Sales Effectiveness: A Few News Items

Sales Effectiveness: A Few News Items:

Lots going on these days. I’ve got an important blog post queued up for Thursday to coincide with the launch of a powerful new book on selling, so I thought I’d give you a few thinks to read and think about:

1. Charlie Green put up a cool info-graphic last week: How Trustworthy Are You? You probably are aware that Charlie is the guy I look up to when it comes to knowledge and content around the critical subject of trust in selling. Integrity (and the subcategory of trust) are primary values here at ESR.

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2. I was featured twice in the November Top Sales World E-zine. One placement was a recent interview Linda Richardson did with me. It’s called “Changing the Way We Sell.” The second is a new article I wrote about how important objectivity is in sales. It’s something that not enough salespeople exhibit and it costs them dearly. Thanks to Jonathan Farrington for including me.

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3. Last month I was delighted to be a panelist during an AchieveGlobal Forum in New York City. Sharon Daniels, CEO of AchieveGlobal, Joel Cataldo, Sr. Director, Talent Management & Development at Arrow Electronics, and I were the panelists. Peter Ostrow of Aberdeen presented at the conference as well. Well done, AchieveGlobal.

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4. Speaking of panels, ESR has decided to extend our Sales Thought-Leader Panel series. We will be holding at least two more events during January. Topics to be announced. (Let me know your thoughts on this. You provide the topic(s), I’ll get world-class sales leaders as the panelists.) This time I’m the moderator, not a panelist. Coming up this Wednesday is Increasing Sales Effectiveness Across a Global Sales Organization. We’ve got some wonderful panelists. Remember, these are not scripted, no promotions, no posturing, no selling, no PowerPoint presentations. Just a powerful discussion among the best in the industry. Here is a link to the Sales Thought-Leader event.

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5. Last week I recorded a webinar for ASTD’s Sales Training Drivers upcoming virtual conference in December. I covered the highlights of ESR’s most recent Report on Virtual Sales Training. I’ll keep you posted on when the webinar will run.

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6. Our friends at DePaul University have asked me to enlist your support in completing their 2011 Sales Effectiveness Survey they’ve posted. ESR will be contributing to the final report in the form of recommendations based on the findings.

See ya,

Dave