Posted on February 12th, 2009 by Dave Stein
Hey, I have a proposition for you.
I had a really bad experience with Dearborn Trade Press (now Kaplan Financial Publishing) with my book, How Winners Sell, Second Edition. It’s no longer in print, although companies seem to be able to find copies somehow when I come in to present at their sales kick-offs and other [...]
Filed under: Big Wins, Book Recommendation, Competition, Dave Stein, Sales Strategy | 6 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 patients [...]
Filed under: Big Wins, CRM, Methodology, Opportunity Management, Professionalism, Sales Tactics, Technology, sales process | 14 Comments »
Posted on December 8th, 2008 by Dave Stein
If you’re in sales (or general) management, two consecutive posts on Bill Caskey’s Inside the Sales Mind blog are really worth reading:
Sales Training Q&A #12: How to Maintain a High Performance Sales Team. During my years as a sales consultant this was one of the coaching exercises I did with every sales manager. It is [...]
Filed under: Leadership, Measurement, Professionalism, coaching | 2 Comments »
Posted on November 5th, 2008 by Dave Stein
When I wrote How Winners Sell one of the most important messages I needed to communicate to my readers was this: The timeless truth about sales is it’s all about money. B2B sales is not about selling software or strategic advice or capital equipment. It’s about your products and services improving your customer’s business. I was very [...]
Filed under: Competition, Economy, Measurement, coaching, sales training | 3 Comments »
Posted on May 19th, 2008 by Dave Stein
I get emails and calls from people writing books about sales and selling. Here is some of what I learned and experienced as a result of writing How Winners Sell:
It was harder to produce my 256-page book than the 512-page one I started out with. I spent almost as much time taking the book down to a sellable size [...]
Filed under: Marketing | 3 Comments »
