Posted on December 15th, 2008 by Dave Stein
Josh Gordon did a really nice job writing a white paper (registration required) on the results of a survey done by The Customer Collective. Josh interviewed Jill Konrath, Denis Pombriant, David Bonnette and me. Our observations and recommendations were incorporated into the piece. It became clear with the first of the findings that many sales [...]
Filed under: Buyers, Economy, Research, Sales Strategy | No Comments »
Posted on December 12th, 2008 by Dave Stein
I received my regular opt-in email from BNET this afternoon. The subject was, “Discussion: Why Industry Analysts are Sales Tools.” Hey, I thought, that looks like it would be interesting! So I open the message and I see this link: Industry Analysts… from an Analyst. Now this really looks interesting. So I click. Turns out [...]
Filed under: Industry Analyst, Marketing, Research, Sales Training Companies | No Comments »
Posted on December 11th, 2008 by Dave Stein
In my post yesterday I wrote about how sales training companies are faring during this economic crisis. Some are doing well. Others less so. An area of considerable concern to those companies that are investing in sales performance improvement is the cost of travel. This is yet another area where the traditional hotel conference room [...]
Filed under: Buyers, Presentations, Sales Training Companies, Technology | No Comments »
Posted on December 10th, 2008 by Dave Stein
A few of our clients have asked how the mainstream sales training companies are doing during this economic crisis. Let me provide you with a few data points. I received an email today from one CEO saying, “We are completing a great year with a 30+% growth.” Based upon my understanding of current sales training [...]
Filed under: Buyers, Economy, Measurement, Pipeline, Sales Training Companies | No Comments »
Posted on December 8th, 2008 by Dave Stein
If you’re in sales (or general) management, two consecutive posts on Bill Caskey’s Inside the Sales Mind blog are really worth reading: Sales Training Q&A #12: How to Maintain a High Performance Sales Team. During my years as a sales consultant this was one of the coaching exercises I did with every sales manager. It [...]
Filed under: coaching, Leadership, Measurement, Professionalism | 2 Comments »
Posted on December 5th, 2008 by Dave Stein
Each year ESR publishes its annual Sales Training Vendor Guide. The 2008 Guide, which was published last December, compares and contrasts 19 leading sales training providers across many different capabilities such as depth and breadth of offering, program effectiveness, educational design, available customization, post-program reinforcement, learning technology support and measurement. Although the 2008 Guide came [...]
Filed under: Buyers, Economy, Industry Analyst, Measurement, Methodology, Research, Sales Training Companies, Technology | No Comments »
Posted on December 4th, 2008 by Dave Stein
Jonathan Farrington wrote a guest post on Paul McCord’s blog this week, entitled Top 5% Achievers Expect to be Successful Because They Plan for It. Jonathan provided the why’s and how’s of goal setting in as clear a way as I have seen. As Jonathan’s title suggests, goal setting isn’t a standalone activity, but rather [...]
Filed under: Pipeline, Professionalism, sales process | 2 Comments »
Posted on December 1st, 2008 by Dave Stein
Suzanne McLarnon, Director of Worldwide Sales Force Development at Cisco, presented at Richardson’s 2008 Client Forum in late October. Suzanne’s topic was Using Technology To Drive Sales Force Performance. Suzanne’s mission at Cisco isn’t trivial. Cisco’s sales force is a huge global community, consisting of 17,000 sales professionals and over 200,000 partners, and, as you can imagine, it’s [...]
Filed under: Presentations, Relationships, sales training, Technology | No Comments »
