Dave Stein of ES Research Group, Inc., the foremost independent source of intelligence on sales performance improvement, reached out to hear our buyer’s-side perspective about gaining and maintaining access to the executive suite.
The result of his interview with President Mike Rohan and Consulting Executive Bob James was this highly insightful podcast about what executives look for when deciding whether or not to meet with sales professionals.
Here are two short excerpts from this republication of the podcast:
- Bob James discusses salespeople and developing ROIs (1:11)
- Bob James discusses the preparation required for salespeople (1:28)
You can also listen to the complete 27-minute podcast free of charge.
Mike Rohan, President, Executive Conversation, has over twenty five years of experience in sales, senior sales leadership and general management with companies such as Harris Lanier and Honeywell International. Prior to joining Executive Conversation Mr. Rohan’s most recent position was Honeywell’s General Manager for the Northwest US. He has extensive experience in successfully developing and deploying solution based strategic selling process and organizations.
Bob James, one of our Consulting Executives with more than 25 years of experience working in challenging executive roles for two of the most respected companies in the technology industry, was treasurer at NCR and ran sales and marketing for AT&T $1 billion Global Information Solutions. Listen and you’ll see what I mean by a buyer’s perspective. He continues to serve as Director of two reseller companies.
