Posted on January 28th, 2010 by Dave Stein
Imparta 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: coaching, CRM, Economy, Interview, Marketing, Methodology, RFP, Sales Training Companies | No Comments »
Posted on November 9th, 2009 by Dave Stein
For 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, coaching, Economy, Hiring, Measurement, Methodology, sales process, Sales Training Companies, Technology | 9 Comments »
Posted on October 19th, 2009 by Dave Stein
At 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: coaching, Measurement, Methodology, On the Road | 4 Comments »
Posted on October 15th, 2009 by Dave Stein
ESR 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
It 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, coaching, Methodology, Professionalism | 9 Comments »
Posted on February 4th, 2009 by Dave Stein
Sales 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: coaching, sales training, Sales Training Companies | 8 Comments »
Posted on January 22nd, 2009 by Dave Stein
The 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: coaching, Measurement, Methodology, Professionalism, Research, Technology | 1 Comment »
Posted on January 13th, 2009 by Dave Stein
Followers 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, coaching, Marketing, Opportunity Management, Research, sales process, Sales Strategy, Sales Training Companies, Technology | No Comments »
Posted on January 7th, 2009 by Dave Stein
One of the top firms among the 26 sales performance improvement providers ESR covers is Performance Methods, Inc. (PMI). Founder and managing partner Steve Andersen is recognized as a thought-leader in the demanding and often misunderstood area of strategic account management. (Listen to Steve in an ESR/Podcast.) To understanding what a strategic account management methodology [...]
Filed under: Account Management, Big Wins, Buyers, coaching, Competition, CRM, Economy, Measurement, Methodology, Professionalism, Relationships, Sales 2.0, Sales Strategy, Sales Training Companies | No Comments »
Posted on December 27th, 2008 by Dave Stein
Having been a professional trumpeter, early on I learned the word “chops” as it is used to describe a player who has a powerful embouchure (the use of the muscles surrounding the mouth in order to create a sound on a wind instrument). Here is Japanese trumpeter Eric Miyashiro providing a dazzling rendition of Over [...]
Filed under: coaching, Dave Stein | 1 Comment »
