Posted on March 26th, 2009 by Dave Stein
I’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 »
Posted on March 19th, 2009 by Dave Stein
One 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 depended on [...]
Filed under: Buyers, Leadership, Marketing, Measurement, Sales 2.0, sales training | 1 Comment »
Posted on February 2nd, 2009 by Dave Stein
As ESR continues to work with our clients, observe salespeople and research sales effectiveness, we’re frustrated and concerned with the increasing hype around Sales 2.0.
Is Sales 2.0 real? Yes. Are Sales 2.0 applications actually helping salespeople to win business? Yes. There is no question about that. But we believe in numbers significantly less than some [...]
Filed under: CRM, Marketing, Measurement, Sales 2.0, Technology | 8 Comments »
Posted on January 28th, 2009 by Dave Stein
There have been some interesting conversations taking place on The Customer Collective on the subject of the adoption of social media and the changes required in approach and skills for B2B salespeople. If you’re interested in a little entertainment—snarking, social media-style—I would suggest looking at these two posts and more important the comment thread that [...]
Filed under: Methodology, Professionalism, Relationships, Sales Strategy, Sales Training Companies | 21 Comments »
Posted on January 6th, 2009 by Dave Stein
I’ve been using LinkedIn for years. Been writing about it and recommending it as well. I’ve introduced some out-of-work sales leaders to some of my contacts, did some informal research, got connected to old contacts. It’s a very useful tool for business.
During this past holiday, I decided to spend some time on Facebook and Twitter. [...]
Filed under: Relationships, Technology | 20 Comments »
