Comments for Dave Stein's Blog :: Commentary for Sales Leaders and Sales Managers

Comment on Advantage: Boeing (For the moment, anyway…) by Dave Stein

Dave Stein — Mon, 05 Oct 2009 13:34:00 +0000

Ah! I’ll have to dig more deeply into this. Thanks for the update.

Comment on Advantage: Boeing (For the moment, anyway…) by Bruce Ellis

Bruce Ellis — Sat, 03 Oct 2009 15:20:44 +0000

Game Over…

http://www.marketwatch.com/story/northrop-wins-38-billion-air-force-tanker-maintenance-contract-2009-10-03?siteid=yahoomy

Comment on How Do You Fix Sales Ineffectiveness? by Probably the Greatest Illusion in Sales, Competitors - A, B and there is always C

Mon, 11 May 2009 09:51:17 +0000

[...] Stein asks “How Do You Fix Sales Ineffectiveness?”in a brilliant post that’s generated lots and lots of debate. Dave says “There is a [...]

Comment on ESR’s Survey On Social Media Use in B2B Selling by Jonathan Farrington’s Blog » Influencing - That Essential Human Skill

Jonathan Farrington’s Blog » Influencing - That Essential Human Skill — Fri, 08 May 2009 07:50:52 +0000

[...] Today’s News: Everybody is talking about Twitter, every day – of course, and today is no exception: Over on Dave Stein’s blog he opines “Incorporating Twitter Into My Daily Mix” Do check out the results of the ESR survey here [...]

Comment on Incorporating Twitter Into My Media Mix by Jonathan Farrington’s Blog » Influencing - That Essential Human Skill

Jonathan Farrington’s Blog » Influencing - That Essential Human Skill — Fri, 08 May 2009 07:50:46 +0000

[...] every day – of course, and today is no exception: Over on Dave Stein’s blog he opines “Incorporating Twitter Into My Daily Mix” Do check out the results of the ESR survey [...]

Comment on Five Minutes With Gerhard by Dave Stein

Dave Stein — Thu, 07 May 2009 20:29:37 +0000

Me? In sales?

Referrals and gut feel don’t work when hiring sales people or sales trainers. That’s a fact.

Comment on Five Minutes With Gerhard by Dave Sohigian

Dave Sohigian — Thu, 07 May 2009 19:57:04 +0000

A good interview where you clearly lay out the benefits of ESR’s services. Have you been in sales or something

I wish some of the organizations I have worked for had use of your services: they definitely chose their sales training based on referrals and gut feel.

Comment on Incorporating Twitter Into My Media Mix by Carl Ingalls

Carl Ingalls — Thu, 07 May 2009 19:49:45 +0000

A hearty thank you to Dave Stein and to John Caddell for a thoughtful and useful article on using a Twitter presence to help support a business. Time to follow both of you on Twitter.

Comment on How Do You Fix Sales Ineffectiveness? by Dave Stein

Dave Stein — Thu, 07 May 2009 17:22:01 +0000

Thanks for the clarification, Michael.

Again, I’m with you. One definition of the noun “process” is defined as “a series of actions or operations conducing to an end ; especially : a continuous operation or treatment especially in manufacture.” Manufacture what in sales? An order! A sale! A strategic customer/supplier relationship! Predictable, ongoing revenue!

Comment on How Do You Fix Sales Ineffectiveness? by Michael Webb

Michael Webb — Thu, 07 May 2009 15:26:21 +0000

Dave,

I wasn’t clear in my answer … by “average” I didn’t mean an untrained salesperson. I meant an average – decent – salesperson.

When companies believe that results depend on finding the best people (to the exclusion of everything else, like they do in the sales department), they try to solve their problems by finding what they think are super men (and women).

That is a big mistake.

A well thought out process adds 20 or 30 IQ points to everyone involved. Especially in sales organizations. Without it, you’re just throwing people in to a meat grinder.

Come to think of it, that’s a great analogy for some sales organizations I’ve seen.

Sales managers don’t manage, follow up, or coach the way trainers and consultants want them to because THEIR management does not think that is important.

The executives don’t think it is important because they’ve never conceived of sales as a production system, where inputs and value add matter. They only think of it as a function where only the results matter.

I believe that’s all they’ll ever think, until they are presented with a credible, viable alternate.

Michael Webb
http://www.salesperformance.com