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 November 10th, 2011 by Dave Stein
If you’re in sales management or especially in a higher level sales executive position and you don’t know who the Sales Executive Council (“SEC”) is, you should. They’re part of the larger Corporate Executive Board, a $440 million public corporation that provides insights and tools to executives of large corporations through a participatory membership-based model. [...]
Filed under: Book Recommendation, coaching, Leadership, Methodology, Relationships, Sales Training Companies | 2 Comments »
Posted on September 28th, 2011 by Dave Stein
Sixteen of the World’s Top Sales Experts are Meeting. Get a Seat at the Table. Over the next two months I’ll be moderating four, unscripted, unrehearsed panel discussions on today’s pressing sales issues. Here is the press release, issued today. As you look at the panelists below, you might not recognize all their names or [...]
Filed under: coaching, CRM, Interview, Sales 2.0, Sales Training Companies | 1 Comment »
Posted on September 8th, 2011 by Dave Stein
We read a lot on the sales blogs and in articles about A, B, and C players. Those pieces have covered various methods, learning approaches, and tools for transforming C’s into B’s, and B’s into A players. We have a strong view at ESR about this subject. With the right approach, time, and support, you [...]
Filed under: coaching, Hiring, Leadership, Professionalism | No Comments »
Posted on June 9th, 2011 by Dave Stein
To Sales Reps and Their First-Line Managers: You have the right to be: Assessed for your individual strengths and weaknesses, Educated and trained in areas where you need improvement in ways you learn most effectively and efficiently, Provided with the tools and support to sell, Sent back into the field with improved selling capabilities, no [...]
Filed under: coaching, Sales Training Companies | 2 Comments »
Posted on April 14th, 2011 by Dave Stein
Tougher times call for stronger personal/professional support systems. Over the years, I’ve been fortunate to have had the opportunity to coach and mentor many talented sales professionals, sales leaders, and other executives around the general subject of effective selling within their organizations. I provided them with support, contacts, insights, my experience, expertise, opinions and balanced [...]
Filed under: coaching, Measurement, Professionalism, Relationships | 4 Comments »
Posted on February 16th, 2011 by Dave Stein
Yesterday I had the pleasure of hosting an sales expert round table hosted by Focus.com entitled, What Advanced Selling Capabilities are Required to Win Today? Focus.com came to me asking what topic I’d like to discuss. The list is always long, but it occurred to me that a discussion among five experts in advanced selling [...]
Filed under: Account Management, Big Wins, Channel Management, coaching, Hiring, Interview, Measurement, Methodology, Opportunity Management, Sales Strategy, Sales Training Companies, social media | 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 »
Posted on July 8th, 2010 by Dave Stein
Last week Miller Heiman announced Advanced ConceptsSM, their new multi-media, virtual learning offering. Clients who are using Miller Heiman’s content have been saying they want to take their application of the Strategic Selling process to the next level. The new tool provides content above and beyond what is typically offered in Miller Heiman’s programs. Miller [...]
Filed under: coaching, Methodology, Sales Strategy, Sales Training Companies, Technology | 2 Comments »
Posted on February 17th, 2010 by Dave Stein
Yes. That sole trainer (or two- to three-person firm) won’t be rolling out simultaneous live instructor-led training classes in 20 countries. Nor will they be getting in front of every one of 3,000 reps in the North American operation of a large client during a rapid 6-month deployment. But we have seen one- to three-person [...]
Filed under: coaching, Methodology, Sales Training Companies | 3 Comments »
