Posted on December 2nd, 2009 by Dave Stein
TweetDave Brock wrote a terrific post about sales process. It sparked me to write about an issue that has been troubling me. I’m not going to put forward any more arguments on the subject of whether or not process important in selling. There is enough research out there—from ESR, from other research firms, and a [...]
Filed under: Methodology, Opportunity Management, Research, Sales Training Companies, sales process | 11 Comments »
Posted on May 12th, 2009 by Dave Stein
TweetI had rollercoaster ride of an afternoon. First, I reviewed my notes from yesterday’s briefing for ESR’s Principal Analyst, Al Case, and me by Corporate Visions. We’ll be publishing a brief on them within a few weeks. I prepared for an upcoming briefing with HR Chally. We’re doing some upcoming work in the area [...]
Filed under: Hiring | 2 Comments »
Posted on March 26th, 2009 by Dave Stein
TweetI’ve been involved in a number of posts on The Customer Collective where there have been some personal attacks by a few social media zealots against some of us that have a more balanced view of the capabilities and tools required for effective B2B selling going forward in this new(est) economy. Jonathan Farrington1, Dave Brock, [...]
Filed under: Buyers, Economy, Professionalism, Relationships, Research, Sales Strategy, Technology, sales process | 5 Comments »
