Posted on November 7th, 2008 by Dave Stein
No matter what side you were on, here are a few observations, affirmations and truths, post-election, with respect to selling:
Strategy and tactics are equally important. The purpose of executing tactics in a sales campaign is to drive a well-founded strategy. Tactics without a strategy is like playing darts with your eyes closed.
Message! Not messages, messages, [...]
Filed under: Big Wins, Book Recommendation, Competition, Leadership, Marketing, Professionalism, Relationships, Research, Sales Strategy, Sales Tactics, Technology | 3 Comments »
Posted on October 11th, 2008 by Dave Stein
Earlier this week I finished The Broken Window by Jeffrey Deaver. This was the first book of his that I’ve read. The book was so-so, but I was intrigued by how the villain tracked his prey through, among other things, RFID chips attached to credit cards in their wallets.
I received the TechRepublic newsletter today and [...]
Filed under: Technology | 1 Comment »
Posted on May 8th, 2008 by Dave Stein
As we continue to dig deeper into the capabilities of the leading sales performance improvement companies, we’re not encouraged by some of what we’re seeing in the area of sales enablement technology.
Through recent engagements where our clients evaluated sales training companies, we listened to double-talk, vendor sales reps ducking questions, and a complete lack of understanding [...]
Filed under: Methodology, Sales Training Companies, Technology | 2 Comments »
Posted on April 10th, 2008 by Dave Stein
I had the opportunity to interview Jill Konrath last week for an ESR podcast. (Here is ESR’s list of podcasts.)
Most of the top tier sales training companies have little to say about how to fill the pipeline. They typically focus on sales opportunity and account management. If a company’s marketing department isn’t doing its job, [...]
Filed under: Pipeline, Technology | No Comments »
