Posted on January 3rd, 2011 by Dave Stein
During 2010, ES Research Group was retained by Bob Seiler, Senior Vice President of Sales and Marketing at PR Newswire. Bob was new at PRN and had determined that deploying a selling methodology was a critical strategy to help support company growth objectives. Elevating selling performance with the relevant training, technology, and reinforcement was required [...]
Filed under: Buyers, Leadership, Methodology, Sales Training Companies, Technology | 2 Comments »
Posted on October 26th, 2010 by Dave Stein
The first time I remember hearing the term “sales and marketing alignment” was in the mid 90’s. By then I had served as a VP of Sales for a time, then later as a VP of Marketing. Alignment was the perfect word to describe what I did not have with my counterparts in both of [...]
Filed under: Leadership, Marketing | 3 Comments »
Posted on August 31st, 2010 by Dave Stein
The skills and traits for success in a sales management position overlap but are very different for success in a direct selling role. That means that if that salesrep, no matter how well they have performed, does not possess the specific skills and traits required for success in that management job, they are likely going to [...]
Filed under: Hiring, Leadership, Research | 10 Comments »
Posted on August 19th, 2010 by Dave Stein
As I write this I’m attending a client’s annual sales conference at a resort in the Midwest. The client is a large insurance company. Although I have a workshop to facilitate tomorrow morning, I’ve been in observation for the past two days. Yesterday there were three presentations: the president and co-chairman of the parent company, [...]
Filed under: Leadership, On the Road | 4 Comments »
Posted on May 3rd, 2010 by Dave Stein
I’m just back from my yearly trip to Ireland where I facilitate a series of workshops on building a competitive sales approach as part of the highly-respected International Selling Programme. The program, the only one of its kind anywhere, is sponsored in part by Enterprise Ireland and delivered by the Dublin Institute of Technology where [...]
Filed under: Economy, Leadership, On the Road | No Comments »
Posted on September 22nd, 2009 by Dave Stein
Last year I wrote a blog post entitled, Come on, Dave. Which is the Best Sales Training Company? I really don’t expect everyone to have read that post, or to agree with my position, or to even understand what the problem is with that question, because providing direction to sales leaders in this regard is [...]
Filed under: Leadership, Sales Training Companies, Technology | 1 Comment »
Posted on July 21st, 2009 by Dave Stein
Fortunately, it’s a busy time for us at ESR. Right now, we’re providing advice and guidance to a number of companies that are actively evaluating strategies and solutions for sales performance improvement, but based on the economy, the state of the sales training industry, and the mistakes they’ve made in the past, have to finally [...]
Filed under: Economy, Leadership, Marketing, Methodology, Research, Sales 2.0, sales process, Sales Training Companies, social media | 7 Comments »
Posted on April 22nd, 2009 by Dave Stein
I’m in Ireland this week and next working with Sales Executives and CEOs in a series of one- and two-day workshops as part of the International Selling Program offered by Enterprise Ireland (Ireland’s commerce department) and DIT (The Dublin Institute of Technology, where I am an adjunct professor of sales and sales management). My [...]
Filed under: Economy, Hiring, Leadership, Methodology, On the Road, sales process | No Comments »
Posted on March 19th, 2009 by Dave Stein
One of my most-used words these days is “scrutinize.” Merriam-Webster says it means “to examine closely and minutely.” At ESR, we find ourselves using the word fairly often: VPs have been asking us about how to determine which sales reps to keep and which to redeploy. In this current economic situation some of what salesreps [...]
Filed under: Buyers, Leadership, Marketing, Measurement, Sales 2.0, sales training | 1 Comment »
Posted on February 5th, 2009 by Dave Stein
“Having hope,” writes Daniel Goleman in his study of emotional intelligence, “means that one will not give in to overwhelming anxiety, a defeatist attitude, or depression in the face of difficult challenges or setbacks.” Rick Page is right. Hope isn’t a strategy. Profound words. Hope doesn’t replace the comprehensive and objective assessment of a selling [...]
Filed under: Book Recommendation, Leadership, Sales Strategy | 5 Comments »
