Posted on August 19th, 2010 by Dave Stein
TweetAs 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 | 3 Comments »
Posted on May 3rd, 2010 by Dave Stein
TweetI’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 October 28th, 2009 by Dave Stein
TweetBecause I’m a pilot, people have been asking me my opinion on the Northwest Airlines situation. The facts: Two pilots flew an airliner with 144 passengers 150 miles past their planned destination. The pilots were out of radio contact for 91 minutes (revised from the 78 minutes originally reported). ATC (Air Traffic Control) tried a [...]
Filed under: On the Road | No Comments »
Posted on October 19th, 2009 by Dave Stein
TweetAt SMT‘s conference last week in Orlando, Laurie Weed, Western Region Sales Development Manager at Ricoh, presented her company’s approach to ride-alongs (at Ricoh they’re called field rides) with sales reps. We’ve seen different approaches to this critical reinforcement process at ESR. I really like Ricoh’s for several reasons. First is that they actually do [...]
Filed under: Measurement, Methodology, On the Road, coaching | 4 Comments »
Posted on April 29th, 2009 by Dave Stein
TweetFour workshops down, one to go here in Ireland. No sign of Swine Flu anywhere! I continue to be amazed by Enterprise Ireland—Ireland’s Department of Commerce. The support they provide start-ups and high-potential Irish companies is something we can all learn a lot from. EI provides funding, programs, advisors, resources, introductions to key decision makers, [...]
Filed under: On the Road | 3 Comments »
Posted on April 26th, 2009 by Dave Stein
TweetI’ve written a lot about hiring sales people and sales managers on this blog. ESR knows that the epidemic of ineffective hiring is one of the reasons that sales performance has been so dismal over the years, even before the current economic situation. The best sales methodology, training, tools, technology, coaching, and reinforcement doesn’t have [...]
Filed under: Hiring, On the Road | 4 Comments »
Posted on April 22nd, 2009 by Dave Stein
TweetI’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 25th, 2009 by Dave Stein
TweetAfter seven days on a bike tour through Northern Thailand, my wife and I wound up at the Anantara Resort at the Golden Triangle. She was ready to sit by the pool for the day. I was ready for one more ride. Last day. Only 25 miles. I got used to the left-side-of-the-road traffic the [...]
Filed under: On the Road, Sales Strategy | 1 Comment »
Posted on March 18th, 2009 by Dave Stein
TweetI was recently interviewed by Lori Champion from SMT (The Professional Society for Sales & Marketing Training) as part of the ramp-up for their annual conference in Orlando October 14 – 16, 2009. I’ll be keynoting at the event. The topic will be Sales Excellence 2012: Overcoming Tough Obstacles, Achieving Measurable Results. Lori’s interview begins: [...]
Filed under: Dave Stein, Interview, Marketing, Methodology, On the Road, Presentations, Research, sales training | No Comments »
Posted on February 25th, 2009 by Dave Stein
TweetESR 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 Strategy, Sales Training Companies, sales process | 4 Comments »
