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.
A Few Good Podcasts
First, if you’re a regular visitor to this blog, thanks! Obviously you keep coming back for more content. If you would occasionally like that...
What Three Things Do Top Sales Performers Have in Common?
A few weeks ago I received an email from a sales director for a company that is an ESR client. I hadn’t met this...
There is No Place for “Buyers Are Liars” in the Sales Profession
Yesterday I received an email from a Sandler franchisee inviting me to attend a live “Buyers Are Liars Workshop.” I’ve seen and heard this...
Can Procurement Select The Right Sales Training Provider?
ESR’s approach to evaluating sales training providers enables our clients to select training partners who will most positively impact their sales performance. ESR’s core buy-side...
Huthwaite’s CEO Has A Few Questions For Me
Last week I was interviewed for a podcast by John Golden, CEO and President of Huthwaite. John had some great questions for me about a...
Kadient Is Serious About Sales Effectiveness
The more I know about them, the more I’ve been impressed with Kadient. I really like their playbook approach, the people I’ve met on...
SNAP Selling and Some Other Important Sales Books
If you spend any time on sales blogs these days, you can’t miss the news that Jill Konrath’s new book, SNAP Selling, is out...
Channel Management. Harder Than Direct Selling?
Braham Shnider is a pretty sharp guy. He’s president and CEO of Channel Enablers, a Australia-based sales performance improvement provider that specializes in channel...
Getting CRM to Deliver for Salespeople
A significant factor contributing to sales performance improvement is the employment of technology that will enable more effective and more efficient selling. This technology...
Sales Objections: Opportunity or a Death Knell?
It’s often been said that salespeople should welcome sales objections because they present an understanding of what the client is concerned about, and...
Driving A Sales Culture Through Storytelling
Not enough sales leaders publish stories from their top salespeople about how they won business. Sure, the basic stats will be written up, perhaps...
Time To Look Inside?
I’m just back from my yearly trip to Ireland where I facilitate a series of workshops on building a competitive sales approach as part...
Tis The Season of Sales Training RFPs
Before I go any further with this post, I should modify the subject of this post to be: There Is Presently A Lot Of Activity…
Why You Should Employ Simulations For Sales Hiring
A friend pointed me to an interview with Guy Kawasaki that was published in the New York Times this morning. Kawasaki makes some terrific...
Is Demo Short for Demolition?
Earlier this week I spent two days with a technology company client in New York City. As with every other tech company with which...
Dealmaker Genius. There Are No Excuses Anymore.
Prior to our briefing last week by The TAS Group executives in advance of today’s announcement, we were somewhat skeptical. We thought claims they...
6 Mistakes Companies Make When Selecting A Sales Trainer
Over and over I’ve read and heard sales experts say that, “It doesn’t matter which sales approach or methodology you use, as long as...
Great Question!
I really enjoy someone telling me I’ve asked a great question. Even with all these years of selling and consulting, it doesn’t happen that...
Can An Independent Sales Trainer/Sales Consultant Provide Real Value To A Large Company?
Yes. That sole trainer (or two- to three-person firm) won’t be rolling out simultaneous live instructor-led training classes in 20 countries. Nor will they be...
Come On, Dave. Who’s The Best Sales Trainer?
That’s a question I’ve been asked again and again by journalists, sales leaders, sales training company CEOs, corporate training departments, consultants, and our clients,...