Posted on December 1st, 2011 by Dave Stein
I recently ran into Brian Reilly in Cancun, Mexico, at a social event. With me being on the sales side and Brian on the marketing side, naturally, a conversation ensued. (No food was thrown, we assure you.) Brian is the founder of Solerte Consulting. I thought it would be valuable for you to hear from [...]
Filed under: Marketing, Measurement, Pipeline, Sales 2.0, Technology | 1 Comment »
Posted on September 26th, 2011 by Dave Stein
Funny, how when you travel for business, especially to someplace exotic, your friends and relatives always say something like, “Can I carry your bags?” I’ve been hearing that for a while, since I’ve consulted, trained, and keynoted in 27 countries. Last week I made Turkey my 28th and it was quite an experience. Three flights [...]
Filed under: Buyers, Economy, Marketing, On the Road | 2 Comments »
Posted on September 15th, 2011 by Dave Stein
I’m not sure of the origin of the aphorism, “We see things not as they are, but as we are.” I’d like you to think about this for a moment with respect to your customers and how they buy. Actually there are two levels to consider: your Customers, meaning that set of businesses to which [...]
Filed under: Buyers, Marketing | 5 Comments »
Posted on May 5th, 2011 by Dave Stein
When I travel to Ireland each year, one of the subjects I’m asked to cover is salesrep against salesrep competition. The way I see it, there are three levels of competitive information a rep needs to know. The first is about their competitor’s company—their size, locations, financial situation, reputation, etc. That’s all available on their [...]
Filed under: Big Wins, Marketing, Sales Enablement, Sales Strategy | 3 Comments »
Posted on March 14th, 2011 by Dave Stein
During ESR’s sales training provider webcast this past Friday, I spent a good deal of time sharing ESR’s observations from recent client evaluations. One of the areas I covered was customer lists and the indiscriminate use of corporate logos and brands. Our clients ask ESR why the same corporate names are offered up by so [...]
Filed under: Buyers, Marketing | No Comments »
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 November 10th, 2010 by Dave Stein
The subject of value propositions comes up again and again in ESR’s discussions with our clients. Many believe they have a strong, differentiated value proposition, but can’t seem to leverage it competitively in the markets into which they sell. And after we perform our sales effectiveness assessment, it turns out their value propositions aren’t as [...]
Filed under: Marketing, Sales Enablement | 1 Comment »
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 3rd, 2010 by Dave Stein
First, if you’re a regular visitor to this blog, thanks! Obviously you keep coming back for more content. If you would occasionally like that content in a different medium, here are a few recent podcasts where I’ve been interviewed by some people whom I respect: B2B Sales and Marketing Alignment Strategist Maureen Blandford interviews me [...]
Filed under: Interview, Marketing, sales training, Sales Training Companies | 1 Comment »
Posted on July 6th, 2010 by Dave Stein
Last week I was interviewed for a podcast by John Golden, CEO and President of Huthwaite. John had some great questions for me about a number of topics around sales effectiveness: Changes in the buyer/seller relationship, in buyer behavior, and the role of technology such as social/professional networking. The relevance of sales training given the [...]
Filed under: Interview, Marketing, sales training, Technology | No Comments »
