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 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 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 March 23rd, 2009 by Dave Stein
A few weeks ago the folks at Kadient briefed me on their approach and their sales performance improvement tools. As you would expect, I posed the chicken-and-egg question with respect to what order a company should implement Kadient’s tools versus installing and implementing a sales methodology. I liked their answers.
I picked up a tweet from [...]
Filed under: Big Wins, Competition, Methodology, Opportunity Management, Research, sales process | 12 Comments »
Posted on March 9th, 2009 by Dave Stein
As ESR is completing our Sales Training Vendor Guide we are updating a number of our models. Here is a presentation of our sales training approach model that we deliver to project teams tasked with finding, evaluating, and selecting sales training companies. The content is based upon work we’ve done with clients during the [...]
Filed under: Measurement, Methodology, Opportunity Management, Presentations, Research, Sales Training Companies, Technology | No Comments »
Posted on February 25th, 2009 by Dave Stein
ESR has a unique perspective on sales performance improvement. We don’t deliver sales training or sales consulting. We’re sales training industry observers, analysts, researchers and advisors to our clients on what works in sales effectiveness and training.
Here’s what’s been going on at ESR:
A large client in the financial services sector is working very hard [...]
Filed under: Buyers, Competition, Economy, Hiring, Measurement, Methodology, On the Road, Opportunity Management, Presentations, Research, Sales 2.0, Sales Strategy, Sales Training Companies, sales process | 4 Comments »
Posted on February 9th, 2009 by Dave Stein
When it comes to marketing, Miller Heiman leads the pack. I recently spoke with Elizabeth Vanneste, their Chief Marketing Officer. Elizabeth brought Miller Heiman into four telecommunications companies where she had previously worked. She joined the Miller Heiman team last June as a sales VP and took over marketing three months ago.
Elizabeth shared with me that [...]
Filed under: Buyers, CRM, Economy, Marketing, Methodology, Opportunity Management, Relationships, Sales Training Companies, Technology, sales training | 3 Comments »
Posted on January 16th, 2009 by Dave Stein
I believe in checklists. Clearly the medical community just got the message as well. A study published online by the New England Journal of Medicine this week shows that adopting a surgical safety checklist (PDF) reduced deaths and complications by more than a third. From the Wall Street Journal:
Researchers collected data on nearly 8,000 patients [...]
Filed under: Big Wins, CRM, Methodology, Opportunity Management, Professionalism, Sales Tactics, Technology, sales process | 14 Comments »
Posted on January 13th, 2009 by Dave Stein
Followers of this blog are familiar with the high value I place on planning, competitive selling strategies, and political leverage for winning complex sales situations as well as for effectively managing strategic accounts. I was first introduced to Holden many years ago by Steve Slaughter, a salesrep who worked for me who had been through [...]
Filed under: Account Management, Big Wins, Marketing, Opportunity Management, Research, Sales Strategy, Sales Training Companies, Technology, coaching, sales process | No Comments »
