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 December 1st, 2010 by Dave Stein
When you think about it, those of us in sales are all after the same goals: winning more business, sooner, and at higher contract values and margins. But which skills, if mastered by your sales people, will get you to those goals and keep you there? The answer requires a bit of explanation. For virtually [...]
Filed under: Competition, RFP, sales training | 3 Comments »
Posted on January 25th, 2010 by Dave Stein
After a webinar I did in December with The TAS Group, I got an angry email from someone who attended. He wrote, “Instead of all the negatives how about offering some sales help for those of us that still have a job??” I understood his perspective right away. The messages I delivered during the webinar [...]
Filed under: Book Recommendation, Competition | 9 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 25th, 2009 by Dave Stein
ESR has a unique perspective on sales performance improvement. We don’t deliver sales training or sales consulting. We’re sales training industry observers, analysts, researchers and advisors to our clients on what works in sales effectiveness and training. Here’s what’s been going on at ESR: A large client in the financial services sector is working very [...]
Filed under: Buyers, Competition, Economy, Hiring, Measurement, Methodology, On the Road, Opportunity Management, Presentations, Research, Sales 2.0, sales process, Sales Strategy, Sales Training Companies | 4 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 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 »
Posted on January 5th, 2009 by Dave Stein
I’ve been very critical of sales tips during the past six months. My column in Sales and Marketing Management Magazine about it as well. The simple reason is that sales tips keep salespeople and their managers focused on tactics and shortcuts rather than investing the time and effort required for planning and executing a strategic [...]
Filed under: Book Recommendation, Buyers, Competition, Hiring, Professionalism, Relationships, Research | 3 Comments »
Posted on December 17th, 2008 by Dave Stein
I’ve heard the term “rolling disclosure” a few times on the political TV shows recently. So far as I can tell, MSNBC’s Chris Matthews was the first to use the term in 2001. Matthews: “He told us what he knew as soon as he knew it, not when it suited him. There was no ‘rolling [...]
Filed under: Competition, Economy, Professionalism, Relationships, Sales Strategy | 3 Comments »
Posted on November 25th, 2008 by Dave Stein
My friend Alan Ganapol says, “Always read the signs. They’re out there. You just have to read them.” The signs today came in the form of notices that two of my recent articles were published. They’re both on essentially the same subject. I felt compelled to share those with you. The first article is in Business & Leadership, [...]
Filed under: Competition, Marketing | 2 Comments »
