Posted on November 10th, 2011 by Dave Stein
If you’re in sales management or especially in a higher level sales executive position and you don’t know who the Sales Executive Council (“SEC”) is, you should. They’re part of the larger Corporate Executive Board, a $440 million public corporation that provides insights and tools to executives of large corporations through a participatory membership-based model. [...]
Filed under: Book Recommendation, coaching, Leadership, Methodology, Relationships, Sales Training Companies | 2 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 May 10th, 2011 by Dave Stein
Good references are made, not born. References fall into two broad categories, which sometimes overlap: those your company maintains, and your personal references. Sales winners know how to use both to best effect. But, you may ask, if the company maintains references, why do you need your own? There are several reasons: If your company [...]
Filed under: Account Management, Relationships | 1 Comment »
Posted on April 18th, 2011 by Dave Stein
This post is for all my new colleagues in Ireland—sales executives and directors, VPs, MDs, and CEOs who have been attending Enterprise Ireland and The Dublin Institute of Technology’s International Selling Programme. I’ve facilitated seven days of programmes with just one left to go. We’ve discussed sales effectiveness-building processes and strategies for building a sales [...]
Filed under: Big Wins, Buyers, Competition, Opportunity Management, Presentations, Relationships, RFP, Sales Strategy, Sales Tactics | 6 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 October 29th, 2009 by Dave Stein
As ESR continues to dig into the sales-related challenges of our clients’ companies, we often see a lack of understanding around the issue of relationships between sellers and buyers—often referred to as relationship selling. Here are some points to consider or debate (with me or among your team): Beginning in 2000, I heard sales leader [...]
Filed under: Buyers, Relationships, Sales Strategy, Sales Training Companies | 6 Comments »
Posted on May 6th, 2009 by Dave Stein
I’ve been seeing more and more business contacts coming up on Twitter. They’re following me. Nice. I follow them. No question this is a fast-moving phenonemon—like Susan Boyle (with, as of today: 52,532,400 views on YouTube) and YouTube’s parent, Google itself, during its first few years of growth. I presented today on a webinar sponsored [...]
Filed under: Marketing, Relationships, social media | 3 Comments »
Posted on April 6th, 2009 by Dave Stein
With the assistance of The TAS Group, ESR recently surveyed nearly 400 users of the following technologies to determine the effects that these new technologies in helping them win B2B sales opportunities: Jigsaw; LinkedIn; Twitter; Plaxo; Facebook; Hoover’s or OneSource. The pace of technology development today is dizzying. It seems as though a new sales-related [...]
Filed under: Marketing, Relationships, Sales Strategy, Technology | 9 Comments »
Posted on March 26th, 2009 by Dave Stein
I’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 process, Sales Strategy, Technology | 5 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 »
