Posted on July 8th, 2010 by Dave Stein
TweetLast 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: Methodology, Sales Strategy, Sales Training Companies, Technology, coaching | 2 Comments »
Posted on February 17th, 2010 by Dave Stein
TweetYes. 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: Methodology, Sales Training Companies, coaching | 1 Comment »
Posted on January 28th, 2010 by Dave Stein
TweetImparta Ltd. is a Tier 1 global sales effectiveness organization based in the U.K. with presence in 32 countries including the U.S. They have many strengths, especially in the areas of creating customer value and methodology. Imparta’s sales training programs encompass sales, marketing, and leadership training. ESR commenced formal coverage of Imparta last year. They [...]
Filed under: CRM, Economy, Interview, Marketing, Methodology, RFP, Sales Training Companies, coaching | No Comments »
Posted on November 9th, 2009 by Dave Stein
TweetFor those of you who read Part 1 of this series and asked for more, thanks for your feedback, and here it is. Sales trainers and sales training firms have a big challenge over the next year: many customer training budgets have shrunk or been eliminated entirely; the trainers’ own revenues are significantly down—there has [...]
Filed under: Buyers, Economy, Hiring, Measurement, Methodology, Sales Training Companies, Technology, coaching, sales process | 9 Comments »
Posted on October 19th, 2009 by Dave Stein
TweetAt SMT‘s conference last week in Orlando, Laurie Weed, Western Region Sales Development Manager at Ricoh, presented her company’s approach to ride-alongs (at Ricoh they’re called field rides) with sales reps. We’ve seen different approaches to this critical reinforcement process at ESR. I really like Ricoh’s for several reasons. First is that they actually do [...]
Filed under: Measurement, Methodology, On the Road, coaching | 4 Comments »
Posted on October 15th, 2009 by Dave Stein
TweetESR knows that when buyers of sales training need to skinny back on the vendor’s proposal to save some money, coaching/learning reinforcement often gets cut first. I pointed this out yesterday during my keynote speech at SMT’s conference in Orlando and got universal agreement from a roomful of enthusiastic practitioners, trainers and consultants. Everyone in [...]
Filed under: coaching | 2 Comments »
Posted on February 5th, 2009 by Dave Stein
TweetIt was an exciting week. I started out in St. Paul on Sunday afternoon. I was there Monday and Tuesday to attend a few meetings with a special client, deliver a few presentations, facilitate some discussions and attend their annual sales awards dinner. It was two of the best days I’ve ever spent with a [...]
Filed under: Big Wins, Methodology, Professionalism, coaching | 9 Comments »
Posted on February 4th, 2009 by Dave Stein
TweetSales training is more important now than during any time I can remember. I’ve written again and again about the right approach to training. So long as you are following those guidelines, here are some tips to reduce the typical cost of sales training: Employ a blended-learning or distance-learning-only approach. Not every situation requires classroom [...]
Filed under: Sales Training Companies, coaching, sales training | 8 Comments »
Posted on January 22nd, 2009 by Dave Stein
TweetThe Brooks Group surprised ESR when we commenced coverage of them for our last Sales Training Vendor Guide. They scored very well in both solution breadth and solution effectiveness, even against many of the bigger, more well-known training companies. Al Case, Vivian and I did an analyst briefing call with the Brooks Group management team [...]
Filed under: Measurement, Methodology, Professionalism, Research, Technology, coaching | 1 Comment »
Posted on January 13th, 2009 by Dave Stein
TweetFollowers of this blog are familiar with the high value I place on planning, competitive selling strategies, and political leverage for winning complex sales situations as well as for effectively managing strategic accounts. I was first introduced to Holden many years ago by Steve Slaughter, a salesrep who worked for me who had been through [...]
Filed under: Account Management, Big Wins, Marketing, Opportunity Management, Research, Sales Strategy, Sales Training Companies, Technology, coaching, sales process | No Comments »
