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 May 21st, 2010 by Dave Stein
It’s often been said that salespeople should welcome sales objections because they present an understanding of what the client is concerned about, and along with them, an opportunity to allay those concerns. But in today’s tough selling environment, this logic doesn’t always work. In fact, today’s buyers are in an increasingly powerful position, resulting from [...]
Filed under: Sales Tactics, sales training, Uncategorized | 1 Comment »
Posted on April 30th, 2009 by Dave Stein
I 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 January 16th, 2009 by Dave Stein
I believe in checklists. Clearly the medical community just got the message as well. A study published online by the New England Journal of Medicine this week shows that adopting a surgical safety checklist (PDF) reduced deaths and complications by more than a third. From the Wall Street Journal: Researchers collected data on nearly 8,000 [...]
Filed under: Big Wins, CRM, Methodology, Opportunity Management, Professionalism, sales process, Sales Tactics, Technology | 14 Comments »
Posted on January 14th, 2009 by Dave Stein
What caught my eye about this story from the Houston Chronicle was the subtitle: Voluntary rules cut out free gifts sales reps use to influence physicians The story lead: “The Pharmaceutical Research and Manufacturers of America, the major lobbying group for drug companies including Merck, Pfizer and Bristol-Myers Squibb, enacted new rules governing how sales [...]
Filed under: Professionalism, Relationships, Research, Sales Tactics | 2 Comments »
Posted on November 7th, 2008 by Dave Stein
No matter what side you were on, here are a few observations, affirmations and truths, post-election, with respect to selling: Strategy and tactics are equally important. The purpose of executing tactics in a sales campaign is to drive a well-founded strategy. Tactics without a strategy is like playing darts with your eyes closed. Message! Not [...]
Filed under: Big Wins, Book Recommendation, Competition, Leadership, Marketing, Professionalism, Relationships, Research, Sales Strategy, Sales Tactics, Technology | 3 Comments »
Posted on October 21st, 2008 by Dave Stein
Last June I wrote a post containing my Sales 2.0 Competitive Knowledge Wishlist. I’d expect that any salesrep or manager who really knows how to employ advanced competitive selling strategies and tactics would love to have the Sales 2.0 capabilities in that list. We’ll, we are apparently closer than I thought to realizing that dream. I spent some time [...]
Filed under: Big Wins, Competition, Marketing, Opportunity Management, Research, Sales 2.0, Sales Strategy, Sales Tactics | 1 Comment »
Posted on October 16th, 2008 by Dave Stein
This is an email I received from James Mayfield Smith regarding my post about the top IBM sales rep. I had a phone conversation with James and then we exchanged emails. He’s got a very convincing view on the role of storytelling in sales (he refers to it as strategic applied mythology). Why convincing? When I look at [...]
Filed under: Measurement, Professionalism, Relationships, Research, Sales Strategy, Sales Tactics, Sales Training Companies | 5 Comments »
Posted on October 8th, 2008 by Dave Stein
Any sales manager will tell you that negotiation is one of the required skills for success in sales. Yet few salespeople are equipped to go one-on-one with the increasingly experienced and tough corporate buyers and procurement managers whom they must negotiate with in order to make a sale. For years I saw negotiation as a [...]
Filed under: Measurement, Research, Sales Strategy, Sales Tactics, Sales Training Companies | 2 Comments »
Posted on September 18th, 2008 by Dave Stein
I’ve been speaking with Larry McClymonds, VP Corporate Sales & Co-Founder of CanDoGo. Been in touch with his customers as well. In case you’re not aware of CanDoGo, it’s an new Internet destination that hosts articles, audio and video clips from 140 sales expert content providers (and counting). The list is impressive: Dr. Tony Alessandra, [...]
Filed under: coaching, Methodology, Sales 2.0, sales process, Sales Tactics, sales training | 3 Comments »
