TweetI’m just back from my yearly trip to Ireland where I facilitate a series of workshops on building a competitive sales approach as part of the highly-respected International Selling Programme. The program, the only one of its kind anywhere, is sponsored in part by Enterprise Ireland and delivered by the Dublin Institute of Technology where [...]
Filed under: Economy, Leadership, On the Road | No Comments »
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 »
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 »
TweetFortunately, it’s a busy time for us at ESR. Right now, we’re providing advice and guidance to a number of companies that are actively evaluating strategies and solutions for sales performance improvement, but based on the economy, the state of the sales training industry, and the mistakes they’ve made in the past, have to finally [...]
Filed under: Economy, Leadership, Marketing, Methodology, Research, Sales 2.0, Sales Training Companies, sales process, social media | 7 Comments »
TweetWhat’s going on here? Sales training has been around for more than 100 years. Yet every year, new approaches appear with the promise of being “The Silver Bullet.” Old approaches—even those that are relevant to fixing the proble—are labeled “old-school,” and rejected. On Amazon.com there are 29, 469 books under the category of “How to [...]
Filed under: Account Management, Buyers, Economy, Industry Analyst, Professionalism, Research, Technology | 26 Comments »
TweetI was asked by my friend Charlie Green representing The Customer Collective to contribute to an e-book that was just published. I recommend that you download it, read it and use it. Selling Through A Slump: An Industry-by-Industry Playbook A Guide by Salespeople for Salespeople on How to Sell Your Way to Recovery Download this [...]
Filed under: Book Recommendation, Economy, Sales Strategy, Sales Tactics | No Comments »
TweetI’m in Ireland this week and next working with Sales Executives and CEOs in a series of one- and two-day workshops as part of the International Selling Program offered by Enterprise Ireland (Ireland’s commerce department) and DIT (The Dublin Institute of Technology, where I am an adjunct professor of sales and sales management). My [...]
Filed under: Economy, Hiring, Leadership, Methodology, On the Road, sales process | No Comments »
TweetI’ve been involved in a number of posts on The Customer Collective where there have been some personal attacks by a few social media zealots against some of us that have a more balanced view of the capabilities and tools required for effective B2B selling going forward in this new(est) economy. Jonathan Farrington1, Dave Brock, [...]
Filed under: Buyers, Economy, Professionalism, Relationships, Research, Sales Strategy, Technology, sales process | 5 Comments »
TweetYou may have noticed that I’ve been posting less frequently during the past two weeks. ESR is in the midst of a number of projects and new initiatives. In addition, I’ve been on an increasing number of phone calls with clients, prospects, vendors, sales training associations’ leadership, and business associates. I wrote Here’s What’s Going [...]
Filed under: Economy, Hiring, Measurement, Methodology, Research, Sales Training Companies | 5 Comments »
TweetSales 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 »
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