Posted on April 30th, 2009 by Dave Stein
TweetI was asked by my friend Charlie Green representing The Customer Collective to contribute to an e-book that was just published. I recommend that you download it, read it and use it. Selling Through A Slump: An Industry-by-Industry Playbook A Guide by Salespeople for Salespeople on How to Sell Your Way to Recovery Download this [...]
Filed under: Book Recommendation, Economy, Sales Strategy, Sales Tactics | No Comments »
Posted on July 11th, 2008 by Dave Stein
TweetPaul Lanigan is the Sandler franchisee for Ireland. I’ve been reading his newsletter for a while. Paul posted a recent comment about an article published by ZDNet UK entitled, Top 10 reasons to avoid IT salespeople. Whether you work for a tech company or not, you need to read this article. It’s not often we get [...]
Filed under: Buyers, Opportunity Management, Presentations, Professionalism, Relationships, Sales Tactics, Technology | No Comments »
Posted on June 17th, 2008 by Dave Stein
TweetGetting sales leaders to understand the importance of a strategic approach to sales performance improvement is often an uphill battle. So, when I get in front of a group of sales leaders, one of the things that I say to grab the participants’ attention is, “Somewhere in another building on the other side of town, there [...]
Filed under: Buyers | 1 Comment »
Posted on June 13th, 2008 by Dave Stein
TweetThat’s a question I’m often asked about business-to-business selling. I define science (in this application of the word) as the ability and willingness of a person to follow a set of processes in order to carry on the business of day-to-day selling. Examples would be formal planning, the use of checklists, dependence upon research, vigilant qualification, [...]
Filed under: Hiring | 3 Comments »
