Dave Stein, CEO of ES Research Group, raises the awareness and understanding of an audience of sales people, managers, and senior executives about one specific thing:
What it takes to win
No tricks, no gimmicks, no silver bullets. Just the truth—based upon two things: a career’s worth of experience and the latest research.
Dave has sold, managed sales people and consulted with sales teams and their leaders in 48 states and 23 countries. He has been in the trenches (and still is) and his audiences know it within the first two minutes after he has been introduced at a speech or seminar.
He often asks meeting planners and sales kickoff meeting owners, “How can I coach sellers on how to be credible unless I’m credible myself?” Speaker credibility is a critical success factor for any sales seminar, sales kickoff, or sales event. Dave' reputation speaks for itself.
This is a picture of what Dave Stein brings to an event:
Content — Dave has both a practitioner’s and analyst’s perspective on B2B selling across a wide array of industries. In 2002 (and again in 2004) his book How Winners Sell was acclaimed as one of the best on the subject, in part due to the content and in part due to his experience in sales. As for now, the research performed by his company provides him with a unique understand of sales effectiveness and what it takes to win—today. He's not a sales trainer—not anymore.
Presence — Dave is a former musician and he thrives on being in front of (actually, moving among) a group of people of any size. He employs humor, timing and flexibility to grab the audience’s attention and he doesn’t let them go.
Relevance — Whether it's Sales 2.0, the new Social Media, or selling during tough economic times, Dave is on top of what works in sales and sales management. He works with sales leaders every day, helping them understand how to improve the performance of their sales teams. He takes the time to adapt what he learns in the field to his live seminars, speeches, and webinars. Nothing is canned, pre-packaged or stale. He discusses today’s issues and tomorrow’s solutions. Please read a few of his regular columns in Sales and Marketing Management magazine or his blog.
By the way, his attendees have ranged from millennials, to “old pros” who have been selling for 30 years, to groups of sales vice presidents, to groups of CEOs. Over the years Dave has also presented to mixed groups that include professional services consultants, engineers, trainers, project managers, marketing staff and senior executives.
Energy — Dave never fail to get comments about my level of energy and enthusiasm—for his participants, their companies and for the profession of selling. Actually, for him, it’s easy. Dave loves communicating with audiences about selling. It gets him really fired up.
Flexibility — Meeting planners enjoy working with Dave. Since he has been a VP of Marketing and has run many sales events and sales meetings, he understands the challenges of that role. He’ll tell the meeting stakeholders, “It’s all about the participants getting value from the event. It’s not the Dave Stein show. The participants will leave educated, motivated and entertained, because I do what ever it takes to achieve that.”
Research — Dave never delivers canned speeches, presentations, seminars or sales events—he wouldn’t consider it. In advance of every event, he speaks with (a minimum of) four or five attendees in addition to the meeting planner and the executives whose teams will be in attendance. When he gets in front of that room he knows their business, their situation and what they need from him on that day and at that time.
Interactivity — Dave doesn’t lecture. He involves the participants from the start. He challenges them, asks them to challenge him. He probes, pushes and banters—it’s all carefully designed to get everyone involved.
Experience — Dave has been delivering speeches and seminars professionally for years. Trained by the best, he has delivered value to sales teams and their leaders of Fortune 100s down to small organizations of 50 people or less.
Value — What does Dave deliver? Ask the people who have trusted him to work with their teams. Give Dave a call and he’ll provide you companies, names and phone numbers.
References provided upon serious consideration. Contact Vivian Engel (508) 313-9585 X705 for more information.
Photo credit: Gerhard Gschwandtner, taken at the Sales 2.0 Conference, Boston, MA
