Dave Stein's Blog for Sales Leaders

Happy New Year.
You know how, at this time of year, all the media review the past year (or in this case, decade) and talk about advancing into the next one?  Here’s one for you:  I may have the attribution wrong, but I believe it was Confucius who said,
The best time to plant a tree was [...]

Filed under: Methodology, sales process | 4 Comments »

Back in October I delivered the keynote at SMT’s conference.  I shared with the audience ESR’s list of 12 obstacles that must be overcome for sales training to begin to have the degree of impact that a few the leading sales training companies are having with every client.

Sales training is most often reactive. We [...]

Filed under: Hiring, Measurement, Methodology, Opportunity Management, Sales 2.0, Sales 2.0, Sales Training Companies, sales process | 5 Comments »

I finally got around to meeting my telephone and e-mail colleague, Tom Martin, face-to-face a few weeks ago.  Tom is someone I hold in high regard for his experience, integrity and deep understanding of the sales training industry.
Tom is a 20-year veteran of the sales methodology and training industry, with a diverse set of global [...]

Filed under: Buyers, Interview, Methodology, Opportunity Management, Sales Training Companies, sales process | 14 Comments »

Chris Hens, President and COO of White Springs, presented at the Richardson client forum last week.  The subject was in-context sales learning and reinforcement.
With a background in sales training, Chris has a deep understanding of the challenges companies face with respect to sales performance improvement.  White Springs has worked with Complex Sale, Holden, Huthwaite, Miller Heiman, ValuSelling [...]

Filed under: CRM, Methodology, Opportunity Management, Pipeline, Research, Sales 2.0, Sales Training Companies, Technology, sales process | 2 Comments »