Posted on October 5th, 2010 by Dave Stein
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 »
Posted on September 28th, 2010 by Dave Stein
During the past four weeks, we’ve been running pretty hard at ESR. We finalized our new Sales Training Provider coverage model. We gave final approval on the design of our new website (to launch later this fall). We delivered three identical For Sales Trainers-Only webinars. (If you missed them, contact us. We’ll set you up [...]
Filed under: Presentations, sales training | No Comments »
Posted on May 12th, 2010 by Dave Stein
Not enough sales leaders publish stories from their top salespeople about how they won business. Sure, the basic stats will be written up, perhaps in an email: product sold, contract value, key competitors, why the customer bought from their company, who else on the team contributed to winning the business, major sales obstacle or objection [...]
Filed under: Interview, Presentations, Professionalism, sales training | 6 Comments »
Posted on October 9th, 2009 by Dave Stein
I thought I’d bring you up to speed on a few things going on. First, several new books on selling have recently been published: Smart Selling on the Phone and Online by Josiane Chriqui Feignon. Josiane gets it. I normally don’t endorse books like this, but because inside salespeople so often don’t have the skills, [...]
Filed under: Book Recommendation, Industry Analyst, Presentations, Research, Sales Training Companies | 3 Comments »
Posted on September 14th, 2009 by Dave Stein
I delivered a web presentation today to much of the team at Corporate Visions. (It’s pretty smart of their executive team to have outside experts present.) I chose to speak to them about ESR’s view of the current state of sales training, conclusions we’ve drawn from that view, and imperatives that are required for sales [...]
Filed under: Presentations, Sales Training Companies | 14 Comments »
Posted on July 2nd, 2009 by Dave Stein
ASTD’s Sales Training Drivers is hosting an online conference and virtual trade show in October 2009. — Sales Training 2.0: Accelerating Sales Team Performance in a Down Economy — ESR is pleased to be a premium sponsor for this learning event along with ASTD. I’ve been working with Brian Lambert for several months planning the [...]
Filed under: Methodology, Presentations, Sales 2.0, sales training, Sales Training Companies | No Comments »
Posted on April 2nd, 2009 by Dave Stein
The TAS Group has invited me to deliver a complimentary webinar next Wednesday, April 8th, at 1:00 pm EDT. During the webinar, I’ll be sharing ES Research Group’s latest findings about trends in sales training and sales training providers from ESR’s Sales Training Vendor Guide, Third Edition, which will be published next week. How to [...]
Filed under: Buyers, Presentations, sales training, Sales Training Companies | 4 Comments »
Posted on March 18th, 2009 by Dave Stein
I was recently interviewed by Lori Champion from SMT (The Professional Society for Sales & Marketing Training) as part of the ramp-up for their annual conference in Orlando October 14 – 16, 2009. I’ll be keynoting at the event. The topic will be Sales Excellence 2012: Overcoming Tough Obstacles, Achieving Measurable Results. Lori’s interview begins: [...]
Filed under: Dave Stein, Interview, Marketing, Methodology, On the Road, Presentations, Research, sales training | No 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 past [...]
Filed under: Measurement, Methodology, Opportunity Management, Presentations, Research, Sales Training Companies, Technology | No Comments »
Posted on February 27th, 2009 by Dave Stein
I’ve delivered lots of webinars over the years, working with all the well-know providers and others as well. With only two exceptions where the audio was lost for all the participants, I’ve had very good experiences. That’s not by accident. My content is always relevant to the audience, I rehearse, I’m facile with the technology, [...]
Filed under: Marketing, Presentations, Professionalism, Technology | 7 Comments »
