Geoffrey James, former BNET Sales Machine blogger and now Inc. Magazine columnist, refers to Dave Stein, ES Research Founder and CEO, as "the world's top expert on sales training." A lofty designation anyone would be happy to accept, right?
But so what? What does it mean for you? If you’re looking to buy sales training or desire to improve your sales training company, what really matters is how Dave’s experience and approach can help your organization. So here goes (spoiler alert: contains facts about Dave’s expertise that might convince you to learn more about ES Research Group):
Dave started out as a professional trumpeter, but he now likes to toot his horn about ESR. He’s held many diversified technical, sales and executive positions over the course of two decades: programmer, systems engineer, sales representative, sales manager, director of worldwide sales development, VP of sales, VP of
international operations, VP of client services and VP of strategic alliances. Dave has worked in the technology sector for, among other companies, Fortune Systems Corporation, Datalogix International (acquired by Oracle Corporation), and Marcam Corporation (acquired by Invensys, plc).
In 1997 he founded the sales consultancy, The Stein Advantage, Inc. The company provided expertise and assistance to clients from various industries in these, among other critical areas:
- hiring of top sales professionals
- more effective positioning in the eyes of industry analysts
- development of corporate and selling strategies to overcome tough competitors
- increasing compliance by their sales organizations to sales methodologies that were installed
- re-engineering their selling efforts to achieve new levels of credibility and differentiation with higher-level customer executives
Through his past work as a sales consultant, coach, and trainer, Dave has developed a unique view of sales methodologies, sales training approaches, and the cultural as well as business changes required for corporations to excel at the sales function. He understands what works and what doesn't when it comes to the ever dynamic challenges of gaining and maintaining competitive advantage through sales organization effectiveness.
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Dave has worked with a lot of companies—we’re pretty sure you’ve heard of most of them: ALLTEL Corporation, BASF, Bayer, Cardo, Convergys, Hewlett Packard Company, Honeywell, IBM Corporation, Infor, Intermec, The Irish Software Association, Global Crossing, Ltd., Kronos, Lorentzen-Wettre, MCI, MAPICS, Inc., Matrikon, The McGraw-Hill Companies, Microsoft, NEC Japan, NPD Group, Oracle Corporation, Pitney Bowes, Progress Software Corporation, Richardson Electronics, Inc., Siemens Energy and Automation, Standard & Poor's, SunGard, Towers Perrin, Unisys, United Technologies, VSP (Vision Service Plan) and Xerox Office Systems.
He has been quoted and recognized in leading business magazines and websites, including Fast Company, The New York Times, BusinessWeek, Inc., Fortune, and Forbes, and he writes the featured monthly Sales Training column for Sales & Marketing Management magazine. Dave’s blog has been featured on the websites of BusinessWeek, Foxnews, Reuters, Nielsen and Hoover's.
Dave is a professional member of the National Speakers Association as well as a member of Sales and Marketing Executives International (SMEI) and AOPA (Aircraft Owners and Pilots Association). He’s a member of the Executive Advisory Board of the Fisher Institute for Professional Selling, one of the many institutions of higher learning where his book, How Winners Sell is being used. He currently chairs the ASTD (American Society for Training & Development) Sales Development Advisory Panel and has served as an expert witness within the areas of sales and marketing and training.
In April 2007 Dave was appointed as Visiting Professor of Sales and Sales Management at the Dublin Institute of Technology, where he gives seminars for CEOs and Sales Executives on the subject of international selling.
And he’s back to music, too. He plays trumpet in the Vineyard Haven Band on the island of Martha's Vineyard, where he lives with his wife, Vivian, and their two dogs, who don’t really care about his CV—they just want to know when it’s feeding time.
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