Thanks to the more than 2,000 of you who, as of today’s count, joined our last Sales Thought-Leader Panel Series either live or via our MP3 archive. Beginning in January, 2011, I will be moderating four new, unscripted, unedited panel discussions on today’s hot button sales issues. Join me online to listen, ask questions, and [...]
Filed under: Buyers, Inside Sales, Interview, Leadership, Measurement, Presentations, Sales Training Companies | 2 Comments »
Updated: On Wednesday, December 7th, at 12:00 ET, ESR delivered a complimentary webinar for sales trainers only. The subject was The State of The Sales Training Industry. There are several relevant and important subjects that we covered, including a review of 2011, leaders in 15 different categories. You know by now that ESR doesn’t believe [...]
Filed under: Presentations, sales training | 1 Comment »
Lots going on these days. I’ve got an important blog post queued up for Thursday to coincide with the launch of a powerful new book on selling, so I thought I’d give you a few thinks to read and think about: Charlie Green put up a cool info-graphic last week: How Trustworthy Are You? You [...]
Filed under: Book Recommendation, Interview, Presentations, Research, Sales Training Companies | No Comments »
In Q3 2011, ES Research Group, Inc. conducted an important survey to explore the impact that technology, evolving media, and new delivery methods are having on the people and organizations that develop, deliver, and purchase sales training. The results show that, over the past two years, rapid advancements in technology, combined with a sluggish economy, [...]
Filed under: Measurement, Methodology, Presentations, Research, Sales 2.0, sales process, sales training, Sales Training Companies, Technology | No Comments »
First, let’s get something straight. Every salesperson needs ongoing training and ongoing reinforcement, just like pilots, doctors, electricians, lawyers, and every other profession. If a sales person doesn’t get relevant, well-designed, and regular training, as selling conditions change, they learn by trial and error. And that’s no way to beat their quotas. There are scores [...]
Filed under: Presentations, sales training | 2 Comments »
This post is for all my new colleagues in Ireland—sales executives and directors, VPs, MDs, and CEOs who have been attending Enterprise Ireland and The Dublin Institute of Technology’s International Selling Programme. I’ve facilitated seven days of programmes with just one left to go. We’ve discussed sales effectiveness-building processes and strategies for building a sales [...]
Filed under: Big Wins, Buyers, Competition, Opportunity Management, Presentations, Relationships, RFP, Sales Strategy, Sales Tactics | 7 Comments »
Last week I delivered a webinar for ASTD’s Sales Training Drivers. The subject was the 2011 ASTD Report: Accelerating Revenue Through Learning: Developing Sales Teams That Win, which ESR co-authored with ASTD. ESR sponsored the Report as well. That webinar presentation is archived here. Although you can download the slides below, I strongly suggest you [...]
Filed under: Presentations, Research, sales training | 1 Comment »
Some observations on virtual learning for sales people Martyn Lewis, CEO of 3g Selling and Market Partners, attended ASTD’s recent TechKnowledge event in San Jose. 3g Selling is a leading provider of virtual sales learning solutions, so we view Martyn as an expert in this area. (Note: 3g Selling subscribes to ESR’s research.) With Martyn’s [...]
Filed under: Presentations, Sales Training Companies, Technology | 1 Comment »
During October I delivered a webinar for ASTD’s Sales Training Drivers. The title was How to Select the Right Sales Training Provider. Based upon ES Research Group’s experience and regular surveys, most decisions regarding third party sales training content providers are made for the wrong reasons in the wrong way. The result is wasted time, [...]
Filed under: Measurement, Presentations, Sales Training Companies | 1 Comment »
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 »
