Posted on September 28th, 2011 by Dave Stein
Sixteen of the World’s Top Sales Experts are Meeting. Get a Seat at the Table. Over the next two months I’ll be moderating four, unscripted, unrehearsed panel discussions on today’s pressing sales issues. Here is the press release, issued today. As you look at the panelists below, you might not recognize all their names or [...]
Filed under: coaching, CRM, Interview, Sales 2.0, Sales Training Companies | 1 Comment »
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 March 23rd, 2011 by Dave Stein
Funny how expressions all of a sudden seem to appear, sometimes from out of nowhere. For me, “bright shiny object” is one that I started to notice a few years ago. Now it’s all over the place. (I looked it up on Google’s Timeline and found the first occurrence representing a syndrome to be March [...]
Filed under: Leadership, Sales 2.0 | 3 Comments »
Posted on October 12th, 2010 by Dave Stein
When we ask sales executives how they measure sales performance, 60% of them tell us that they don’t have a performance measurement system in place. Of the remaining 40%, a majority depend solely on a single lagging indicator: performance against quota/budget. If other metrics are even mentioned, they are typically the size/trending of their pipeline, [...]
Filed under: Measurement, Sales 2.0 | 11 Comments »
Posted on March 8th, 2010 by Dave Stein
Prior to our briefing last week by The TAS Group executives in advance of today’s announcement, we were somewhat skeptical. We thought claims they made in their YouTube videos were more than a bit outrageous, like this one from their press release: “Dealmaker Genius uses over 20,000 core knowledge elements and more than one million [...]
Filed under: CRM, Measurement, Methodology, Opportunity Management, Sales 2.0, sales process, Sales Training Companies, Technology | No Comments »
