Posted on March 19th, 2009 by Dave Stein
TweetOne of my most-used words these days is “scrutinize.” Merriam-Webster says it means “to examine closely and minutely.” At ESR, we find ourselves using the word fairly often: VPs have been asking us about how to determine which sales reps to keep and which to redeploy. In this current economic situation some of what salesreps [...]
Filed under: Buyers, Leadership, Marketing, Measurement, Sales 2.0, sales training | 1 Comment »
Posted on December 18th, 2008 by Dave Stein
TweetOne of ESR’s clients has been engaged with Brian Carroll’s InTouch, Inc. team for lead generation and nurturing. We sat in on a meeting with Brian’s team and the client the other day. I asked Brian for permission to share with you the Lead Gen Portfolio graphic he uses with his clients. Take a good [...]
Filed under: Marketing, Pipeline, Relationships | 3 Comments »
Posted on August 13th, 2008 by Dave Stein
TweetWith all this talk about sales and marketing alignment, I figured the best way to get sales and marketing aligned is to morph a sales guy into a marketing guy and visa versa. That way they’ll both understand what life is like as a member of the other team. So Brian and I tried it [...]
Filed under: Dave Stein, Humor, Marketing | No Comments »
Posted on July 28th, 2008 by Dave Stein
TweetWe’ve just published my interview with Brian Carroll for my sales thought-leader podcast series. Wait! Brian Carroll is a sales thought-leader? Absolutely. All of us in sales face a significant and ongoing challenge. I’ve written about it again and again. It’s the lack of mutual understanding, alignment, and ability to effectively and jointly execute among [...]
Filed under: Marketing, Pipeline, Relationships, sales process | No Comments »
Posted on June 16th, 2008 by Dave Stein
TweetThis afternoon I interviewed Brian Carroll for a podcast which will be published in two weeks. Many of our clients and subscribers are focused on lead generation these days, and I knew Brian would bring perspective to the issue. Brian discussed the ever-elusive sales and marketing alignment with respect to the two functions working together. He discussed not [...]
Filed under: Marketing | No Comments »
