  iPhone.
First I went on the Apple site.  I spent 20 minutes there.  They wouldn’t process my order because they said I don’t get reception at my home where I registered for new AT&T service.  The fact is, I do get service there.  I’ve [...]

Filed under: Uncategorized | 10 Comments »

It’s funny how certain words you’ve always been familiar with take on new meanings as you wend your way through life.   The word “trust” is like that for me.
Now that I’m thinking back in time as I write this post, I remember the television show Who Do You Trust? Perhaps the show should have been [...]

Filed under: Professionalism, social media | 8 Comments »

A woman came up to me at the conclusion of a panel discussion I participated in this week at the ASTD conference.  I was in a hurry to get to the airport to catch a plane, so I asked if she’d walk me through the convention center to the entrance, where I would find a [...]

Filed under: Sales Training Companies | 4 Comments »

Here is the question:
What would your corporate training department have to do for you to completely entrust sales training and development to them?
Please take this one-question survey.
Thanks.

Filed under: sales training | No Comments »

I’ve been at the ASTD International Conference and Exposition since Sunday.  This is my first one.  A few observations:

In many companies, corporate training has a long way to go to be seen as valuable by their sales organizations.  On the other hand, when left to their own devices, many sales organizations continue to get very [...]

Filed under: Professionalism | 2 Comments »