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 Training Companies, Technology, sales process | No Comments »
Posted on February 17th, 2010 by Dave Stein
Yes.
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 sales consulting [...]
Filed under: Methodology, Sales Training Companies, coaching | 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. [...]
Filed under: CRM, Economy, Interview, Marketing, Methodology, RFP, Sales Training Companies, coaching | No Comments »
Posted on January 18th, 2010 by Dave Stein
For 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 into seven [...]
Filed under: Account Management, Buyers, Industry Analyst, Methodology, RFP, Sales Training Companies | No Comments »
Posted on January 4th, 2010 by Dave Stein
Happy 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 tree was [...]
Filed under: Methodology, sales process | 4 Comments »
Posted on December 16th, 2009 by Dave Stein
Back 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
Dave 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 there [...]
Filed under: Methodology, Opportunity Management, Research, Sales Training Companies, sales process | 11 Comments »
Posted on November 9th, 2009 by Dave Stein
For 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 been [...]
Filed under: Buyers, Economy, Hiring, Measurement, Methodology, Sales Training Companies, Technology, coaching, sales process | 9 Comments »
Posted on November 4th, 2009 by Dave Stein
I finally got around to meeting my telephone and e-mail colleague, Tom Martin, face-to-face a few weeks ago. Tom is someone I hold in high regard for his experience, integrity and deep understanding of the sales training industry.
Tom is a 20-year veteran of the sales methodology and training industry, with a diverse set of global [...]
Filed under: Buyers, Interview, Methodology, Opportunity Management, Sales Training Companies, sales process | 14 Comments »
Posted on October 19th, 2009 by Dave Stein
At 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 it. [...]
Filed under: Measurement, Methodology, On the Road, coaching | 4 Comments »
