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 Are Deals Stalling and What Can You Do About It?
John O'Gorman and Ray Collis are directors of The ASG Group, an organization ESR Research recently recognized as being among the global leaders in...
One Really Important But Under-Appreciated Selling Capability
Over the years I've facilitated or observed countless opportunity or account planning sessions ranging from $25k one-time to $50 million a year in recurring...
9 Big Mistakes Entrepreneurs Make About Selling
There was a very relevant announcement made recently: Enterprise Ireland Announces Record Exports of €15.2bn in 2011. This is big news in Ireland, especially with...
How to Build Trust as a Selling Competency
After the most recent sales blogger plagiarism incident two months ago, I had the opportunity to speak with Charlie Green. I really like this...
Warning: Sales Tips are Hazardous to Your Wealth
In the case of sales tips, a little knowledge is a dangerous thing How many salespeople do you think regularly seek out tips about selling...
Datahug. A Relationship Search Engine for Your Business.
On my last trip to Ireland I met Connor Murphy, CEO of Datahug, and his co-founder, Ray Smith. These are two very smart and enterprising...
Are You Looking at Sales Training Strategically?
At ESR, when sales training doesn't work, we look at the reasons. Here are some predominant ones that we see at ESR: inadequate (or...
Outselling a Price Slasher
I've been getting emails recently from salesreps and managers asking me to provide advice on how to overcome competitors who slash prices to win....
A Half-Assed Apology and a Lesson or Two
For the past week I was involved in yet another nasty plagiarism situation among bloggers in the sales training industry. No need to...
Role-Playing: Making Your Formal Sales Training Programs More Effective
Too often companies invest significantly in a major sales training program only to see little improvement. Again and again sales managers say, "sales...
More on Storytelling
For today's sales leaders it's almost impossible not be analytically driven. Every aspect of our sales lives are driven by key performance indicators, dashboards,...
Visualize ROI, With Your Customer
If you've been reading this blog, you know how important financial and business acumen is for effective B2B selling. The reasons: It supports demand...
Staying Ahead of the Sale
One of the many things I learned from years of flying my plane is the concept of "staying ahead of the plane." Picture this: It's...
Psychometric Testing in the Sales Hiring Process
Too often sales executives find that newly hired sales professionals do not possess the particular traits needed for the jobs they were hired to...
Sales Performance Improvement Is More Than Just Sales Training
When Shakespeare famously penned, "A rose by any other name would smell as sweet," it's clear that he didn't live in the age of...
The Best B2B Customer Service I’ve Ever Seen
Great teams of any sort are rarely great without great leadership. When I think of great team leaders, I think of Kristi Fox, Second...
Some Thoughts About LinkedIn
This past weekend I read a book excerpt in Fortune magazine entitled, The real way to build a social network. Reid Hoffman, the founder...
The State of Sales Training 2012 (Part One)
On December 7, 2011 ESR delivered a webinar presentation on the state of sales training (download the MP3 or PDF—free registration required). It was an...
Yesterday I Sold My Plane. So, Here Is What I Learned From Flying.
Posted on January 10th, 2012 by Dave Stein Yesterday I sold my plane. It is a 1978 Cessna 182Q. Seats 4. Cruises at 160 MPH....
Are You Finally Ready to Invest in Financial Acumen for Your Sales People?
When it comes to an under-appreciated and under-leveraged B2B selling capability, financial/business acumen tops the list. I believe this so strongly that in...