Dave Stein's Blog for Sales Leaders

Since this will be my last post for 2009 I wanted to cover a few subjects and provide you with a list of my most often-read posts for the year.
First, on a personal note, my heart reaches out to those in need.  I’m very fortunate.  Life has dealt me as perfect a hand as one [...]

Filed under: Sales Training Companies | 3 Comments »

Back in October I delivered the keynote at SMT’s conference.  I shared with the audience ESR’s list of 12 obstacles that must be overcome for sales training to begin to have the degree of impact that a few the leading sales training companies are having with every client.

Sales training is most often reactive. We [...]

Filed under: Hiring, Measurement, Methodology, Opportunity Management, Sales 2.0, Sales 2.0, Sales Training Companies, sales process | 5 Comments »

I’ve been down with Swine Flu.  First I thought it would just kind of breeze by… an  H¾ N¾  kind-of-thing.  But I did get the full rendition—H1N1 all the way. I’ve been in bed, taking care of minor things here and there, but can’t really focus my brain on a few challenging projects on my [...]

Filed under: Book Recommendation, Hiring, Sales Strategy | 4 Comments »

Dave Brock wrote a terrific post about sales process.  It sparked me to write about an issue that has been troubling me.
I’m not going to put forward any more arguments on the subject of whether or not process important in selling.  There is enough research out there—from ESR, from other research firms, and a there [...]

Filed under: Methodology, Opportunity Management, Research, Sales Training Companies, sales process | 11 Comments »