Posted on July 8th, 2010 by Dave Stein
TweetLast week Miller Heiman announced Advanced ConceptsSM, their new multi-media, virtual learning offering. Clients who are using Miller Heiman’s content have been saying they want to take their application of the Strategic Selling process to the next level. The new tool provides content above and beyond what is typically offered in Miller Heiman’s programs. Miller [...]
Filed under: Methodology, Sales Strategy, Sales Training Companies, Technology, coaching | 2 Comments »
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 June 1st, 2010 by Dave Stein
TweetA 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
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 17th, 2010 by Dave Stein
TweetYes. That sole trainer (or two- to three-person firm) won’t be rolling out simultaneous live instructor-led training classes in 20 countries. Nor will they be getting in front of every one of 3,000 reps in the North American operation of a large client during a rapid 6-month deployment. But we have seen one- to three-person [...]
Filed under: Methodology, Sales Training Companies, coaching | 1 Comment »
Posted on January 28th, 2010 by Dave Stein
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 »
Posted on January 18th, 2010 by Dave Stein
TweetFor those of you new to this blog, my firm, ES Research Group, evaluates sales training companies. We deliver our findings in the form of reports, which we sell on our website, and through consultations with companies evaluating sales training providers. First a bit of background. For us, gathering data about sales training companies falls [...]
Filed under: Account Management, Buyers, Industry Analyst, Methodology, RFP, Sales Training Companies | No Comments »
Posted on January 4th, 2010 by Dave Stein
TweetHappy New Year. You know how, at this time of year, all the media review the past year (or in this case, decade) and talk about advancing into the next one? Here’s one for you: I may have the attribution wrong, but I believe it was Confucius who said, The best time to plant a [...]
Filed under: Methodology, sales process | 4 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 December 2nd, 2009 by Dave Stein
TweetDave Brock wrote a terrific post about sales process. It sparked me to write about an issue that has been troubling me. I’m not going to put forward any more arguments on the subject of whether or not process important in selling. There is enough research out there—from ESR, from other research firms, and a [...]
Filed under: Methodology, Opportunity Management, Research, Sales Training Companies, sales process | 11 Comments »
