Posted on March 19th, 2009 by Dave Stein
One of my most-used words these days is “scrutinize.” Merriam-Webster says it means “to examine closely and minutely.” At ESR, we find ourselves using the word fairly often: VPs have been asking us about how to determine which sales reps to keep and which to redeploy. In this current economic situation some of what salesreps [...]
Filed under: Buyers, Leadership, Marketing, Measurement, Sales 2.0, sales training | 1 Comment »
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 [...]
Filed under: Buyers, Competition, Economy, Hiring, Measurement, Methodology, On the Road, Opportunity Management, Presentations, Research, Sales 2.0, sales process, Sales Strategy, Sales Training Companies | 4 Comments »
Posted on February 2nd, 2009 by Dave Stein
As ESR continues to work with our clients, observe salespeople and research sales effectiveness, we’re frustrated and concerned with the increasing hype around Sales 2.0. Is Sales 2.0 real? Yes. Are Sales 2.0 applications actually helping salespeople to win business? Yes. There is no question about that. But we believe in numbers significantly less than [...]
Filed under: CRM, Marketing, Measurement, Sales 2.0, Technology | 8 Comments »
Posted on January 7th, 2009 by Dave Stein
One of the top firms among the 26 sales performance improvement providers ESR covers is Performance Methods, Inc. (PMI). Founder and managing partner Steve Andersen is recognized as a thought-leader in the demanding and often misunderstood area of strategic account management. (Listen to Steve in an ESR/Podcast.) To understanding what a strategic account management methodology [...]
Filed under: Account Management, Big Wins, Buyers, coaching, Competition, CRM, Economy, Measurement, Methodology, Professionalism, Relationships, Sales 2.0, Sales Strategy, Sales Training Companies | No Comments »
Posted on November 6th, 2008 by Dave Stein
Chris Hens, President and COO of White Springs, presented at the Richardson client forum last week. The subject was in-context sales learning and reinforcement. With a background in sales training, Chris has a deep understanding of the challenges companies face with respect to sales performance improvement. White Springs has worked with Complex Sale, Holden, Huthwaite, Miller Heiman, [...]
Filed under: CRM, Methodology, Opportunity Management, Pipeline, Research, Sales 2.0, sales process, Sales Training Companies, Technology | 2 Comments »
Posted on November 3rd, 2008 by Dave Stein
I subscribe to Chris Brogan’s blog. His recent post about LinkedIn applications compelled me to spend a bit of time on the site. In the past I’ve been very possessive about presentations I’ve done. Now I’ve decided to share a bit more. One of the new LinkedIn apps allows me to do just that. There are [...]
Filed under: Presentations, Sales 2.0 | 1 Comment »
Posted on October 29th, 2008 by Dave Stein
This morning I delivered the keynote speech at Richardson’s 2008 Client Forum at the Sofitel in downtown Philadelphia. I was honored to have been provided the opportunity to address their personnel, their clients and a few important business partners. Richardson is a company that continues to be a leader in the sales training arena. Linda Richardson herself [...]
Filed under: Book Recommendation, Marketing, Measurement, Methodology, On the Road, Presentations, Professionalism, Research, Sales 2.0, Sales Training Companies | 2 Comments »
Posted on October 21st, 2008 by Dave Stein
Last June I wrote a post containing my Sales 2.0 Competitive Knowledge Wishlist. I’d expect that any salesrep or manager who really knows how to employ advanced competitive selling strategies and tactics would love to have the Sales 2.0 capabilities in that list. We’ll, we are apparently closer than I thought to realizing that dream. I spent some time [...]
Filed under: Big Wins, Competition, Marketing, Opportunity Management, Research, Sales 2.0, Sales Strategy, Sales Tactics | 1 Comment »
Posted on October 20th, 2008 by Dave Stein
Lee Allgood, a colleague from my days consulting with ERP provider MAPICS, sent me an email referencing a March 2008 survey performed by Sand Hill Group and Neochange. Although the survey looked at enterprise software success from the software company’s perspective, some of the findings resonate with what we know about process alignment and user adoption [...]
Filed under: CRM, Research, Sales 2.0, sales process | 4 Comments »
Posted on September 18th, 2008 by Dave Stein
I’ve been speaking with Larry McClymonds, VP Corporate Sales & Co-Founder of CanDoGo. Been in touch with his customers as well. In case you’re not aware of CanDoGo, it’s an new Internet destination that hosts articles, audio and video clips from 140 sales expert content providers (and counting). The list is impressive: Dr. Tony Alessandra, [...]
Filed under: coaching, Methodology, Sales 2.0, sales process, Sales Tactics, sales training | 3 Comments »
