Dave Stein

I'm Dave Stein. Sales training buyers and sales performance improvement companies depend on my advice about sales effectiveness approaches, strategies, and programs.

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I am CEO and founder of ES Research Group, Inc. Through our research and advisory services, ESR assists sales training buyers in selecting the right providers for the right reasons. We do that by assessing a client's selling strengths and challenges, defining requirements, writing and publishing RFPs, and managing the entire vendor evaluation and selection process. We have more than 600 sales training firms in our database. ESR works with sales training providers as well. We enable them to be considered and selected in opportunities where they can best impact sales performance by providing advice and guidance on growth and competitive strategies. (Visit http://www.ESResearch.com for more information about our company and our flagship offering: ESR's in-depth and objective evaluations of more than 3 dozen sales training providers.) In addition to my blog (http://DaveSteinsBlog.ESResearch.com) I write the regular sales training column for Sales and Marketing Management magazine. I sit on their advisory board as well. I also wrote How Winners Sell (First Edition, 2002 and Second Edition 2004). These three platforms have been widely acclaimed as providing those in sales and sales leadership with what they need to win. I was a former sales rep, sales manager, VP of sales, competitive sales strategist and sales trainer. I've worked in 23 countries with companies from the Fortune 10 to start-ups. As a result of my experience and approach, I've enabled my clients to win hundreds of millions in sales against what were perceived to be unbeatable odds. I'm currently involved with numerous projects with ESR clients. In addition, I deliver seminars and keynote speeches on the subject of sales effectiveness. By the way you won't find me if you are looking for David Stein. I'm always Dave Stein.

Sales Training Committee Founding Member at ASTD

2008 - 2010

Provided strategies for closing the gap between Corporate L&D and Sales.

Founder, CEO at The Stein Advantage, Inc.

July 1997 - November 2005

My sales consultancy, The Stein Advantage, Inc., coached companies to win in the most competitive of sales environments. We provided outsourced competitive selling strategies and positioning, coaching, training, and "deal management" support for large, competitive opportunities. Some companies with whom we worked: ALLTEL Corporation, ASAP Software. AT&T, BASF, Bayer Diagnostics, Cardinal Health, Cardo, Convergys, HP, Honeywell, IBM, Intermec, Infor, Global Crossing, Ltd., Honeywell, Invensys PLC, Kronos, Lorentzen-Wettre, MCI, MAPICS, Inc., McGraw-Hill, Microsoft, NEC Japan, NPD Group, Oracle, Pitney Bowes, Progress Software, Richardson Electronics, Inc., Siemens, Standard & Poor's, SunGard Energy Systems, Towers Perrin, Unisys, United Technologies, VSP (Vision Service Plan) and Xerox Office Systems ...Plus many dozens of smaller and emerging companies.

Board Member at Global Entertainment and Holdings Equities

January 2002 - April 2005

I served as board member and chairman of the audit committee of this small, public, software company for three years. Sarbanes-Oxley was enacted shortly after I joined GAMM. Compliance was expensive and it was a distraction for me, the rest of the board and the management team.

Director of WorldWide Sales Development at Marcam

1993 - 1997

I worked for 3+ years as an internal consultant with the responsibility of reengineering this ERP software company's worldwide sales organization. With a new selling approach, Marcam was considerably more competitive, winning larger opportunities. Immediately after the company was acquired by Wonderware, I resigned to start The Stein Advantage, with Marcam as my first client.

Sales Mgr., VP Sales, Operations, International, Marketing, Professional Services, Customer Support at Datalogix International

1984 - 1993

I came into Datalogix as the third person in the company. I was a salesrep. Later, as sales manager, I commenced building the sales team. In 1987 I transitioned to operations. In 1991 I relocated to Europe, where I built partnerships with IBM, HP and DEC, enabling us to build a solid foundation for growth. Datalogix went public, then was acquired by Oracle Corporation.

Sales at Fortune Systems Corporation

March 1983 - March 1984

Talk about selling a vision! Fortune had the first Unix-based desktop multi-user (two) computer. Only a few business applications and a 20 meg hard drive.

President at Woodland Data

June 1980 - March 1983

Wrote business applications for IBM 5120 (in APL) for dozens of manufacturing companies in and around the New York Metro area.

CEO and Founder at ES Research Group, Inc.

January 2005

I provide growth strategy and hands-on leadership for this research and advisory firm covering the sales training industry. With our help our clients make better decisions about how to get the most out of their sales team development spend, including the selection of sales training companies. Among ESR's clients and customers are Accenture, Mercer, PR Newswire, MasterCard, Nokia, Terex, Marriott, Motorola, Minnesota Life, RSA, Maritz, Bain, McKinsey, Chevron, Microsoft, Heinz, Nike, Ericsson, and The Gallup Organization. There are additional brands here: http://ow.ly/1o0Hn ESR also provides strategic advice to sales training companies and sales trainers. We've also represented investors in due diligence assignments associated with acquisitions and capital infusions.

Columnist and Advisory Board Member at Sales & Marketing Management Magazine

December 2004

I write the featured column about sales training.

Adjunct Professor of Sales and Sales Management at Dublin Institute of Technology

April 2004

Through my work with Enterprise Ireland and DIT, I've provided program design and content, and facilitated seminars and workshops for more than 450 CEOs and sales executives of Irish companies. A significant number of those companies have enjoyed significant sales performance improvement as a direct result of process, strategic and tactical changes resulting from the program.

Featured Contributor at BusinessAndLeadership.com

April 2003

I write the featured article about selling for each issue.

City University of New York City College

BA

Yoga, reading, writing, walking, motorcycling, biking, technology.