I graduated from college with a degree in music. After an early career as a professional trumpeter, I transitioned quickly to computer programming. I held many diverse technical, sales and executive positions over the course of two decades: programmer, systems engineer, sales representative, sales manager, director of worldwide sales development, VP of sales, VP of international operations, VP of client services and VP of strategic alliances. I worked in the technology sector for, among other companies, Fortune Systems Corporation, Datalogix International (acquired by Oracle Corporation), and Marcam Corporation (acquired by Wonderware, then Invensys, plc).
In 1997 I founded the sales consultancy The Stein Advantage, Inc. We provided expertise, guidance and coaching to our clients in these, among other critical areas: hiring of top sales professionals; analyst relations; development of corporate and selling strategies to overcome tough competitors; increasing compliance by their sales organizations to sales methodologies that had been installed; and re-engineering selling efforts to achieve new levels of credibility and differentiation with higher-level customer executives.
Among the many companies with whom I’ve worked are: ALLTEL Corporation, BASF, Bayer, Cardo, Convergys, HP, Honeywell, IBM, Infor, Intermec, Global Crossing, Kronos, Lorentzen-Wettre, MCI, MAPICS, The McGraw-Hill Companies, Microsoft, Minnesota Life (A Securian Company), NEC Japan, NPD Group, Oracle, Pitney Bowes, Progress Software Corporation, Richardson Electronics, Inc., Siemens, Standard & Poor’s, SunGard, Towers Perrin, Unisys, United Technologies, Xerox Office Systems and XO Communications. Add to that list about a hundred or so start-ups and companies under $20 million in sales.
Through my past work as a sales consultant, coach, and trainer, I have a unique view of sales methodologies, sales training approaches, and the cultural, behavioral, and business changes required for corporations to excel at the sales function. I understand what works and what doesn’t when it comes to the ever dynamic challenges of gaining and maintaining competitive advantage through sales organization effectiveness.
In 2005 I, along with former Gartner president of research, N. Adam Rin, Ph.D., founded ES Research Group, Inc. I closed down that analyst firm in 2014.
I been delighted to have been quoted and recognized in leading business magazines and websites over the years, including Fast Company, The New York Times, BusinessWeek, Inc., The Wall Street Journal, Fortune, and Forbes.
In April 2008 I was appointed Visiting Professor of Sales and Sales Management at the Dublin Institute of Technology, where I regularly deliver seminars for their International Selling Programme. I still continue to speak at sales kick-off meetings and other sales-related events, as well as run workshops around the area of business-to-business sales performance improvement, especially the hiring of effective salespeople and managers as well as winning large, critical sales opportunities.
I regularly contribute articles to Sales and Marketing Management magazine, where I am a member of the advisory board.
My Amazon best-selling sales book How Winners Sell was republished as an ebook in August 2015. I am very excited about Beyond the Sales Process, which I co-authored. It was released in March of 2016. Both are available on Amazon.com.
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I live on the island Martha’s Vineyard, with my wife and two dogs.
Note: I’m always Dave Stein, never David Stein.