Posted on July 8th, 2010 by Dave Stein
TweetLast week Miller Heiman announced Advanced ConceptsSM, their new multi-media, virtual learning offering. Clients who are using Miller Heiman’s content have been saying they want to take their application of the Strategic Selling process to the next level. The new tool provides content above and beyond what is typically offered in Miller Heiman’s programs. Miller [...]
Filed under: Methodology, Sales Strategy, Sales Training Companies, Technology, coaching | 2 Comments »
Posted on June 7th, 2010 by Dave Stein
TweetBraham Shnider is a pretty sharp guy. He’s president and CEO of Channel Enablers, a Australia-based sales performance improvement provider that specializes in channel management strategies and training. I flew my plane up to Norwood, MA airport a while back to meet Braham face-to-face over lunch. Fifteen-hour differences in time zones can make scheduling phone [...]
Filed under: Interview, Sales Strategy, Sales Training Companies | 5 Comments »
Posted on March 18th, 2010 by Dave Stein
TweetEarlier this week I spent two days with a technology company client in New York City. As with every other tech company with which we’ve been engaged, I was asked about my opinion on demos. The discussion prompted this post. On the sell-side, the precise approach to demos will differ company-by-company, product-by-product. Selling iPhones? Demo [...]
Filed under: Sales Strategy, Technology | 3 Comments »
Posted on December 9th, 2009 by Dave Stein
TweetI’ve been down with Swine Flu. First I thought it would just kind of breeze by… an H¾ N¾ kind-of-thing. But I did get the full rendition—H1N1 all the way. I’ve been in bed, taking care of minor things here and there, but can’t really focus my brain on a few challenging projects on my [...]
Filed under: Book Recommendation, Hiring, Sales Strategy | 4 Comments »
Posted on October 29th, 2009 by Dave Stein
TweetAs 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 27th, 2009 by Dave Stein
TweetWhen the subject of hiring salespeople comes up, the Rolodex, virtual or otherwise, isn’t far behind. A salesperson’s business networks are only of some value. Certainly not as much value as many candidates would like their interviewers to believe. In my experience, a candidate’s business network is only one component of their overall Personal Capital. [...]
Filed under: Hiring, Sales Strategy | 7 Comments »
Posted on May 18th, 2009 by Dave Stein
TweetYears ago, as VP of marketing, I was responsible for industry analyst relations. Early on I made plenty of mistakes, but as time went on I figured out how to effectively manage my company’s relationships with industry research analysts, resulting in correct positioning, sales leads and plenty of positive coverage. I vividly remember the penalty [...]
Filed under: Account Management, Industry Analyst, Sales Strategy, Sales Training Companies | 4 Comments »
Posted on April 30th, 2009 by Dave Stein
TweetI was asked by my friend Charlie Green representing The Customer Collective to contribute to an e-book that was just published. I recommend that you download it, read it and use it. Selling Through A Slump: An Industry-by-Industry Playbook A Guide by Salespeople for Salespeople on How to Sell Your Way to Recovery Download this [...]
Filed under: Book Recommendation, Economy, Sales Strategy, Sales Tactics | No Comments »
Posted on April 8th, 2009 by Dave Stein
TweetESR’s Sales Training Vendor Guide: Third Edition was published this morning. The Guide analyzes, compares, and contrasts 23 leading sales training providers across many areas including: Solutions Range Range of Target Companies Range of Target Audiences Range of Training Programs Adaptability Range of Instructional Aids & Tools Quality of Instructional Design Measurement Programs Post-training Reinforcement [...]
Filed under: Book Recommendation, Buyers, Methodology, Research, Sales 2.0, Sales Strategy, Sales Training Companies, Technology, sales process | No Comments »
Posted on April 6th, 2009 by Dave Stein
TweetWith 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 »
