Posted on September 8th, 2011 by Dave Stein
We read a lot on the sales blogs and in articles about A, B, and C players. Those pieces have covered various methods, learning approaches, and tools for transforming C’s into B’s, and B’s into A players. We have a strong view at ESR about this subject. With the right approach, time, and support, you [...]
Filed under: coaching, Hiring, Leadership, Professionalism | No Comments »
Posted on July 18th, 2011 by Dave Stein
At some point, in nearly every conversation I have with sales trainers, the subject comes up of how broken the sales function is in many companies. I was in Chicago last week in two separate meetings with the CEOs and principals of two leading sales training companies. Discussions with those four executives resulted in the [...]
Filed under: Professionalism, Sales 2.0, Sales Training Companies, social media | 6 Comments »
Posted on June 1st, 2011 by Dave Stein
Pretty scary, huh? It sure is, especially if you’re a sales manager looking for answers. Every day there is more bad advice posted on the Internet about what’s required for sales success, and it’s getting worse. I’m on dozens of sales trainers’ mailing lists. Among those emails, Google Alerts, my Twitter feed (“sales training” is [...]
Filed under: Professionalism, Research, sales training, Sales Training Companies | 6 Comments »
Posted on May 17th, 2011 by Dave Stein
Good references are made, not born. Here is a continuation of the previous blog post, Part 1, beginning with step seven of the thirteen-step process: Train your reference. Whether he’s the ally you recruited and trained to sell on your behalf, or someone you met after the contract was signed, you have to train him [...]
Filed under: Account Management, Leadership, Professionalism, Relationships | No Comments »
Posted on April 14th, 2011 by Dave Stein
Tougher times call for stronger personal/professional support systems. Over the years, I’ve been fortunate to have had the opportunity to coach and mentor many talented sales professionals, sales leaders, and other executives around the general subject of effective selling within their organizations. I provided them with support, contacts, insights, my experience, expertise, opinions and balanced [...]
Filed under: coaching, Measurement, Professionalism, Relationships | 4 Comments »
Posted on March 31st, 2011 by Dave Stein
Note: I’ve been reluctant to write posts that are a bit more personal. The reason is every time I do a bunch of readers unsubscribe from this blog’s RSS feed. (I guess they just want knowledge. The fact that some stay on as long as they do must mean I deliver some of that to [...]
Filed under: Book Recommendation, On the Road, Professionalism | 9 Comments »
Posted on July 29th, 2010 by Dave Stein
A 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 »
Posted on May 12th, 2010 by Dave Stein
Not 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 »
Posted on June 9th, 2009 by Dave Stein
It’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 »
Posted on June 2nd, 2009 by Dave Stein
I’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 »
