Posted on July 28th, 2008 by Dave Stein
We’ve just published my interview with Brian Carroll for my sales thought-leader podcast series. Wait! Brian Carroll is a sales thought-leader? Absolutely. All of us in sales face a significant and ongoing challenge. I’ve written about it again and again. It’s the lack of mutual understanding, alignment, and ability to effectively and jointly execute among [...]
Filed under: Marketing, Pipeline, Relationships, sales process | No Comments »
Posted on July 17th, 2008 by Dave Stein
I came upon a terrific blog post a while back written by Martice Nicks. That post followed an earlier one Martice wrote. They both discuss a very important and always relevant question: Should I hire experienced or inexperienced sales reps? Without stealing all of Martice’s thunder, I want to hit you hard with something from [...]
Filed under: Buyers, Competition, Economy, Hiring, Opportunity Management, Pipeline, Presentations, Professionalism, Relationships | 3 Comments »
Posted on July 8th, 2008 by Dave Stein
If you visit the best sales blog sites, you’ll no doubt stumble upon Paul McCord. Paul has a lot to say about an old silver bullet—referral selling. I call referral selling ”old” only because the practice of leveraging existing customer relationships has been around for decades. In fact, not enough sales people build this potentially powerful lead generation strategy into their [...]
Filed under: Book Recommendation, Buyers, Measurement, Pipeline, Relationships, Sales Strategy, Sales Tactics | 1 Comment »
Posted on June 10th, 2008 by Dave Stein
One of the interesting things I get to do as part of my job is to interview smart business people with new approaches to sales effectiveness. One such person is Mark Morris, founder and president of My-Pipeline, an out-sourced relationship development firm. Mark owned, built, then sold a successful ad agency. In 2001 he started [...]
Filed under: Marketing, Pipeline | 1 Comment »
Posted on April 10th, 2008 by Dave Stein
I had the opportunity to interview Jill Konrath last week for an ESR podcast. (Here is ESR’s list of podcasts.) Most of the top tier sales training companies have little to say about how to fill the pipeline. They typically focus on sales opportunity and account management. If a company’s marketing department isn’t doing its [...]
Filed under: Pipeline, Technology | No Comments »
