Posted on May 4, 2009 by Dave Stein
What’s going on here?
Sales training has been around for more than 100 years. Yet every year, new approaches appear with the promise of being “The Silver Bullet.” Old approaches—even those that are relevant to fixing the proble—are labeled “old-school,” and rejected.
On Amazon.com there are 29, 469 books under the category of “How to Sell.” In [...]
Filed under: Account Management, Economy, Industry Analyst, Professionalism, Research | Tagged: CSO Insights, Forrester, Sales and Marketing Management magazine, Sales Training Drivers, SAMA, Selling Power, Sirius Decisions, SMEI, SMT, The Sales Executive Council, UPSA, USEF | 22 Comments »
Posted on January 28, 2009 by Dave Stein
There have been some interesting conversations taking place on The Customer Collective on the subject of the adoption of social media and the changes required in approach and skills for B2B salespeople. If you’re interested in a little entertainment—snarking, social media-style—I would suggest looking at these two posts and more important the comment thread that [...]
Filed under: Methodology, Professionalism, Relationships, Sales Strategy, Sales Training Companies | Tagged: Customer Collective, David Brock, Holden, Huthwaite, Miller Heiman, SAMA, social media, SPI, strategic account management, The Complex Sale, Wilson | 20 Comments »
Posted on January 7, 2009 by Dave Stein
One of the top firms among the 26 sales performance improvement providers ESR covers is Performance Methods, Inc. (PMI). Founder and managing partner Steve Andersen is recognized as a thought-leader in the demanding and often misunderstood area of strategic account management. (Listen to Steve in an ESR/Podcast.)
To understanding what a strategic account management methodology is [...]
Filed under: Account Management, Big Wins, Buyers, CRM, Competition, Economy, Measurement, Methodology, Professionalism, Relationships, Sales 2.0, Sales Strategy, Sales Training Companies, coaching | Tagged: HP, Performance Methods, PMI, SAM, SAMA, Steve Andersen, strategic account management | Leave a Comment »
Posted on October 8, 2008 by Dave Stein
Any sales manager will tell you that negotiation is one of the required skills for success in sales. Yet few salespeople are equipped to go one-on-one with the increasingly experienced and tough corporate buyers and procurement managers whom they must negotiate with in order to make a sale. For years I saw negotiation as a [...]
Filed under: Measurement, Research, Sales Strategy, Sales Tactics, Sales Training Companies | Tagged: Brian Dietmeyer, negotiation, SAMA | 1 Comment »
Posted on May 9, 2008 by Dave Stein
Before I go any further, let me again state that there are a lot of effective, high value, ethical sales training companies out there. They have long lists of customers who have managed to dramatically improve their teams’ sales performance.
Stealing
Let me dig a bit into a point I made in Part 1—the fact that some [...]
Filed under: Sales Training Companies | Tagged: Methodology, Sales Training Companies, SAMA, skills | Leave a Comment »
