Posted on December 14th, 2011 by Dave Stein
Thanks to the more than 2,000 of you who, as of today’s count, joined our last Sales Thought-Leader Panel Series either live or via our MP3 archive. Beginning in January, 2011, I will be moderating four new, unscripted, unedited panel discussions on today’s hot button sales issues. Join me online to listen, ask questions, and [...]
Filed under: Buyers, Inside Sales, Interview, Leadership, Measurement, Presentations, Sales Training Companies | 2 Comments »
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 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 | 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 September 28th, 2011 by Dave Stein
Sixteen of the World’s Top Sales Experts are Meeting. Get a Seat at the Table. Over the next two months I’ll be moderating four, unscripted, unrehearsed panel discussions on today’s pressing sales issues. Here is the press release, issued today. As you look at the panelists below, you might not recognize all their names or [...]
Filed under: coaching, CRM, Interview, Sales 2.0, Sales Training Companies | 1 Comment »
Posted on March 10th, 2011 by Dave Stein
ESR has covered CustomerCentric Selling for years. I’ve gotten to know and respect John Holland, one of the company’s co-founders. John sent me a copy of Customer Centric Selling (Second Edition) a while back, which he co-authored with Frank Visgatis and Mike Bosworth. (Here is my podcast interview with Mike.) Among many other things, I [...]
Filed under: Interview, Marketing, sales training | No 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 January 25th, 2011 by Dave Stein
During the past few years, the challenging economy precipitated changes in approach for many sales organizations. There are two that are structural and therefore significant: a greater dependence on reseller/channel partners and a transition in revenue responsibility from field to inside sales. The transition to alternate sales channels yields potential rewards as well as poses [...]
Filed under: Inside Sales, Interview, Sales Training Companies | 2 Comments »
Posted on January 18th, 2011 by Dave Stein
Before you invest in any sales performance improvement initiative, make certain you understand the capabilities of every one of your salespeople. Improving sales effectiveness almost always requires behavioral change—on the part of the salespeople and their managers. For example, if your company (like many other companies) is transitioning from a product- to a solution-driven approach, [...]
Filed under: Hiring, Interview | 2 Comments »
Posted on December 15th, 2010 by Dave Stein
During the course of 2010, we’ve enjoyed a significant increase in the number of followers and subscribers to this blog. Since some of you are new, I wanted to share with you some of our most popular interviews (and one podcast) of 2010. Customer Retention: A Critical Selling Capability This provocative interview with Matthew Hawk [...]
Filed under: Channel Management, Interview, Sales Enablement, Sales Training Companies | 2 Comments »
