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 25th, 2009 by Dave Stein
After 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
I 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
ESR 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 process, Sales Strategy, Sales Training Companies | 4 Comments »
Posted on February 16th, 2009 by Dave Stein
Years ago I was based in Europe, opening up operations there for Datalogix International, an ERP software company. Datalogix “wound up” in Europe after selling a large deal to a Boston-based adhesives company, Bostik. Bostik came to us with a problem: the were being sold by their parent company, Black & Decker, and Bostik had [...]
Filed under: Buyers, On the Road, Professionalism, Relationships, Sales Strategy | 9 Comments »
Posted on November 21st, 2008 by Dave Stein
When people find out I’m a pilot, some invariably ask, “Could you land a jetliner if something happened to the pilot?” I’ll answer that shortly. You might think that such a sitation never arises. But it does. Claire McBride sent me this article just a few minutes ago, Pilot sought help of passengers to land [...]
Filed under: Dave Stein, Humor, On the Road | 2 Comments »
Posted on October 29th, 2008 by Dave Stein
This morning I delivered the keynote speech at Richardson’s 2008 Client Forum at the Sofitel in downtown Philadelphia. I was honored to have been provided the opportunity to address their personnel, their clients and a few important business partners. Richardson is a company that continues to be a leader in the sales training arena. Linda Richardson herself [...]
Filed under: Book Recommendation, Marketing, Measurement, Methodology, On the Road, Presentations, Professionalism, Research, Sales 2.0, Sales Training Companies | 2 Comments »
Posted on August 15th, 2008 by Dave Stein
I’ll be headed back to Ireland next month to facilitate two one-day workshops as part of the CEO Series for the Dublin Institute of Technology and Enterprise Ireland’s International Selling Programme. I’ll be working with 60 CEOs and managing directors over the two days. The topics require a bit of explanation. Each is a critical capability for a [...]
Filed under: Compensation, Competition, Hiring, On the Road, Relationships | 1 Comment »
Posted on July 31st, 2008 by Dave Stein
In a few weeks I’ll be in Minnesota working with a new client. The first time I visited the twin cities was in the mid 1980′s. It was August and it was 32 degrees when I arrived. You don’t forget something like that. When I first speak with any of that client’s team members, or anyone in Minnesota for [...]
Filed under: Humor, On the Road | 2 Comments »
Posted on May 25th, 2008 by Dave Stein
I’m in my hotel room in Dublin, Ireland. It’s Sunday evening. Tomorrow morning I’m with a group of sales executives as part of the Dublin Institute of Technology’s International Selling Programme sponsored (in part) by Enterprise Ireland. I’ve got two days here in Dublin, then off to Cork. Then back to Dublin next week. I [...]
Filed under: On the Road | 1 Comment »
