Posted on January 31st, 2011 by Dave Stein
I received an unsolicited email today from Bob Branson, President of TACK-USA. (Disclosure: TACK-USA subscribes to ESR’s research.) As I read through the email, one statement Bob made struck me hard regarding learning transfer strategies: “Somehow, someway, they all relied on their customers’ internal resources to follow through.” This is a component of the broader [...]
Filed under: Sales Training Companies | No Comments »
Posted on January 27th, 2011 by Dave Stein
I read a lot. Half fiction, half non. Years ago I picked up Stiff: The Curious Lives of Human Cadavers by Mary Roach. (From Amazon.com: Roach delves into the many productive uses to which cadavers have been put, from medical experimentation to applications in transportation safety research (in a chapter archly called “Dead Man Driving”) [...]
Filed under: Book Recommendation, Humor | 4 Comments »
Posted on January 25th, 2011 by Dave Stein
During the past few years, the challenging economy precipitated changes in approach for many sales organizations. There are two that are structural and therefore significant: a greater dependence on reseller/channel partners and a transition in revenue responsibility from field to inside sales. The transition to alternate sales channels yields potential rewards as well as poses [...]
Filed under: Inside Sales, Interview, Sales Training Companies | 2 Comments »
Posted on January 18th, 2011 by Dave Stein
Before you invest in any sales performance improvement initiative, make certain you understand the capabilities of every one of your salespeople. Improving sales effectiveness almost always requires behavioral change—on the part of the salespeople and their managers. For example, if your company (like many other companies) is transitioning from a product- to a solution-driven approach, [...]
Filed under: Hiring, Interview | 2 Comments »
Posted on January 12th, 2011 by Dave Stein
Eighteen months ago we began telling you that more and more sales training companies would be investing in virtual delivery capabilities. We even suggested that training firms that didn’t move toward virtual would be significantly behind the industry leaders by the time 2011 rolled around. We knew their market would make that determination. Behind the [...]
Filed under: Sales Training Companies, Technology | 3 Comments »
Posted on January 7th, 2011 by Dave Stein
Tibor Shanto, Founder and President of Renbor Sales Solutions Inc., has kicked off the new year with a new feature—a weekly guest blog post. He asked me to contribute the first one, What’s Ahead in B2B Selling for 2011? Although I’ve discussed some of the upcoming trends here, on Focus.com and on a recent webinar [...]
Filed under: Pipeline | 2 Comments »
Posted on January 3rd, 2011 by Dave Stein
During 2010, ES Research Group was retained by Bob Seiler, Senior Vice President of Sales and Marketing at PR Newswire. Bob was new at PRN and had determined that deploying a selling methodology was a critical strategy to help support company growth objectives. Elevating selling performance with the relevant training, technology, and reinforcement was required [...]
Filed under: Buyers, Leadership, Methodology, Sales Training Companies, Technology | 2 Comments »
