Posted on December 1st, 2011 by Dave Stein
I recently ran into Brian Reilly in Cancun, Mexico, at a social event. With me being on the sales side and Brian on the marketing side, naturally, a conversation ensued. (No food was thrown, we assure you.) Brian is the founder of Solerte Consulting. I thought it would be valuable for you to hear from [...]
Filed under: Marketing, Measurement, Pipeline, Sales 2.0, Technology | 1 Comment »
Posted on December 21st, 2010 by Dave Stein
I was recently a guest presenter, along with Greg Brush of InsideView, on a webinar hosted by The TAS Group. I talked about ESR’s predictions for 2011. There are a lot of predictions floating around the sales blogs these days. I don’t feel a need to repeat what others have said, so you might find [...]
Filed under: Buyers, coaching, Sales 2.0 | 2 Comments »
Posted on June 1st, 2010 by Dave Stein
A significant factor contributing to sales performance improvement is the employment of technology that will enable more effective and more efficient selling. This technology comes in many sizes and flavors from marketing automation software from companies like Genius to post-sales call feedback and activity analytics tools like Front Row Solutions, and a lot in between. [...]
Filed under: CRM, Methodology, Sales 2.0, Sales Training Companies, Technology | 1 Comment »
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 process, Sales Training Companies | 5 Comments »
Posted on July 21st, 2009 by Dave Stein
Fortunately, it’s a busy time for us at ESR. Right now, we’re providing advice and guidance to a number of companies that are actively evaluating strategies and solutions for sales performance improvement, but based on the economy, the state of the sales training industry, and the mistakes they’ve made in the past, have to finally [...]
Filed under: Economy, Leadership, Marketing, Methodology, Research, Sales 2.0, sales process, Sales Training Companies, social media | 7 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 June 23rd, 2009 by Dave Stein
A recent comment on this blog by John Esposito, VP of sales at AMICAS, reminded me to write a post about his company’s successful implementation of a sales methodology last year. I was delighted to present a brief case study at the recent Sales 2.0 Conference in Boston last month. AMICAS had some very common [...]
Filed under: Sales 2.0 | 1 Comment »
Posted on April 10th, 2009 by Dave Stein
Update: This conference is sold out. I’m delighted to be both presenting and participating in a panel discussion at the Sales 2.0 Conference in Boston on May 21st. Using recent research from ESR’s Sales Training Vendor Guide, I’ll talk specifically about technology-enabled learning—how technology is changing learning and why today, effective sales learning requires technology. [...]
Filed under: Research, Sales 2.0, Sales Training Companies | 1 Comment »
Posted on April 8th, 2009 by Dave Stein
ESR’s Sales Training Vendor Guide: Third Edition was published this morning. The Guide analyzes, compares, and contrasts 23 leading sales training providers across many areas including: Solutions Range Range of Target Companies Range of Target Audiences Range of Training Programs Adaptability Range of Instructional Aids & Tools Quality of Instructional Design Measurement Programs Post-training Reinforcement [...]
Filed under: Book Recommendation, Buyers, Methodology, Research, Sales 2.0, sales process, Sales Strategy, Sales Training Companies, Technology | No Comments »
Posted on April 1st, 2009 by Dave Stein
For those of you who follow the ups and downs, ins and outs of the sales training industry, here is the latest, as of today, April 1, 2009: Miller Heiman and furniture manufacturer Herman Miller have announced a merger. The new business, to be called Herman Miller Heiman, will be offering a new, upgraded version [...]
Filed under: Humor, Sales 2.0, Sales Training Companies | 27 Comments »
