Posted on November 17th, 2011 by Dave Stein
When I’m asked about how much selling has changed in the past few years, the first point I always raise is the significant (and troublesome) changes in corporate procurement. Strategic procurement/buying/sourcing isn’t a new trend. It’s been around for years. Although they didn’t invent it, I look at Walmart as the organization that drove execution [...]
Filed under: Buyers, Interview, sales training, Sales Training Companies | 5 Comments »
Posted on November 15th, 2011 by Dave Stein
One of the most common issues that needs to be overcome through a sales performance improvement initiative is the subjectivity with which many salespeople pursue business. If left to their own, many sales reps see what they want to see, hear what they want to hear, and, frankly, do what they want to do. This [...]
Filed under: Hiring, Research, sales training | 3 Comments »
Posted on November 10th, 2011 by Dave Stein
If you’re in sales management or especially in a higher level sales executive position and you don’t know who the Sales Executive Council (“SEC”) is, you should. They’re part of the larger Corporate Executive Board, a $440 million public corporation that provides insights and tools to executives of large corporations through a participatory membership-based model. [...]
Filed under: Book Recommendation, coaching, Leadership, Methodology, Relationships, Sales Training Companies | 2 Comments »
Posted on November 7th, 2011 by Dave Stein
Lots going on these days. I’ve got an important blog post queued up for Thursday to coincide with the launch of a powerful new book on selling, so I thought I’d give you a few thinks to read and think about: Charlie Green put up a cool info-graphic last week: How Trustworthy Are You? You [...]
Filed under: Book Recommendation, Interview, Presentations, Research, Sales Training Companies | No Comments »
Posted on November 1st, 2011 by Dave Stein
Last week I moderated the ESR Sales Thought-Leader Panel on CRM. Among the panelists was Donal Daly, CEO of The TAS Group. (Click on the link to listen to the archive of this very informative discussion about how CRM supports effective selling. Registration required). Disclosure: The TAS Group is an ESR subscriber. Before the event, [...]
Filed under: CRM, Measurement, Sales 2.0, sales training, Sales Training Companies | No Comments »
