Posted on December 15th, 2010 by Dave Stein
During the course of 2010, we’ve enjoyed a significant increase in the number of followers and subscribers to this blog. Since some of you are new, I wanted to share with you some of our most popular interviews (and one podcast) of 2010. Customer Retention: A Critical Selling Capability This provocative interview with Matthew Hawk [...]
Filed under: Channel Management, Interview, Sales Enablement, Sales Training Companies | 2 Comments »
Posted on December 8th, 2010 by Dave Stein
My friend, Joe Galvin, of SiriusDecisions, recently introduced me to Matthew Hawk, Ph.D. (See photo.) Matthew is an expert in customer retention, a critical, but often under-appreciated selling capability. Although customer retention is a subject I’ve been interested in since I first ran a client services organization years ago, my work with Minnesota Life Insurance [...]
Filed under: Interview, Research, sales training | 3 Comments »
Posted on October 5th, 2010 by Dave Stein
I recently spent a wonderful half-hour interviewing sales training industry legend, Mike Bosworth. Mike’s latest passion is working with salespeople on an under-utilized, but critical skill, storytelling. Really! Shortly after I started ESR, the subject came up. I was skeptical as well. But after you listen to Mike discuss how it all works, you may [...]
Filed under: Interview, Presentations, sales process, Sales Training Companies | 1 Comment »
Posted on August 3rd, 2010 by Dave Stein
First, if you’re a regular visitor to this blog, thanks! Obviously you keep coming back for more content. If you would occasionally like that content in a different medium, here are a few recent podcasts where I’ve been interviewed by some people whom I respect: B2B Sales and Marketing Alignment Strategist Maureen Blandford interviews me [...]
Filed under: Interview, Marketing, sales training, Sales Training Companies | 1 Comment »
Posted on July 6th, 2010 by Dave Stein
Last week I was interviewed for a podcast by John Golden, CEO and President of Huthwaite. John had some great questions for me about a number of topics around sales effectiveness: Changes in the buyer/seller relationship, in buyer behavior, and the role of technology such as social/professional networking. The relevance of sales training given the [...]
Filed under: Interview, Marketing, sales training, Technology | No Comments »
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 7th, 2010 by Dave Stein
Braham Shnider is a pretty sharp guy. He’s president and CEO of Channel Enablers, a Australia-based sales performance improvement provider that specializes in channel management strategies and training. I flew my plane up to Norwood, MA airport a while back to meet Braham face-to-face over lunch. Fifteen-hour differences in time zones can make scheduling phone [...]
Filed under: Interview, Sales Strategy, Sales Training Companies | 5 Comments »
Posted on May 12th, 2010 by Dave Stein
Not enough sales leaders publish stories from their top salespeople about how they won business. Sure, the basic stats will be written up, perhaps in an email: product sold, contract value, key competitors, why the customer bought from their company, who else on the team contributed to winning the business, major sales obstacle or objection [...]
Filed under: Interview, Presentations, Professionalism, sales training | 6 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 January 11th, 2010 by Dave Stein
My blog and website stats during 2009 showed that interviews with sales thought leaders and experts were especially popular in both blog post and podcast formats. I’ve learned a lot from these interviews while providing an opportunity for the interviewees to get broader exposure. In the past, I’ve generally limited my interviews to CEOs and [...]
Filed under: Hiring, Interview, Sales Training Companies | 5 Comments »
