Posted on April 27th, 2011 by Dave Stein
When companies come to us to understand how their salespeople can sell more effectively, we don’t just look at sales training. One of the foundation exercises we conduct with sales leaders consists of a look at inhibitors to effective selling at multiple levels. What follows are real examples of those challenges from sales leaders with [...]
Filed under: Buyers, Channel Management, Compensation, Inside Sales, Leadership, Methodology, Sales Enablement | 4 Comments »
Posted on April 21st, 2011 by Dave Stein
There are some valuable videos on YouTube that I’ve used as the foundation for meaningful discussions at the executive level about elevating the level of sales effectiveness within ESR’s clients’ companies. A few weeks ago I posted a question on LinkedIn, Quora, and Focus.com seeking the responders’ favorite videos. Thanks to all of you for [...]
Filed under: Leadership | No Comments »
Posted on April 18th, 2011 by Dave Stein
This post is for all my new colleagues in Ireland—sales executives and directors, VPs, MDs, and CEOs who have been attending Enterprise Ireland and The Dublin Institute of Technology’s International Selling Programme. I’ve facilitated seven days of programmes with just one left to go. We’ve discussed sales effectiveness-building processes and strategies for building a sales [...]
Filed under: Big Wins, Buyers, Competition, Opportunity Management, Presentations, Relationships, RFP, Sales Strategy, Sales Tactics | 6 Comments »
Posted on April 14th, 2011 by Dave Stein
Tougher times call for stronger personal/professional support systems. Over the years, I’ve been fortunate to have had the opportunity to coach and mentor many talented sales professionals, sales leaders, and other executives around the general subject of effective selling within their organizations. I provided them with support, contacts, insights, my experience, expertise, opinions and balanced [...]
Filed under: coaching, Measurement, Professionalism, Relationships | 4 Comments »
Posted on April 11th, 2011 by Dave Stein
Mis-hiring isn’t the root of all sales ills, but it sure continues to run like hell for first place. At ESR we’re amazed here at how many companies we speak with have no formalized hiring process. No profiles. No pre-determined, structured interview questions. No training for interviewers. No simulations. No predictive assessment tools. No reference [...]
Filed under: Hiring | 4 Comments »
