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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.

Why You Must Run Sales Candidates Through Simulations

I’ve often said that mis-hiring salespeople and their managers is an epidemic. What good is putting 10 or 100 or 1,000 salespeople through training...

Interview with Dave Stein and Steve Andersen (Beyond the Sales Process)

With permission, I’m delighted to republish Steve Andersen’s and my first interview about our new book. The interviewer is Alyson Stone, writing for The Conversion Company. We...

Research: A Critical Selling Process

Research comes in two modes: customer and competitor. Depending on whom you sell to and who your competitors are, one may be more critical...

Get the Right People on Your Sales Team

It makes little sense to spend the time and money training and developing your sales team when the people in whom you are investing...

It’s Really About Much More Than Closing the Deal

We all know that the business world changed permanently as a result of the recession that began in 2008. We’re all familiar with the...

The Opportunity Before the Opportunity

If you want to engage your customer, you have to earn the right. If you’re in B2B sales, I don’t have to tell you that...

Hiring a Commission-Only Sales Rep? Caution is Advised.

During the past two weeks I had the opportunity to consult with two CEO/entrepreneurs. They’re both in the tech space  just coming up to...

Selleration on Selling Intelligence

I’ve believed in assessments for many years. They are a required component of my hiring process.  As of today, the quality of the tools...

Breaking Bad News

It happens. You make a mistake in describing a specification or capability. You lose an important account to a competitor. A scathing report circulates...

Selling: The Value of a Guarantee

This past Sunday, my wife and visited Total Wine in Naples, Florida. We were expecting company for the evening and needed to stock up...

Can You Really Measure Sales Culture?

For decades sales leaders have been discussing how to get the highest levels of performance of their teams. Some would make the case that the answer...

How Much Sales Content is Too Much?

“Why should I spend money on sales effectiveness content when I can get everything I need for free on the Internet?” I heard that question too...

All The Hype Around Social Selling Really Concerns Me

For those of you who don’t know me, I’m a social seller. Certainly not to the extent that some of the social media superstars...

Why Does Your Sales Team Lose Opportunities? AskForensics Will Tell You.

If you’re in sales leadership or management and you aren’t learning why you won or lost deals directly from your customers, you’re squandering a...

Changing the Sales Conversation

I’m a big Linda Richardson fan. I’ve read all of Linda Richardson’s books. So you can imagine that I was honored to lend an endorsement...

For Steve Andersen and PMI, It’s All About Customer Engagement (Part 2)

This is Part 2 of a two-part interview with Steve Andersen, President and Founder of Performance Methods, Inc. (PMI). Part 1 is here. Note: Please...

For Steve Andersen and PMI, It’s All About Customer Engagement

I read a recent article in Training Industry magazine written by Steve Andersen and Craig Jones entitled, “Raising the Bar: The Impact of Sales Training...

12 Best Practices for Selecting a Sales Training Partner

We've been guiding companies through sales training provider evaluation and selection processes since 2005. Here are some of the things you'll need to do...

How Salespeople Become Business Advisors

I'll be speaking next week at ITSMA's 20th Annual Marketing Conference in Boston. The theme is, "The New Face of Marketing." As a run-up to...

What’s Free on the Internet May Cost You

I'm disturbed by the increasing amount of misinformation that's available on the Internet around the subject of B2B selling. I'm not suggesting it is...

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