Posted on October 29th, 2009 by Dave Stein
As ESR continues to dig into the sales-related challenges of our clients’ companies, we often see a lack of understanding around the issue of relationships between sellers and buyers—often referred to as relationship selling.
Here are some points to consider or debate (with me or among your team):
Beginning in 2000, I heard sales leader after sales [...]
Filed under: Buyers, Relationships, Sales Strategy, Sales Training Companies | 6 Comments »
Posted on October 28th, 2009 by Dave Stein
Because I’m a pilot, people have been asking me my opinion on the Northwest Airlines situation.
The facts:
Two pilots flew an airliner with 144 passengers 150 miles past their planned destination.
The pilots were out of radio contact for 91 minutes (revised from the 78 minutes originally reported).
ATC (Air Traffic Control) tried a number of different ways [...]
Filed under: On the Road | No Comments »
Posted on October 23rd, 2009 by Dave Stein
I was on a phone call this morning with the CEO of a client company who was describing how he had just rejected a candidate for a critical sales leadership position, which would based in a remote location.
Although this company doesn’t employ as formal a hiring process as ESR recommends, they are on the right [...]
Filed under: Hiring | 7 Comments »
Posted on October 19th, 2009 by Dave Stein
At SMT’s conference last week in Orlando, Laurie Weed, Western Region Sales Development Manager at Ricoh, presented her company’s approach to ride-alongs (at Ricoh they’re called field rides) with sales reps.
We’ve seen different approaches to this critical reinforcement process at ESR. I really like Ricoh’s for several reasons. First is that they actually do it. [...]
Filed under: Measurement, Methodology, On the Road, coaching | 4 Comments »
Posted on October 15th, 2009 by Dave Stein
ESR knows that when buyers of sales training need to skinny back on the vendor’s proposal to save some money, coaching/learning reinforcement often gets cut first.
I pointed this out yesterday during my keynote speech at SMT’s conference in Orlando and got universal agreement from a roomful of enthusiastic practitioners, trainers and consultants.
Everyone in the room, [...]
Filed under: coaching | 2 Comments »
Posted on October 9th, 2009 by Dave Stein
I thought I’d bring you up to speed on a few things going on.
First, several new books on selling have recently been published:
Smart Selling on the Phone and Online by Josiane Chriqui Feignon. Josiane gets it. I normally don’t endorse books like this, but because inside salespeople so often don’t have the skills, training and [...]
Filed under: Book Recommendation, Industry Analyst, Presentations, Research, Sales Training Companies | 3 Comments »
Posted on October 6th, 2009 by admin
I picked up on a story by Associated Press yesterday: FTC: Bloggers, testimonials need better disclosure.
I’ve been very concerned for a while about two things going on in the sales blogging/social networking community. One is wrong information. The other is endorsements of products provided to bloggers for review—without disclosure by those bloggers.
I realize that this [...]
Filed under: sales training, social media | 12 Comments »
