Posted on January 16th, 2012 by Dave Stein
On December 7, 2011 ESR delivered a webinar presentation on the state of sales training (download the MP3 or PDF—free registration required). It was an hour full of valuable intelligence and insight for sales training companies and sales trainers in corporate L&D organizations. Here are some of the points I made during the event. First, [...]
Filed under: Book Recommendation, Buyers, coaching, sales training, Sales Training Companies | 1 Comment »
Posted on December 13th, 2011 by Dave Stein
When it comes to an under-appreciated and under-leveraged B2B selling capability, financial/business acumen tops the list. I believe this so strongly that in both editions of my book, How Winners Sell, I included a chapter on how to get a project funded. It taught readers figure how to cost-justify their products and services to their [...]
Filed under: Book Recommendation, Interview, sales training | 2 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 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 »
Posted on March 31st, 2011 by Dave Stein
Note: I’ve been reluctant to write posts that are a bit more personal. The reason is every time I do a bunch of readers unsubscribe from this blog’s RSS feed. (I guess they just want knowledge. The fact that some stay on as long as they do must mean I deliver some of that to [...]
Filed under: Book Recommendation, On the Road, Professionalism | 9 Comments »
Posted on January 27th, 2011 by Dave Stein
I read a lot. Half fiction, half non. Years ago I picked up Stiff: The Curious Lives of Human Cadavers by Mary Roach. (From Amazon.com: Roach delves into the many productive uses to which cadavers have been put, from medical experimentation to applications in transportation safety research (in a chapter archly called “Dead Man Driving”) [...]
Filed under: Book Recommendation, Humor | 4 Comments »
Posted on June 15th, 2010 by Dave Stein
I was delighted to have my copy of Martha’s Vineyard — Now and Zen delivered to me personally by co-author Alan Brigish the other evening. I had seen some of the photos on his Facebook pages and in emails I’d received promoting the book. I thought I had the gist. But even as I thumbed [...]
Filed under: Book Recommendation | 1 Comment »
Posted on June 8th, 2010 by Dave Stein
If you spend any time on sales blogs these days, you can’t miss the news that Jill Konrath’s new book, SNAP Selling, is out and doing very well. Here’s the endorsement I wrote for the book: “Having a unique perspective on the sales performance and sales training business, I see Jill Konrath at the top [...]
Filed under: Book Recommendation | 5 Comments »
Posted on February 8th, 2010 by Dave Stein
I just received a copy of Improving Corporate Negotiation Performance, a new study published by UK-based Huthwaite International and Connecticut-based IACCM—International Association for Contract and Commercial Management. Huthwaite, along with other leaders in the area of negotiation like Think Inc! and The Bay Group, vigilantly drive the critical point that negotiation shouldn’t begin when a [...]
Filed under: Book Recommendation, Measurement, Research, Sales Training Companies | 2 Comments »
