Posted on April 18th, 2011 by Dave Stein
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 | 6 Comments »
Posted on December 1st, 2010 by Dave Stein
When you think about it, those of us in sales are all after the same goals: winning more business, sooner, and at higher contract values and margins. But which skills, if mastered by your sales people, will get you to those goals and keep you there? The answer requires a bit of explanation. For virtually [...]
Filed under: Competition, RFP, sales training | 3 Comments »
Posted on July 15th, 2010 by Dave Stein
ESR’s approach to evaluating sales training providers enables our clients to select training partners who will most positively impact their sales performance. ESR’s core buy-side service is our evaluation process for selecting sales training providers. We are almost always called in by a senior sales executive from a client’s company. Occasionally it’s the learning or [...]
Filed under: Buyers, RFP, Sales Training Companies | 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. They [...]
Filed under: coaching, CRM, Economy, Interview, Marketing, Methodology, RFP, Sales Training Companies | 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 [...]
Filed under: Account Management, Buyers, Industry Analyst, Methodology, RFP, Sales Training Companies | 2 Comments »
