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 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 December 29th, 2008 by Dave Stein
Pick one or more of the resolutions below. Commit, execute, enjoy the results. I’ll never hire another sales rep who can’t get the sales job done. First, completely understand the position and the skills and traits required to be successful. Evaluating whether a candidate meets those requirements requires a series of two to three structured [...]
Filed under: Big Wins, Buyers, CRM, Economy, Hiring, Leadership, Measurement, Methodology, Opportunity Management, Research, sales process, Sales Strategy, Sales Training Companies | 6 Comments »
Posted on November 6th, 2008 by Dave Stein
Chris Hens, President and COO of White Springs, presented at the Richardson client forum last week. The subject was in-context sales learning and reinforcement. With a background in sales training, Chris has a deep understanding of the challenges companies face with respect to sales performance improvement. White Springs has worked with Complex Sale, Holden, Huthwaite, Miller Heiman, [...]
Filed under: CRM, Methodology, Opportunity Management, Pipeline, Research, Sales 2.0, sales process, Sales Training Companies, Technology | 2 Comments »
Posted on October 20th, 2008 by Dave Stein
Lee Allgood, a colleague from my days consulting with ERP provider MAPICS, sent me an email referencing a March 2008 survey performed by Sand Hill Group and Neochange. Although the survey looked at enterprise software success from the software company’s perspective, some of the findings resonate with what we know about process alignment and user adoption [...]
Filed under: CRM, Research, Sales 2.0, sales process | 4 Comments »
Posted on July 17th, 2008 by Dave Stein
Ann All (with ITBusinessEdge.com) posted an entry in her blog today about the optimistic outlook for CRM sales. She wrote, “Datamonitor, KensingtonHouse, CSO Insights and Gartner are among the companies with an optimistic outlook on CRM.” She then added AMR Research to the list. I won’t dispute the prediction. What I will say is that progress is [...]
Filed under: CRM, Industry Analyst, Relationships, Technology | 5 Comments »
Posted on June 24th, 2008 by Dave Stein
Quite often I get questions about how long it will take to complete various sales performance improvement interventions. (It’s the business equivalent of, “Are we there yet?”) I’ll answer some of those questions one by one before I philosophize: Q: How long it does it take to get a sales team performing at quota (and [...]
Filed under: CRM, Methodology, Sales Training Companies | No Comments »
Posted on June 16th, 2008 by Dave Stein
Sales 2.0 should be about the sales person—not just provided to them, but designed for them. After having read Joe Galvin’s and Donal Daly’s posts on the Sales 2.0 Network Blog—Marketing’s Opportunity with 2.0 and Scuttlebutt 2.0 (including the provided/designed comment above)—it occurred to me that defining what a salesperson would need from a competitive knowledge management [...]
Filed under: Competition, CRM, Sales 2.0, Sales Strategy, Sales Tactics, Technology | 2 Comments »
Posted on June 11th, 2008 by Dave Stein
I’ve been listening in on deal management and war room calls with our client who had gone through classroom-based sales training in late April. They’re a public company, so the pressure is on to close business by the end of the quarter. I didn’t expect the process work, training, technology support and coaching to have an [...]
Filed under: CRM, Measurement, Methodology, Sales Training Companies, Technology | 1 Comment »
