Posted on January 16th, 2012 by Dave Stein
On December 7, 2011 ESR delivered a webinar presentation on the state of sales training (download the MP3 or PDF—free registration required). It was an hour full of valuable intelligence and insight for sales training companies and sales trainers in corporate L&D organizations. Here are some of the points I made during the event. First, [...]
Filed under: Book Recommendation, Buyers, coaching, sales training, Sales Training Companies | 1 Comment »
Posted on December 14th, 2011 by Dave Stein
Thanks to the more than 2,000 of you who, as of today’s count, joined our last Sales Thought-Leader Panel Series either live or via our MP3 archive. Beginning in January, 2011, I will be moderating four new, unscripted, unedited panel discussions on today’s hot button sales issues. Join me online to listen, ask questions, and [...]
Filed under: Buyers, Inside Sales, Interview, Leadership, Measurement, Presentations, Sales Training Companies | 2 Comments »
Posted on November 17th, 2011 by Dave Stein
When I’m asked about how much selling has changed in the past few years, the first point I always raise is the significant (and troublesome) changes in corporate procurement. Strategic procurement/buying/sourcing isn’t a new trend. It’s been around for years. Although they didn’t invent it, I look at Walmart as the organization that drove execution [...]
Filed under: Buyers, Interview, sales training, Sales Training Companies | 2 Comments »
Posted on September 26th, 2011 by Dave Stein
Funny, how when you travel for business, especially to someplace exotic, your friends and relatives always say something like, “Can I carry your bags?” I’ve been hearing that for a while, since I’ve consulted, trained, and keynoted in 27 countries. Last week I made Turkey my 28th and it was quite an experience. Three flights [...]
Filed under: Buyers, Economy, Marketing, On the Road | 2 Comments »
Posted on September 15th, 2011 by Dave Stein
I’m not sure of the origin of the aphorism, “We see things not as they are, but as we are.” I’d like you to think about this for a moment with respect to your customers and how they buy. Actually there are two levels to consider: your Customers, meaning that set of businesses to which [...]
Filed under: Buyers, Marketing | 5 Comments »
Posted on April 27th, 2011 by Dave Stein
When companies come to us to understand how their salespeople can sell more effectively, we don’t just look at sales training. One of the foundation exercises we conduct with sales leaders consists of a look at inhibitors to effective selling at multiple levels. What follows are real examples of those challenges from sales leaders with [...]
Filed under: Buyers, Channel Management, Compensation, Inside Sales, Leadership, Methodology, Sales Enablement | 4 Comments »
Posted on April 18th, 2011 by Dave Stein
This post is for all my new colleagues in Ireland—sales executives and directors, VPs, MDs, and CEOs who have been attending Enterprise Ireland and The Dublin Institute of Technology’s International Selling Programme. I’ve facilitated seven days of programmes with just one left to go. We’ve discussed sales effectiveness-building processes and strategies for building a sales [...]
Filed under: Big Wins, Buyers, Competition, Opportunity Management, Presentations, Relationships, RFP, Sales Strategy, Sales Tactics | 6 Comments »
Posted on March 14th, 2011 by Dave Stein
During ESR’s sales training provider webcast this past Friday, I spent a good deal of time sharing ESR’s observations from recent client evaluations. One of the areas I covered was customer lists and the indiscriminate use of corporate logos and brands. Our clients ask ESR why the same corporate names are offered up by so [...]
Filed under: Buyers, Marketing | No 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 »
Posted on December 21st, 2010 by Dave Stein
I was recently a guest presenter, along with Greg Brush of InsideView, on a webinar hosted by The TAS Group. I talked about ESR’s predictions for 2011. There are a lot of predictions floating around the sales blogs these days. I don’t feel a need to repeat what others have said, so you might find [...]
Filed under: Buyers, coaching, Sales 2.0 | 2 Comments »
