Blogs about: Opportunity Management
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Sales Playbooks
A few weeks ago the folks at Kadient briefed me on their approach and their sales performance improvement tools. As you would expect, I posed the chicken-and-egg question with respect to what order a… more →
Dave Stein's Blog :: Commentary for Sales Leaders and Sales Managers
Developing an automatic "lead recognition" algorithm
anindyac wrote 1 month ago: Why automate lead-logging in a CRM system? We have made the following points repeatedly in this blog … more →
Opportunity Management
blythecocrm wrote 7 months ago: Increase Sales Productivity and Close More DealsOpportunity management enables your sales teams to w … more →
Drive up the sales conversion
Sabapathy Narayanan wrote 7 months ago: My customer called me into a meeting and told me that he has a peculiar problem and he wanted my opi … more →
Future past simulations to identify potential opportunities and risks
Ben Broeckx wrote 8 months ago: I was with an organization yesterday when during the meeting the issue came up on how to actively en … more →
Sales Playbooks
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Dave Stein wrote 8 months ago: A few weeks ago the folks at Kadient briefed me on their approach and their sales performance improv … more →
ESR's Approach For A Sales Performance Improvement Initiative
Dave Stein wrote 8 months ago: As ESR is completing our Sales Training Vendor Guide we are updating a number of our models. Here i … more →
Risks and Opportunities
zenkara wrote 9 months ago: As we discussed in a previous post, risks are one of the staples of project management these days. … more →
Here's What's Going On
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Dave Stein wrote 9 months ago: ESR has a unique perspective on sales performance improvement. We don’t deliver sales training … more →
Miller Heiman. What A Brand!
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Dave Stein wrote 9 months ago: When it comes to marketing, Miller Heiman leads the pack. I recently spoke with Elizabeth Vanneste, … more →
Unwinnable Deals - A big problem especially during a recession
Tom Martin wrote 9 months ago: One of the roles I occasionally play for training and consulting firms that I am working with is one … more →
Opportunity Assessment Approaches
Tom Martin wrote 9 months ago: Over the years there have been a number of consulting and training firms who have provided ways of a … more →
Checklists: For Surgeons, Pilots and... Salespeople
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Dave Stein wrote 10 months ago: I believe in checklists. Clearly the medical community just got the message as well. A study publi … more →
Holden International: Moving In The Right Direction
Dave Stein wrote 10 months ago: Followers of this blog are familiar with the high value I place on planning, competitive selling str … more →
New Year Resolutions For Sales Leaders
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Dave Stein wrote 11 months ago: Pick one or more of the resolutions below. Commit, execute, enjoy the results. I’ll never hir … more →
Let's Get Real Or Let's Not Play
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Dave Stein wrote 11 months ago: Last July I was honored to be sent a final draft of Mahan Khalsa and Randy Illig’s revised and … more →
Early Failure is Better Than Late Failure
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Dave Stein wrote 1 year ago: Donal Daly, CEO of The TAS Group, wrote a great post (Early failure is better than late failure) on … more →
Embedded Sales Learning
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Dave Stein wrote 1 year ago: Chris Hens, President and COO of White Springs, presented at the Richardson client forum last week. … more →
Collaborative Proposals
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Dave Stein wrote 1 year ago: If you are not selling in a tightly-controlled, RFP-driven sales environment, you might want to cons … more →
An Authentic Sales 2.0 Killer App for Selling Competitively
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Dave Stein wrote 1 year ago: Last June I wrote a post containing my Sales 2.0 Competitive Knowledge Wishlist. I’d expect t … more →
