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 January 7th, 2011 by Dave Stein
Tibor Shanto, Founder and President of Renbor Sales Solutions Inc., has kicked off the new year with a new feature—a weekly guest blog post. He asked me to contribute the first one, What’s Ahead in B2B Selling for 2011? Although I’ve discussed some of the upcoming trends here, on Focus.com and on a recent webinar [...]
Filed under: Pipeline | 2 Comments »
Posted on March 2nd, 2009 by Dave Stein
A lot more salesreps are working from home now than even a few years ago. But working from home isn’t for every salesrep or every company. Now’s the time to look at this issue. It could mean the difference between your home-office reps making their numbers or not. A post on (Jigsaw’s CEO) Garth Moulton’s [...]
Filed under: Economy, Measurement, Pipeline, Professionalism, sales process | 8 Comments »
Posted on January 21st, 2009 by Dave Stein
Lead Gen is a big, big issue these days for many companies. Those companies that didn’t have an effective Lead Gen function coming into this economic crisis have a big challenge: investing the time and money now to get this done the right way. It’s like trying to change a tire on a racing car [...]
Filed under: Marketing, Measurement, Pipeline, Research, sales training, Technology | 3 Comments »
Posted on December 18th, 2008 by Dave Stein
One of ESR’s clients has been engaged with Brian Carroll’s InTouch, Inc. team for lead generation and nurturing. We sat in on a meeting with Brian’s team and the client the other day. I asked Brian for permission to share with you the Lead Gen Portfolio graphic he uses with his clients. Take a good [...]
Filed under: Marketing, Pipeline, Relationships | 3 Comments »
Posted on December 16th, 2008 by Dave Stein
When I worked coaching sales teams I generally took a tough, if not black and white, position on responding to blind RFPs. My clients heard me say again and again, “Follow conventional wisdom: If you didn’t write it, your competitor probably did. Let’s come up with more productive ways to spend your time.” (Now I’m [...]
Filed under: Book Recommendation, Buyers, Economy, Marketing, Methodology, Pipeline, Research | 5 Comments »
Posted on December 10th, 2008 by Dave Stein
A few of our clients have asked how the mainstream sales training companies are doing during this economic crisis. Let me provide you with a few data points. I received an email today from one CEO saying, “We are completing a great year with a 30+% growth.” Based upon my understanding of current sales training [...]
Filed under: Buyers, Economy, Measurement, Pipeline, Sales Training Companies | No Comments »
Posted on December 4th, 2008 by Dave Stein
Jonathan Farrington wrote a guest post on Paul McCord’s blog this week, entitled Top 5% Achievers Expect to be Successful Because They Plan for It. Jonathan provided the why’s and how’s of goal setting in as clear a way as I have seen. As Jonathan’s title suggests, goal setting isn’t a standalone activity, but rather [...]
Filed under: Pipeline, Professionalism, sales process | 2 Comments »
Posted on November 13th, 2008 by Dave Stein
Donal Daly, CEO of The TAS Group, wrote a great post (Early failure is better than late failure) on his company’s blog that is more than worthy of your consideration. (Disclosure: The TAS Group is a subscriber to ESR’s research.) In the post Donal discusses the not-often-enough-overcome challenge of effective qualification. From the post: When [...]
Filed under: Big Wins, coaching, Competition, Methodology, Opportunity Management, Pipeline, Sales Training Companies | 2 Comments »
Posted on November 6th, 2008 by Dave Stein
Chris Hens, President and COO of White Springs, presented at the Richardson client forum last week. The subject was in-context sales learning and reinforcement. With a background in sales training, Chris has a deep understanding of the challenges companies face with respect to sales performance improvement. White Springs has worked with Complex Sale, Holden, Huthwaite, Miller Heiman, [...]
Filed under: CRM, Methodology, Opportunity Management, Pipeline, Research, Sales 2.0, sales process, Sales Training Companies, Technology | 2 Comments »
