Identity Verified Thinker in Business / Marketing / Strategic Management
Drew J Stevens
Drew J Stevens
Drew works with sales managers and their direct reports to create more customer centric relationships that dramatically drive new revenues and new clients.


Jul. 29, 2011 5:10 am
Many of you need to work on cross-functional teams from time to time. These multi-dimensional teams integrate numerous personalities to organize and implement projects. Yet not all work well or get along. So here are some options for those that manage and facilitate cross-functional teams. Share learning gaps and fears. The only way to establish cross-functional objectives is to immediately...  Read More
Jul. 28, 2011 3:40 am
Yesterday I revealed the 7 Things that Frustrate Sales Managers, so today I want to discuss the numerous things that annoy sales representatives. With over 30 years of sales and marketing experience, I have heard, while also experiencing, many inconveniences for selling professionals. Each and every day these individuals are on the front lines illustrating products and services attempting to...  Read More
Jul. 27, 2011 9:41 am
Seven things that frustrate sales managers Did you ever just sit around the office wondering what was in the head of the person next to you? Did you ever have a little voice saying what does he/she think about me? We all have these thoughts and with economic volatility high the voices seem to get much louder. I thought this might be a good time especially with the fourth quarter just around the...  Read More
Jul. 27, 2011 9:23 am
In How to Close a New Legal Client , ExecSense examines the most effective tips, techniques and best practices for turning a prospect into a new client. Take the 60 minutes to view this webinar (on your computer, mobile phone, iPad, Kindle or printed out) to update your knowledge on specific ways that work best to follow-up with prospective clients as well as how to offer your expertise in types...  Read More
Jul. 21, 2011 8:49 am
With over 27 years in the field of selling, Stevens Consulting Group has encountered numerous selling myths. Many are so focused on closing sales but fail to avoid many of the trappings of ridiculous behavior. 92% of professionals lack a process in which to conduct relationships that affect business. So many fail to follow two things 1) good advice (and there is a LOT of poor advice nowadays) and...  Read More
Jul. 21, 2011 1:34 am
I have what might at first seem to be an odd view of objections: I love them! That is so important I want to repeat it: I love objections! You might think that is silly, but it is not. Objections simply help you understand where you are in the sales process. Challenging though they are, objections provide valuable touch points to gauge your progress. By and large, objections are nothing more...  Read More
Jul. 18, 2011 2:52 pm
Derrick arrived at my door last weekend seeking to sell me some home improvement services. I normally do not answer the door on the weekend since I am busy doing chores but needed to respond when since the front doorbell continually rang. Once I opened the door I was greeted by a young (perhaps new) sales representative that continually asked me questions that included: Do you need any home...  Read More
Jul. 18, 2011 11:48 am
Monday Focus – As I watched the United States and Japan in World Cup Soccer I am reminded of my competitive days and that nagging notion of defeat. Defeat is something that we so often deal with. Whether a lost sale or unsolicited feedback we always deal with some type of defeat. However there are certain things to remember about defeat; one most be confident enough to know that you gave it your...  Read More
Jul. 11, 2011 2:36 am
Monday Focus – The best resource every entrepreneur and sales professional is preparation! This includes conducting research on a prospective company or industry – perhaps even knowing the industry. Take the time to read books, periodicals, annual reports and Internet related content to gain a good perspective of wants and needs. Preparation illustrates differentiation while creating better...  Read More
Jul. 6, 2011 8:27 am
When I was in High School and College I competed heavily in track and field. In fact, during my high school days I would spend almost four hours on the track in preparation for competition. Track similar to most athletic competitions requires an enormous amount of preparation. Selling is very similar to athletics in that many sales managers must ensure that their selling staff prepares for...  Read More
Jul. 6, 2011 5:10 am
Referral building depends on value and the best evidence of this is through customer service. Research illustrates that between 45 and 60 percent of every customer interaction involves customer service . The key differentiator in a competitive environment is the qualities of service customer’s receive when doing business with your organization. It is widely known that customers are 18 percent...  Read More
Jul. 5, 2011 2:18 am
One of the most talked about subjects in organizational behavior happens to be time management. With individuals working of the 14 hours per day not including commutation and then personal issues it appears that the one thing that bogs everyone down is managing time better. I will never forget the time that I delivered a time management presentation to a very large group of individuals. Each was...  Read More
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