Posted on June 29th, 2010 by Dave Stein
TweetThe 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 March 8th, 2010 by Dave Stein
TweetPrior 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 Training Companies, Technology, sales process | No Comments »
Posted on February 8th, 2010 by Dave Stein
TweetI just received a copy of Improving Corporate Negotiation Performance, a new study published by UK-based Huthwaite International and Connecticut-based IACCM—International Association for Contract and Commercial Management. Huthwaite, along with other leaders in the area of negotiation like Think Inc! and The Bay Group, vigilantly drive the critical point that negotiation shouldn’t begin when a [...]
Filed under: Book Recommendation, Measurement, Research, Sales Training Companies | 2 Comments »
Posted on December 16th, 2009 by Dave Stein
TweetBack in October I delivered the keynote at SMT‘s conference. I shared with the audience ESR’s list of 12 obstacles that must be overcome for sales training to begin to have the degree of impact that a few the leading sales training companies are having with every client. Sales training is most often reactive. We [...]
Filed under: Hiring, Measurement, Methodology, Opportunity Management, Sales 2.0, Sales 2.0, Sales Training Companies, sales process | 5 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 September 29th, 2009 by Dave Stein
TweetToday 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 Training Companies, Technology, sales process | 4 Comments »
Posted on April 15th, 2009 by Dave Stein
TweetYesterday during The Top Sales Experts Roundtable, Linda Richardson made a strong case for customized sales training. It’s not something she has to convince us at ESR about. Many organizations want a customized sales training experience, whether it be live or virtual. This can be good or bad, depending upon what experiences and materials are [...]
Filed under: Measurement, Methodology, Sales Training Companies, sales process, sales training | 8 Comments »
Posted on March 19th, 2009 by Dave Stein
TweetOne of my most-used words these days is “scrutinize.” Merriam-Webster says it means “to examine closely and minutely.” At ESR, we find ourselves using the word fairly often: VPs have been asking us about how to determine which sales reps to keep and which to redeploy. In this current economic situation some of what salesreps [...]
Filed under: Buyers, Leadership, Marketing, Measurement, Sales 2.0, sales training | 1 Comment »
Posted on March 12th, 2009 by Dave Stein
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 »
