It has become a buyers' world. Salespeople are faced with a proliferation of competitors, commoditization of their products and services, reduced customer budgets, and more complex and longer customer buying cycles. In addition, the endless flow of information available to their prospects over the Internet make them far less dependent on the salesperson for solutions, even further limiting access to decision makers. How do salespeople transform themselves into savvy professionals who can be counted on to continue to win business even under these tough, seemingly insurmountable conditions? Author and sales consultant Dave Stein has helped thousands of CEOs, VPs, sales managers, marketing directors, and sales teams navigate the most complex opportunities with precision and speed, even during challenging economic times. In How Winners Sell, Stein shows readers how to plan strategically for scenarios when details are most important - so they never come up short in the eyes of a client.
Dave Stein is founder of The Stein Advantage, a consultancy that helps companies dramatically improve their sales effectiveness. He has worked with small and large companies, including IBM, Oracle, Bayer, McGraw-Hill, and Pitney Bowes. Previously, Stein worked for several high-tech companies in leading roles, including vice president in the areas of sales, marketing, international operations, client services, and strategic alliances. He is much in demand as a speaker, consultant, coach, and trainer.