Author of How Winners Sell
Do you have a sales kickoff or sales meeting coming up? Dave delivers!
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Click here for videos recorded live. |
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Event Planners click here. For testimonials click here. Client list here. |
Dave Stein is Sales Methodology Agnostic. It doesn't make much difference to us whether you use Miller-Heiman, Siebel Target Account Selling, Holden's PowerBase Selling, Bosworth, Richardson, Solution Selling, Huthwaite, Customer-Centric Selling, Value Vision Selling, SPIN Selling, or The Complex Sale. We've worked with and spoken to teams who use these and many more.
what makes Dave different?
| Credibility |
He has sold, managed sales people and consulted with sales teams in 48 states and 23 countries. He's been in the trenches and his audience knows it within 2 minutes of his being introduced for a speech or seminar. "How can I coach people on how to be credible unless I'm credible myself?" he often says. Speaker credibility is a critical success factor for any sales seminar, sales kickoff, or sales event.
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| Content |
His book has been acclaimed as one of the best on the subject, in part due to the content. Brian Tracey said, "It's a treasure trove of information." That depth of content makes this sales consultant different. He provides handouts for every event, speech or sales seminar, with space for attendees to record ideas and action items. His experience in sales comes shining through.
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| Presence |
He is a former musician and thrives being in front of (actually, moving among) a group of people of any size. His sense of humor, timing and flexibility enable him to grab their attention and not let them go. He uses stories and anecdotes to accent his points. He scores high marks for them and for his other capabilities.
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| Relevance |
He is an active sales consultant and sales coach working with companies every day in helping them win business. He adapts 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. His attendees have ranged from sales people in their 20's to "old pros" who have been selling for 30 years. He also presents, of course, to sales people, but also mixed groups that include consultants, delivery people, project managers, marketing staff and senior executives.
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| Energy |
There are always comment about his level of energy and enthusiasm -- energy and enthusiasm for them, their companies and for the profession of selling. Energy is critical for a sales kickoff event.
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| Flexibility |
Meeting planners enjoy working with him. Since he had been a VP of Marketing and has run many sales events and sales meetings, he understands the challenges. "It's all about the participants getting value from the event, not about me," he says. "They'll leave educated, motivated and entertained because I do what ever it takes to achieve that."
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| Research |
He doesn't deliver canned speeches, presentations, sales seminars or sales events. In advance of the event, he typically speaks with 4 or 5 attendees in addition to the meeting planner and the executive whose team will be in attendance. When he gets in front of that room he knows their business, situation and what they need from him on that day and that time. In addition, he reinforces corporate and event messages, like he wrote them himself.
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| Interactivity |
He doesn't lecture. He involves the participants from the start. He challenges them, asks them to challenge him, probes, pushes and banters--all resulting in everyone getting involved.
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| Value |
How does his value measure up? Ask the people who have brought him in to speak. They'll tell you their team left ready, willing and able to go out and win more business.
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types of events
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Event |
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Typical Length |
| Webinar |
Delivered in a series of three, one hour each. These are great for keeping costs down, maintaining momentum and keeping your team tuned and motivated.
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Speech: Keynote or General Session |
45 to 90 minutes. Entertaining, educational, motivating. Great for a sales kickoff, quarterly meeting or club awards trip.
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Presentation or Breakout Session |
One to three hours Substantial depth... Dave's clients very often have him target a single difficult subject, for example, a tough competitor. Relevant and powerful.
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Live Seminar |
Three hours to three days Comprehensive, relevant, and results-oriented..
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what are companies asking for today?
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Topics |
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Description |
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B2B Selling: It Ain’t What It Used to Be™ |
Your industry, whatever it might be, is more competitive than ever. In many cases supply has far exceeded demand. Your customers are more demanding: they want more information, more options, bigger discounts, and better service. Organizations you are selling into are leaner — perhaps meaner. It's harder to get appointments with those who write the checks — the real buyers. They have little time for golf. Now they are playing hardball. In this dramatically relevant speech, Dave lays out the challenges and provides the strategies and tactics to win. This speech targeted at executives and general business people.
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| How Winners Sell™ |
This is his most requested offering. He has delivered this to teams of sales professionals, marketing organizations, professional services consultants, business owners, and CEOs. This speech, presentation, sales topic provides the attendees with proven strategies and tactics to outsell their competition and win the big sale. Dave customizes this presentation to the specific needs of his client. They often request that he discuss 5 to 7 strategies from his book. A typical agenda would include:
"Educational, motivating, and content-rich. It's a winner."
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How Winners Prospect™ |
The program consists of discussion (and exercises for seminars) around the following:
"Practical advice that, if followed, will have a big short-term impact on a salesperson's ability to fill their pipeline." This program has been delivered to major corporations resulting in immediate payback.
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How Winners Qualify™ |
Ineffective qualification contributes more to lost business than any other factor. In this speech or presentation or workshop, Dave provides specific examples of how winners qualify their sales opportunities. He covers in an entertaining, motivational and informative way some or all of these topics:
"Powerful and rich with content from the best sales coach."
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| How Winners Plan™ |
This cutting-edge presentation or speech provides the participants with what they need to understand and employ the most powerful tool in selling--the sales plan. Many companies use no sales planning at all. Others are tied to cumbersome plans that are impractical to use. He covers:
"We're employing Stein's planning process starting now."
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| How Winners Compete™ |
Dave is a Sales Strategist who has worked sales campaigns in 48 states and more than 23 countries. An expert in competitive positioning, he walks through:
Delivered as a speech, webinar, or seminar format.
"I definitely don't want him working for our competition." NYC-based CEO.
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| Sales Bootcamp for CEOs |
This fast-paced, content-rich program for early- or mid-stage CEOs who
don't have a sales background has been highly acclaimed by 60 CEOs
during 2003, 2004, and 2005. Contact us for more information and
references. "Thanks for the wonderful two days spent in your company. I’m going to change the way we sell – you have given me the tools to turn sales into a professional activity." Alex Duncan "Thanks for the two days. I came out with a list of 65 'to dos'/actions from the seminar, so, in a way, you're a victim of your own success (I normally come out with less then 20)." Karl Llewellyn, CEO, Ecom Interaction |
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| Customized speeches, presentations, seminars and web seminars. |
Virtually 50% of the sales webinars he delivers are customized for his client. So are many of his speeches. Stein works with the client to choose a program that is exactly right for them, taking into account the event theme, their level of experience, current company situation, the market, the economy and the budget for the event.
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For more information, testimonials, references, availability and fees, contact viv@HowWinnersSell.com
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