Comments on: Enough With The Shortcuts And Quick Solutions, Already. http://davesteinsblog.esresearch.com/2009/07/21/enough-with-the-shortcuts-and-quick-solutions-already/?utm_source=rss&utm_medium=rss&utm_campaign=enough-with-the-shortcuts-and-quick-solutions-already An Independent Expert's Observations on Sales Performance Improvement Wed, 08 Feb 2012 18:56:49 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: Mid-Week Sales 2.0 Linkfest — Chad Levitt New Sales Economy Blog http://davesteinsblog.esresearch.com/2009/07/21/enough-with-the-shortcuts-and-quick-solutions-already/comment-page-1/#comment-717 Mid-Week Sales 2.0 Linkfest — Chad Levitt New Sales Economy Blog Thu, 06 Aug 2009 01:44:05 +0000 http://www.davesteinsblog.com/?p=2563#comment-717 [...] Enough With The Shortcuts And Quick Solutions Already (Dave Stein) [...] [...] Enough With The Shortcuts And Quick Solutions Already (Dave Stein) [...]

]]> By: sales leadership | 3forward http://davesteinsblog.esresearch.com/2009/07/21/enough-with-the-shortcuts-and-quick-solutions-already/comment-page-1/#comment-716 sales leadership | 3forward Wed, 05 Aug 2009 15:48:56 +0000 http://www.davesteinsblog.com/?p=2563#comment-716 [...] Dave Stein writes in a recent post on his excellent Sales Leadership blog, “On the subject of shortcuts, it’s disappointing to see that “free” sales tips, tricks, and silver bullets continue to appear in dozens of blogs and websites every day.  The very salesreps and managers that seek out these tips are the ones that are hurt most by them.  They need structure and a strategic approach for selling their products and services to their customers.  When you think about it, these sales tips aren’t really free at all.  They cost money.  A lot of it, in the form of lost business opportunity—deals those reps will never win because they are seeking shortcuts and shortcuts don’t work in sales.”   Read More… [...] [...] Dave Stein writes in a recent post on his excellent Sales Leadership blog, “On the subject of shortcuts, it’s disappointing to see that “free” sales tips, tricks, and silver bullets continue to appear in dozens of blogs and websites every day.  The very salesreps and managers that seek out these tips are the ones that are hurt most by them.  They need structure and a strategic approach for selling their products and services to their customers.  When you think about it, these sales tips aren’t really free at all.  They cost money.  A lot of it, in the form of lost business opportunity—deals those reps will never win because they are seeking shortcuts and shortcuts don’t work in sales.”   Read More… [...]

]]> By: Matt Smith http://davesteinsblog.esresearch.com/2009/07/21/enough-with-the-shortcuts-and-quick-solutions-already/comment-page-1/#comment-715 Matt Smith Thu, 23 Jul 2009 22:25:31 +0000 http://www.davesteinsblog.com/?p=2563#comment-715 Could not agree more. If I read one more list of Top 5 Tips, Hints or Shortcuts for Sales Success I may loose it. The science of selling is more important than ever and at 3forward we encourage every sales leader we work with to understand the long term value of Sales Basics. Short cuts in selling are like short cuts in the gym, your results always suffer. Yes the new technologies can be tremendously helpful, but they don't replace hard work and the fundamentals of the sales discipline. Our firm believes in a philosophy we call Old School / New Tools. We have a page dedicated to it on our site to share the best of what we find from leading sales practitioners. http://3forward.com/old-school-new-tools/. We hope it provides some help to those looking to maintain a focused selling methodology in the face of all the shortcut suggestions out there. Thank you for a great post and keeping everyone grounded. Could not agree more. If I read one more list of Top 5 Tips, Hints or Shortcuts for Sales Success I may loose it. The science of selling is more important than ever and at 3forward we encourage every sales leader we work with to understand the long term value of Sales Basics. Short cuts in selling are like short cuts in the gym, your results always suffer.

Yes the new technologies can be tremendously helpful, but they don’t replace hard work and the fundamentals of the sales discipline. Our firm believes in a philosophy we call Old School / New Tools. We have a page dedicated to it on our site to share the best of what we find from leading sales practitioners. http://3forward.com/old-school-new-tools/. We hope it provides some help to those looking to maintain a focused selling methodology in the face of all the shortcut suggestions out there.

Thank you for a great post and keeping everyone grounded.

]]> By: Dave Stein http://davesteinsblog.esresearch.com/2009/07/21/enough-with-the-shortcuts-and-quick-solutions-already/comment-page-1/#comment-714 Dave Stein Wed, 22 Jul 2009 20:41:52 +0000 http://www.davesteinsblog.com/?p=2563#comment-714 I know you're one of the ones that are helping, not hurting, John. Thanks for the comment. I know you’re one of the ones that are helping, not hurting, John. Thanks for the comment.

