Posted on May 17th, 2011 by Dave Stein
Good references are made, not born. Here is a continuation of the previous blog post, Part 1, beginning with step seven of the thirteen-step process: Train your reference. Whether he’s the ally you recruited and trained to sell on your behalf, or someone you met after the contract was signed, you have to train him [...]
Filed under: Account Management, Leadership, Professionalism, Relationships | No Comments »
Posted on May 10th, 2011 by Dave Stein
Good references are made, not born. References fall into two broad categories, which sometimes overlap: those your company maintains, and your personal references. Sales winners know how to use both to best effect. But, you may ask, if the company maintains references, why do you need your own? There are several reasons: If your company [...]
Filed under: Account Management, Relationships | 1 Comment »
Posted on May 5th, 2011 by Dave Stein
When I travel to Ireland each year, one of the subjects I’m asked to cover is salesrep against salesrep competition. The way I see it, there are three levels of competitive information a rep needs to know. The first is about their competitor’s company—their size, locations, financial situation, reputation, etc. That’s all available on their [...]
Filed under: Big Wins, Marketing, Sales Enablement, Sales Strategy | 3 Comments »
