Posted on November 1st, 2011 by Dave Stein
Last week I moderated the ESR Sales Thought-Leader Panel on CRM. Among the panelists was Donal Daly, CEO of The TAS Group. (Click on the link to listen to the archive of this very informative discussion about how CRM supports effective selling. Registration required). Disclosure: The TAS Group is an ESR subscriber. Before the event, [...]
Filed under: CRM, Measurement, Sales 2.0, sales training, Sales Training Companies | No 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 June 29th, 2010 by Dave Stein
The more I know about them, the more I’ve been impressed with Kadient. I really like their playbook approach, the people I’ve met on their team, and their straightforward, no B.S. approach to sales effectiveness. After receiving an email from Rich Berkman, Vice President, Sales Enablement Strategy, about his new eBook, Dive Deeper into Your [...]
Filed under: CRM, Interview, Marketing, Measurement, Methodology, Opportunity Management, sales process | No Comments »
Posted on June 1st, 2010 by Dave Stein
A significant factor contributing to sales performance improvement is the employment of technology that will enable more effective and more efficient selling. This technology comes in many sizes and flavors from marketing automation software from companies like Genius to post-sales call feedback and activity analytics tools like Front Row Solutions, and a lot in between. [...]
Filed under: CRM, Methodology, Sales 2.0, Sales Training Companies, Technology | 1 Comment »
Posted on March 8th, 2010 by Dave Stein
Prior to our briefing last week by The TAS Group executives in advance of today’s announcement, we were somewhat skeptical. We thought claims they made in their YouTube videos were more than a bit outrageous, like this one from their press release: “Dealmaker Genius uses over 20,000 core knowledge elements and more than one million [...]
Filed under: CRM, Measurement, Methodology, Opportunity Management, Sales 2.0, sales process, Sales Training Companies, Technology | No Comments »
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 September 29th, 2009 by Dave Stein
Today The TAS Group announced the formal launch of its Dealmaker Partner Network. Dealmaker, The TAS Group’s sales performance automation platform, will serve as the core of a new generation of technology-enabled selling and learning solutions configured for each client’s specific requirements. The TAS Group’s charter solution partners are Huthwaite*, Infomentis*, and Think! Inc. Odd [...]
Filed under: CRM, Measurement, sales process, Sales Training Companies, Technology | 4 Comments »
Posted on March 6th, 2009 by Dave Stein
Sales training is more than 100 years old. With few exceptions, it’s not very sexy. Many salespeople believe (PDF) they’ve been through enough of it to last a lifetime. For many reasons, most of their managers don’t see any value, so they take a tactical, event-based approach just to check the “trained my people this [...]
Filed under: Buyers, CRM, Economy, Hiring, Methodology | 15 Comments »
Posted on February 9th, 2009 by Dave Stein
When it comes to marketing, Miller Heiman leads the pack. I recently spoke with Elizabeth Vanneste, their Chief Marketing Officer. Elizabeth brought Miller Heiman into four telecommunications companies where she had previously worked. She joined the Miller Heiman team last June as a sales VP and took over marketing three months ago. Elizabeth shared with me [...]
Filed under: Buyers, CRM, Economy, Marketing, Methodology, Opportunity Management, Relationships, sales training, Sales Training Companies, Technology | 3 Comments »
Posted on February 2nd, 2009 by Dave Stein
As ESR continues to work with our clients, observe salespeople and research sales effectiveness, we’re frustrated and concerned with the increasing hype around Sales 2.0. Is Sales 2.0 real? Yes. Are Sales 2.0 applications actually helping salespeople to win business? Yes. There is no question about that. But we believe in numbers significantly less than [...]
Filed under: CRM, Marketing, Measurement, Sales 2.0, Technology | 8 Comments »