]]> By: Richard Lane http://davesteinsblog.esresearch.com/2009/07/21/enough-with-the-shortcuts-and-quick-solutions-already/comment-page-1/#comment-713 Richard Lane Wed, 22 Jul 2009 20:11:58 +0000 http://www.davesteinsblog.com/?p=2563#comment-713 Hi Dave, I recently took the decision to set-up my own sales consultancy and training business. I started on April 1st this year having planned my exit from Corporate life for 9 months. In the UK that day is called "April Fools", not sure about the US... Fool or not, I am really enjoying the excitement and the challenge of running my own business. I've won a couple of clients and am delivering a sales programme that's already been described as "transformational" by one of the delegates whom I'm coaching. In my experience too few sales people have the structure, discipline (and therefore) the confidence to be great at what they do. It is my goal to work with SME businesses in my region (North East UK) and beyond, to sell at a higher level. To sell value and to sell solutions that are focused on solving customer challenges. Unfortunately too many people still see sales as an art form - "black magic" rather than a science. I believe the UK is behind the US when it comes the Sales Profession. In order to try and develop my thought leadership brand I have set-up a blog (www.englebyassociates.com/blog). I have particularly enjoyed this part of the journey since I started almost four months ago. In light of your article I'd be interested in your feedback. I've have been focused on providing hints and tips but with the intention of helping my readers develop their structure and their strategic approach. Surely helping people develop these areas is exactly what we should be doing? If I can provide useful advice to a reader that helps them keep focused and strive to become a better professional whilst also at some point in the future turning into a lead of a piece of business for me then that's hopefully the win-win we're all looking for. If you do get a chance to review my site/blog and comment back to me it'd be really appreciated. I'm open to all suggestions - continuous learning. Kind regards, Richard Engleby Associates Hi Dave,
I recently took the decision to set-up my own sales consultancy and training business. I started on April 1st this year having planned my exit from Corporate life for 9 months. In the UK that day is called “April Fools”, not sure about the US…

Fool or not, I am really enjoying the excitement and the challenge of running my own business. I’ve won a couple of clients and am delivering a sales programme that’s already been described as “transformational” by one of the delegates whom I’m coaching. In my experience too few sales people have the structure, discipline (and therefore) the confidence to be great at what they do.

It is my goal to work with SME businesses in my region (North East UK) and beyond, to sell at a higher level. To sell value and to sell solutions that are focused on solving customer challenges.

Unfortunately too many people still see sales as an art form – “black magic” rather than a science. I believe the UK is behind the US when it comes the Sales Profession.

In order to try and develop my thought leadership brand I have set-up a blog (www.englebyassociates.com/blog). I have particularly enjoyed this part of the journey since I started almost four months ago. In light of your article I’d be interested in your feedback. I’ve have been focused on providing hints and tips but with the intention of helping my readers develop their structure and their strategic approach. Surely helping people develop these areas is exactly what we should be doing? If I can provide useful advice to a reader that helps them keep focused and strive to become a better professional whilst also at some point in the future turning into a lead of a piece of business for me then that’s hopefully the win-win we’re all looking for.

If you do get a chance to review my site/blog and comment back to me it’d be really appreciated. I’m open to all suggestions – continuous learning.

Kind regards,

Richard
Engleby Associates

]]> By: Lee Salz http://davesteinsblog.esresearch.com/2009/07/21/enough-with-the-shortcuts-and-quick-solutions-already/comment-page-1/#comment-712 Lee Salz Wed, 22 Jul 2009 15:08:11 +0000 http://www.davesteinsblog.com/?p=2563#comment-712 Fantastic post, Dave When I launched Business Expert Webinars, it was with the vision of providing affordable, live, online business training delivered by thought leaders. In a relatively short period of time, we've become the leading provider of this type of training in the industry. Interestingly, people associate webinars with being marketing events and expect them to be free. However, no one expects training to be delivered at no cost. Our eLearning training programs are not free, but they are effective and affordable. And, eLearning isn't a fad...it is here to stay. It will be part of the core of the new training strategy that evolves as a result of our down economy. Fantastic post, Dave

When I launched Business Expert Webinars, it was with the vision of providing affordable, live, online business training delivered by thought leaders. In a relatively short period of time, we’ve become the leading provider of this type of training in the industry.

Interestingly, people associate webinars with being marketing events and expect them to be free. However, no one expects training to be delivered at no cost. Our eLearning training programs are not free, but they are effective and affordable.

And, eLearning isn’t a fad…it is here to stay. It will be part of the core of the new training strategy that evolves as a result of our down economy.

]]> By: John Moore http://davesteinsblog.esresearch.com/2009/07/21/enough-with-the-shortcuts-and-quick-solutions-already/comment-page-1/#comment-711 John Moore Wed, 22 Jul 2009 12:31:56 +0000 http://www.davesteinsblog.com/?p=2563#comment-711 Another good post Dave. As always, you have me thinking... In terms of social engagement, social crm, you are right that an unorganized series of tactics will often lead to only failure. Sadly, this is where many people are struggling today and is the reason why many of us in the Social CRM community are working to educate and promote true social crm (processes, products, best practices). John Moore http://twitter.com/JohnFMoore Another good post Dave. As always, you have me thinking…

In terms of social engagement, social crm, you are right that an unorganized series of tactics will often lead to only failure. Sadly, this is where many people are struggling today and is the reason why many of us in the Social CRM community are working to educate and promote true social crm (processes, products, best practices).

John Moore
http://twitter.com/JohnFMoore

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