Dave Stein
Dave Stein
Dave specializes in helping his clients win critical B2B sales opportunities as well as helping them hire the best sales talent.Dave is co-author of Beyond the Sales Process. He wrote the best-selling How Winners Sell in 2004.
Getting B2B Sales Reps to be More Social
Understanding the force that is social media is a quite a task. But leveraging effectively it to advance your team's selling efforts is beyond...
How a Local Merchant Earned My Business
Our good friends and colleagues Larry Berk and his wife visited us this past weekend. I told him a story about an experience with...
I’m Done With Sales Teams
I expect to take some heat for this post. Perhaps I'm way off base with my opinion. Maybe I'm not, after all. I hope...
All About e-Learning Platforms for Small- to Mid-Size Sales Training Firms
Virtually every week I have a discussion with a principal at a small- or medium-size training firm about e-Learning platforms for their content. What...
Slides: How to Run a Planning Session to Win a Critical Sales Opportunity
Back in March I delivered a webinar for Sales and Marketing Management magazine entitled, "How to Run a Planning Session to Win a Critical...
How to Get That Salesrep with ADHD to Be More Effective
I wish I had kept track of the number of times sales trainers raised the subject of ADD/ADHD with me. The discussion generally takes...
Still Using Powerpoint? Try Whiteboard Selling. Now.
It's unusual for me to publish two posts in a row covering new books about selling, but this is a special situation. Near the end...
Yankee Doodle Danger
Just for the record – I am not having a go at Americans in this post despite what the title might suggest. But having worked...
How to Run a Planning Session to Win a Critical Sales Opportunity
Earlier in the week I delivered a webinar for Sales and Marketing Management magazine entitled, "How to Run a Planning Session to Win a...
A New Look at an Established Sales Performance Improvement Player
One sales performance improvement company that has enjoyed decades of success is The Complex Sale. Had they merely rested on the industry-leading content developed...
What’s All This Talk About Gamification?
The issue of CRM adoption seems to come up a lot these days. After all these years, many companies are still having a substantial...
Are You Really Going to Let Your Salesrep Work from Home?
During the past few weeks I've fielded queries from several clients regarding our view on salesreps working from home. More salesreps are telecommuting now than...
An Expert Talks About Fixing Sales Forecasting Problems
Funny thing. In the past few months we've found an unusually high number of our clients seriously concerned with inaccurate sales forecasting. To...
Insights from a Thought-Leader on How Purchasing People Negotiate
Ron D'Andrea knows a lot about how procurement professionals approach their negotiations with sales people. If you want your sales team to improve...
Hey Sales Managers: This Interview is for You!
I've gotten to know the folks at AchieveGlobal much better during the past year than in the past. They invited me to sit on...
What Does It Take to Sell to This Fortune 500 Executive?
I was introduced to the sales performance improvement firm, Executive Conversation, more than 15 years ago. At the time, I was consulting with a...
Mike Kunkle on Driving Sales Training Results
I "discovered" Mike Kunkle a while back through his contributions to the sales effectiveness discussion groups, his tweets, and his comments on various sales...
Instead of Discounting, Use the Three Options Strategy
Note: I wrote this piece a number of years ago and I am still receiving feedback from salespeople, sales managers, and senior executives that...
Strategic Sales Presentations
I did an interview with Jack Malcolm a while back entitled, "Are You Finally Ready to Invest in Financial Acumen for Your Salespeople." As...
Bad Service, Worse Sales
When Customer Service gets it wrong, everyone in your company pays. Who has the customer service job at your company? You can have the best...