Posted on April 30th, 2009 by Dave Stein
I was asked by my friend Charlie Green representing The Customer Collective to contribute to an e-book that was just published. I recommend that you download it, read it and use it.
Selling Through A Slump: An Industry-by-Industry Playbook
A Guide by Salespeople for Salespeople on How to Sell Your Way to Recovery
Download this Free eBook
Selling [...]
Filed under: Book Recommendation, Economy, Sales Strategy, Sales Tactics | No Comments »
Posted on April 29th, 2009 by Dave Stein
Four workshops down, one to go here in Ireland. No sign of Swine Flu anywhere!
I continue to be amazed by Enterprise Ireland—Ireland’s Department of Commerce. The support they provide start-ups and high-potential Irish companies is something we can all learn a lot from. EI provides funding, programs, advisors, resources, introductions to key decision makers, market [...]
Filed under: On the Road | 3 Comments »
Posted on April 26th, 2009 by Dave Stein
I’ve written a lot about hiring sales people and sales managers on this blog. ESR knows that the epidemic of ineffective hiring is one of the reasons that sales performance has been so dismal over the years, even before the current economic situation.
The best sales methodology, training, tools, technology, coaching, and reinforcement doesn’t have much [...]
Filed under: Hiring, On the Road | 4 Comments »
Posted on April 22nd, 2009 by Dave Stein
I’m in Ireland this week and next working with Sales Executives and CEOs in a series of one- and two-day workshops as part of the International Selling Program offered by Enterprise Ireland (Ireland’s commerce department) and DIT (The Dublin Institute of Technology, where I am an adjunct professor of sales and sales management). My [...]
Filed under: Economy, Hiring, Leadership, Methodology, On the Road, sales process | No Comments »
Posted on April 15th, 2009 by Dave Stein
Yesterday during The Top Sales Experts Roundtable, Linda Richardson made a strong case for customized sales training. It’s not something she has to convince us at ESR about.
Many organizations want a customized sales training experience, whether it be live or virtual. This can be good or bad, depending upon what experiences and materials are customized, [...]
Filed under: Measurement, Methodology, Sales Training Companies, sales process, sales training | 8 Comments »
Posted on April 14th, 2009 by Dave Stein
My friend and colleague, Brian Lambert (ASTD Sales Training Drivers) is writing his third book titled 10 Steps to Successful Sales. It will be published by ASTD press in October 2009.
His new book targets brand new salespeople. He is collecting 100 great quotes of advice for entry-level salespeople. He’s got a link that allows you [...]
Filed under: sales training | 1 Comment »
Posted on April 10th, 2009 by Dave Stein
Update: This conference is sold out.
I’m delighted to be both presenting and participating in a panel discussion at the Sales 2.0 Conference in Boston on May 21st.
Using recent research from ESR’s Sales Training Vendor Guide, I’ll talk specifically about technology-enabled learning—how technology is changing learning and why today, effective sales learning requires technology.
I’ve not been [...]
Filed under: Research, Sales 2.0, Sales Training Companies | 1 Comment »
Posted on April 8th, 2009 by Dave Stein
ESR’s Sales Training Vendor Guide: Third Edition was published this morning.
The Guide analyzes, compares, and contrasts 23 leading sales training providers across many areas including:
Solutions Range
Range of Target Companies
Range of Target Audiences
Range of Training Programs
Adaptability
Range of Instructional Aids & Tools
Quality of Instructional Design
Measurement Programs
Post-training Reinforcement
Supporting Technology
Yield Growth
Return-On-Training (ROT)
Utilization among sales teams
Ease of Learning/Adoption
The Guide weighs [...]
Filed under: Book Recommendation, Buyers, Methodology, Research, Sales 2.0, Sales Strategy, Sales Training Companies, Technology, sales process | No Comments »
Posted on April 6th, 2009 by Dave Stein
With the assistance of The TAS Group, ESR recently surveyed nearly 400 users of the following technologies to determine the effects that these new technologies in helping them win B2B sales opportunities:
Jigsaw;
LinkedIn;
Twitter;
Plaxo;
Facebook;
Hoover’s or OneSource.
The pace of technology development today is dizzying. It seems as though a new sales-related technology appears daily. The question is, do [...]
Filed under: Marketing, Relationships, Sales Strategy, Technology | 9 Comments »
Posted on April 2nd, 2009 by Dave Stein
The TAS Group has invited me to deliver a complimentary webinar next Wednesday, April 8th, at 1:00 pm EDT. During the webinar, I’ll be sharing ES Research Group’s latest findings about trends in sales training and sales training providers from ESR’s Sales Training Vendor Guide, Third Edition, which will be published next week.
How to get [...]
Filed under: Buyers, Presentations, Sales Training Companies, sales training | 4 Comments »
