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 »
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 February 16th, 2011 by Dave Stein
Yesterday I had the pleasure of hosting an sales expert round table hosted by Focus.com entitled, What Advanced Selling Capabilities are Required to Win Today? Focus.com came to me asking what topic I’d like to discuss. The list is always long, but it occurred to me that a discussion among five experts in advanced selling [...]
Filed under: Account Management, Big Wins, Channel Management, coaching, Hiring, Interview, Measurement, Methodology, Opportunity Management, Sales Strategy, Sales Training Companies, social media | 2 Comments »
Posted on May 11th, 2009 by Dave Stein
During a recent stint at Logan Airport, a CEO I’d struck up a conversation with offered a book recommendation: Marshall Goldsmith’s What Got You Here Won’t Get You There. Once I’d had a chance to read it, one part in particular caught my eye. Goldsmith had asked 50,000 successful professionals to rate themselves against their [...]
Filed under: Big Wins | 16 Comments »
Posted on March 23rd, 2009 by Dave Stein
A few weeks ago the folks at Kadient briefed me on their approach and their sales performance improvement tools. As you would expect, I posed the chicken-and-egg question with respect to what order a company should implement Kadient’s tools versus installing and implementing a sales methodology. I liked their answers. I picked up a tweet [...]
Filed under: Big Wins, Competition, Methodology, Opportunity Management, Research, sales process | 12 Comments »
Posted on February 12th, 2009 by Dave Stein
Hey, I have a proposition for you. I had a really bad experience with Dearborn Trade Press (now Kaplan Financial Publishing) with my book, How Winners Sell, Second Edition. It’s no longer in print, although companies seem to be able to find copies somehow when I come in to present at their sales kick-offs and [...]
Filed under: Big Wins, Book Recommendation, Competition, Dave Stein, Sales Strategy | 6 Comments »
Posted on February 5th, 2009 by Dave Stein
It was an exciting week. I started out in St. Paul on Sunday afternoon. I was there Monday and Tuesday to attend a few meetings with a special client, deliver a few presentations, facilitate some discussions and attend their annual sales awards dinner. It was two of the best days I’ve ever spent with a [...]
Filed under: Big Wins, coaching, Methodology, Professionalism | 9 Comments »
Posted on January 16th, 2009 by Dave Stein
I believe in checklists. Clearly the medical community just got the message as well. A study published online by the New England Journal of Medicine this week shows that adopting a surgical safety checklist (PDF) reduced deaths and complications by more than a third. From the Wall Street Journal: Researchers collected data on nearly 8,000 [...]
Filed under: Big Wins, CRM, Methodology, Opportunity Management, Professionalism, sales process, Sales Tactics, Technology | 14 Comments »
Posted on January 13th, 2009 by Dave Stein
Followers of this blog are familiar with the high value I place on planning, competitive selling strategies, and political leverage for winning complex sales situations as well as for effectively managing strategic accounts. I was first introduced to Holden many years ago by Steve Slaughter, a salesrep who worked for me who had been through [...]
Filed under: Account Management, Big Wins, coaching, Marketing, Opportunity Management, Research, sales process, Sales Strategy, Sales Training Companies, Technology | No Comments »
Posted on January 7th, 2009 by Dave Stein
One of the top firms among the 26 sales performance improvement providers ESR covers is Performance Methods, Inc. (PMI). Founder and managing partner Steve Andersen is recognized as a thought-leader in the demanding and often misunderstood area of strategic account management. (Listen to Steve in an ESR/Podcast.) To understanding what a strategic account management methodology [...]
Filed under: Account Management, Big Wins, Buyers, coaching, Competition, CRM, Economy, Measurement, Methodology, Professionalism, Relationships, Sales 2.0, Sales Strategy, Sales Training Companies | No Comments »
