Posted on July 25th, 2011 by Dave Stein
Why don’t sales reps don’t utilize org charts for complex opportunities they’re pursuing? Why don’t their sales managers insist that they do? Those graphic representations of a company/division structure are invaluable in a complex sale. The most effective sales coaches I know refuse to help a rep with a deal unless they have an up-to-date [...]
Filed under: Account Management, Opportunity Management | 7 Comments »
Posted on July 18th, 2011 by Dave Stein
At some point, in nearly every conversation I have with sales trainers, the subject comes up of how broken the sales function is in many companies. I was in Chicago last week in two separate meetings with the CEOs and principals of two leading sales training companies. Discussions with those four executives resulted in the [...]
Filed under: Professionalism, Sales 2.0, Sales Training Companies, social media | 6 Comments »
Posted on July 7th, 2011 by Dave Stein
Over the course of the past four months there have been two specific discussions on LinkedIn about which are the best sales trainers/methodologies. (Thanks, Mike Kunkle, for pointing me toward one.) An additional discussion has been going on for a while on the subject of why sales training fails. Those of you who read or [...]
Filed under: Book Recommendation, Sales Training Companies, social media | 2 Comments »
