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 January 21st, 2009 by Dave Stein
TweetLead Gen is a big, big issue these days for many companies. Those companies that didn’t have an effective Lead Gen function coming into this economic crisis have a big challenge: investing the time and money now to get this done the right way. It’s like trying to change a tire on a racing car [...]
Filed under: Marketing, Measurement, Pipeline, Research, Technology, sales training | 3 Comments »
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 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 »
Posted on June 10th, 2008 by Dave Stein
TweetOne of the interesting things I get to do as part of my job is to interview smart business people with new approaches to sales effectiveness. One such person is Mark Morris, founder and president of My-Pipeline, an out-sourced relationship development firm. Mark owned, built, then sold a successful ad agency. In 2001 he started [...]
Filed under: Marketing, Pipeline | 1 Comment »
