No matter what sales methodology you are using, it’s likely your sales team is not as effective as it can be. In this seminar, Dave Stein will touch upon three key processes:

1. Qualification
2. Planning
3. Devising competitive strategies and tactics.

Qualification:

Dave will discuss the qualification skills that winners employ, beginning with “Triangulate, Corroborate, and Extrapolate.” Then he’ll delve into qualification “attitudes” your salespeople will need to have that will prevent them from chasing business they can’t win or that isn’t worth winning. Finally, he’ll talk to you about “the Truth.”

Planning:

If there is one thing that sales people fear, it’s planning. They’ll tell you they don’t have time, they can keep it all in their head, or that they’ve been successful without a plan. Dave will take you through the benefits of planning, how to get salespeople to appreciate the value of planning, and the components of a simple, but highly effective sales planning template.

Devising Competitive Strategies and Tactics:

Have you asked your salespeople what they are counting on to win each deal they are working? If their response is not clear, concise, and compelling to you, it surely isn’t going to be to the customer. Here Dave will provide some guidelines to help you coach your salespeople on competitive strategies and tactics.

No matter what sales methodology you may be using, at the end of this session you will be able to:

• Provide specific guidelines and leadership to your team regarding qualification of sales opportunities, including bargaining for access and asking the tough questions.
  
• Employ a simple, yet effective, sales planning tool that will enable all your salespeople to more easily use the same process.
  
• Understand how to devise a winning strategy for each sales opportunity your team is pursuing.

Before founding The Stein Advantage, Inc., Dave Stein was employed by several leading-edge high-tech companies in a diversity of roles: programmer, systems engineer, sales representative, sales manager, director of worldwide sales development, VP of sales, VP of marketing, VP of international operations, VP of client services, and VP of strategic alliances.

Specializing in competitive sales strategies, Dave is much in demand as a speaker, consultant, coach, and trainer. He has worked with companies small and large, from less than $5 million in sales to the Fortune 500, including IBM, Oracle, Hewlett-Packard, Invensys plc, Honeywell, Intermec, NEC, ALLTEL, Pitney Bowes, Siemens, McGraw Hill, Standard & Poor's, Sungard Energy Systems, Richardson Electronics, AMS and Bayer. He has helped thousands of sales professionals win hundreds of millions of dollars of business against insurmountable odds.

Dave is the author of the Amazon #1 best-selling book How Winners Sell. Dave is a fitness enthusiast, instrument-rated pilot, airplane owner, bicyclist, pet lover, skydiver, scuba diver, firewalker, early adopter of technology, and internationally recognized expert on technology sales, marketing, and service. He is a member of the National Speakers Association, the Strategic Account Management Association, Sales and Marketing Executives International (SMEI) and AOPA, the Aircraft Owners and Pilots Association.

• "Dave Stein’s approach to hiring sales personnel is a methodical, well-thought process that enables getting the right people in the right places on the bus. His approach removes the mystic in the hiring process breaking down what can be an artsy endeavor into a science-based process.”
  Bryan Abboud, CEO, Global Entertainment, Inc.
  
• "Through Dave’s remarkable insight and knowledge of our industry and of Sales, the recruitment process implemented has had proven results by QUMAS hiring two extremely successful sales staff."
  Paul Hands, CEO, QUMAS, Ltd.
  
• "Dave was always there when I needed his help and advice."
  Patrick M., Manager of Sales Recruitment Initiative, Enterprise Technology Company, Montreal, Quebec, Canada

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