ESR/Podcast

Dave Stein, Keith Eades, Robert Kear and Tim Sullivan of Sales Performance International discuss, among other things, customer buying patterns, Sales 2.0, 12 critical selling competencies, and the Solution Selling approach.

 

Dave Stein, Mike Rohan and Bob James of Executive Conversation discuss, among other things, gaining and maintaining access to the executive suite.

Worth its weight in gold is Bob's description of how he, a former C-level executive, looks at sales people, ROIs and business acumen.

Dave Stein and Brian Lambert, Director of Sales Training Drivers at ASTD, discuss the science of selling, the evolution of sales training, world-class sales organizations, buyer/seller relationships, sales process, technology, competencies, complex technology deals, measurement, turnover among

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Dave Stein and David DiStefano, CEO of Richardson, discuss the four pillars of Sales 2.0, differentiation, LinkedIn and preparation.  This podcast is focused on sales managers and sales leaders.

Dave Stein, Tom Roth and Ed Emde of Wilson Learning Corporation discuss, among other things, stand-alone sales training events, human performance improvement solutions, and the criticality of sales performance measurement. 

Dave Stein and Brian Carroll discuss sales and marketing alignment, the sales funnel, the marketing funnel, a case study about recuperating leads, nuturing and teleprospecting.

Dave Stein and Randall Murphy discuss sales leadership, alignment among teams in selling organizations and the results of Acclivus's most recent research.

Dave Stein and Greg Alexander discuss benchmarking, hiring, lead generation, Sales 2.0, the future of sales and sales leader skills

Dave Stein and Jill Konrath, author of Selling to Big Companies, discuss the front end of the sales cycle--what is required to gain access to decision makers, trigger events, sales enablement tools, and analysis, synthesis and evaluation.

Dave Stein and Donal Daly, CEO of The TAS Group, discuss sales process, challenges for first-line sales managers, Sales 2.0 and other areas of technology support for sales effectiveness.

Dave Stein and Ken Allred, Founder and CEO of Primary Intelligence, discuss competitive intelligence, win/loss analyses, and how companies can be more competitive.

Dave Stein and Julie Thomas, CEO ValueSelling Associates, discuss the challenges of helping sales people become more effective.