TweetA few weeks ago I received an email from a sales director for a company that is an ESR client. I hadn’t met this person in the past: Hi Dave, I have read your book, “How Winners Sell” and have found it to be one of the best sales mentoring books available. I have also [...]
Filed under: Professionalism | 5 Comments »
TweetNot enough sales leaders publish stories from their top salespeople about how they won business. Sure, the basic stats will be written up, perhaps in an email: product sold, contract value, key competitors, why the customer bought from their company, who else on the team contributed to winning the business, major sales obstacle or objection [...]
Filed under: Interview, Presentations, Professionalism, sales training | 4 Comments »
TweetIt’s funny how certain words you’ve always been familiar with take on new meanings as you wend your way through life. The word “trust” is like that for me. Now that I’m thinking back in time as I write this post, I remember the television show Who Do You Trust? Perhaps the show should have [...]
Filed under: Professionalism, social media | 8 Comments »
TweetI’ve been at the ASTD International Conference and Exposition since Sunday. This is my first one. A few observations: In many companies, corporate training has a long way to go to be seen as valuable by their sales organizations. On the other hand, when left to their own devices, many sales organizations continue to get [...]
Filed under: Professionalism | 2 Comments »
TweetWhat’s going on here? Sales training has been around for more than 100 years. Yet every year, new approaches appear with the promise of being “The Silver Bullet.” Old approaches—even those that are relevant to fixing the proble—are labeled “old-school,” and rejected. On Amazon.com there are 29, 469 books under the category of “How to [...]
Filed under: Account Management, Buyers, Economy, Industry Analyst, Professionalism, Research, Technology | 26 Comments »
TweetI’ve been involved in a number of posts on The Customer Collective where there have been some personal attacks by a few social media zealots against some of us that have a more balanced view of the capabilities and tools required for effective B2B selling going forward in this new(est) economy. Jonathan Farrington1, Dave Brock, [...]
Filed under: Buyers, Economy, Professionalism, Relationships, Research, Sales Strategy, Technology, sales process | 5 Comments »
TweetAs ESR continues to assess our clients’ sales challenges, we maintain that having the wrong people in the sales jobs is, in many cases, the biggest inhibitor to the success of a training intervention. My interview with Todd Harris of PI Worldwide highlighted one of the tools available for sales leaders to get an objective [...]
Filed under: Economy, Hiring, Interview, Measurement, Professionalism | No Comments »
Tweet 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 [...]
Filed under: Economy, Measurement, Pipeline, Professionalism, sales process | 8 Comments »
TweetI’ve delivered lots of webinars over the years, working with all the well-know providers and others as well. With only two exceptions where the audio was lost for all the participants, I’ve had very good experiences. That’s not by accident. My content is always relevant to the audience, I rehearse, I’m facile with the technology, [...]
Filed under: Marketing, Presentations, Professionalism, Technology | 7 Comments »
TweetMost companies we work with at one point or another ask us to review their approach to sales meetings. Many sales managers, having no idea how to run a sales meeting, just wing it. The meetings are of little value to the reps and leave the sales managers embarrassed and often seen as incompetent in [...]
Filed under: Interview, Professionalism | 6 Comments »
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