Posted on August 19th, 2008 by Dave Stein
Part of what ESR does is to identify, size, and prioritize the gaps that exist between our clients’ sales teams’ skill sets and what is required for them to win more business, sooner, and at higher contract values.
There are different ways to categorize those gaps. For the purposes of this post, let’s look at basic versus [...]
Filed under: Account Management, Big Wins, Competition, Measurement, Opportunity Management, Relationships, Sales Strategy, Sales Tactics, Sales Training Companies, sales process, sales training | 1 Comment »
Posted on May 7th, 2008 by Dave Stein
If you’re a student of politics as I am, this primary campaign has become really exciting.
Last evening Obama walked away with a big victory. Clinton supporters will say that he won in North Carolina with fewer votes than the polls two weeks ago suggested he would. And, that Clinton won Indiana, a neighboring state to [...]
Filed under: Economy | No Comments »
Posted on April 24th, 2008 by Dave Stein
I spent some time today on the phone with Grainne Rothery, who writes for the Ireland-based Marketing Age magazine. I was being interview for an upcoming article on competitive selling.
It didn’t take long before we were discussing the U.S. presidential race. They are not only very interested in our politics in Ireland, but very well [...]
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Posted on April 17th, 2008 by Dave Stein
Geoffrey James writes a great blog. I enjoy reading it, plus I most often learn something.
Although it’s more targeted to sales people than sales leaders, Geoffrey knows a lot about selling, is very well informed about a lot of things, and is a really good writer.
Last week he wrote a seriously gutsy post about whether the U.S. should bail out of Iraq. A [...]
Filed under: Uncategorized | 1 Comment »
