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    On of May 8, 2009, I moved my blog over to a new domain: DaveSteinsBlog.ESResearch.com

    I will no longer be posting on this URL. Comments will not be moderated. More information.

  • ESR’s STVG

    Here is ESR's highly acclaimed Sales Training Vendor Guide, Third Edition.

Your Customer Is Learning How to Kick Your Butt

Getting sales leaders to understand the importance of a strategic approach to sales performance improvement is often an uphill battle.

So, when I get in front of a group of sales leaders, one of the things that I say to grab the participants’ attention is, “Somewhere in another building on the other side of town, there is a trainer in front of a room full of your customers’ purchasing and procurement managers, teaching them precisely how to kick your butts.”  I can predict the reaction.  It’s always the same.  The look of physical distress with a reluctant half-smile—like someone whom, just after they swallowing something really bad at a dinner party, is asked by the hostess, “I hope you’re enjoying the food.”

Then I ask, “How many times can you see this same bullet in articles and presentations and brochures and on websites about selling, and NOT take a long-term, strategic approach to sales effectiveness?”

Buyers are tougher than ever before.

Do you want to know what your sales people are up against?  Take a look at this page and we’ll see if you’re right. 

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