Posted on June 29th, 2010 by Dave Stein
TweetThe more I know about them, the more I’ve been impressed with Kadient. I really like their playbook approach, the people I’ve met on their team, and their straightforward, no B.S. approach to sales effectiveness. After receiving an email from Rich Berkman, Vice President, Sales Enablement Strategy, about his new eBook, Dive Deeper into Your [...]
Filed under: CRM, Interview, Marketing, Measurement, Methodology, Opportunity Management, sales process | No Comments »
Posted on March 8th, 2010 by Dave Stein
TweetPrior to our briefing last week by The TAS Group executives in advance of today’s announcement, we were somewhat skeptical. We thought claims they made in their YouTube videos were more than a bit outrageous, like this one from their press release: “Dealmaker Genius uses over 20,000 core knowledge elements and more than one million [...]
Filed under: CRM, Measurement, Methodology, Opportunity Management, Sales 2.0, Sales Training Companies, Technology, sales process | No Comments »
Posted on February 11th, 2010 by Dave Stein
TweetThat’s a question I’ve been asked again and again by journalists, sales leaders, sales training company CEOs, corporate training departments, consultants, and our clients, when they first contact us. When I tell them that’s not a question I can easily answer, many offer to pay me just for providing them with “just one name.” If [...]
Filed under: Buyers, Sales Training Companies, sales process | 6 Comments »
Posted on January 4th, 2010 by Dave Stein
TweetHappy New Year. You know how, at this time of year, all the media review the past year (or in this case, decade) and talk about advancing into the next one? Here’s one for you: I may have the attribution wrong, but I believe it was Confucius who said, The best time to plant a [...]
Filed under: Methodology, sales process | 4 Comments »
Posted on December 16th, 2009 by Dave Stein
TweetBack 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 Training Companies, sales process | 5 Comments »
Posted on December 2nd, 2009 by Dave Stein
TweetDave Brock wrote a terrific post about sales process. It sparked me to write about an issue that has been troubling me. I’m not going to put forward any more arguments on the subject of whether or not process important in selling. There is enough research out there—from ESR, from other research firms, and a [...]
Filed under: Methodology, Opportunity Management, Research, Sales Training Companies, sales process | 11 Comments »
Posted on November 18th, 2009 by Dave Stein
TweetAs a result of some recent research ESR has done for client projects (working with sales trainers as well as buyers of sales training), we have some information we’re able to share with you. Sales training revenue. Sales training revenue is off across the board, ranging from a 10% decline in previously rapidly growing companies, [...]
Filed under: Sales Training Companies, Technology, sales process, sales training | 1 Comment »
Posted on November 9th, 2009 by Dave Stein
TweetFor those of you who read Part 1 of this series and asked for more, thanks for your feedback, and here it is. Sales trainers and sales training firms have a big challenge over the next year: many customer training budgets have shrunk or been eliminated entirely; the trainers’ own revenues are significantly down—there has [...]
Filed under: Buyers, Economy, Hiring, Measurement, Methodology, Sales Training Companies, Technology, coaching, sales process | 9 Comments »
Posted on November 4th, 2009 by Dave Stein
TweetI finally got around to meeting my telephone and e-mail colleague, Tom Martin, face-to-face a few weeks ago. Tom is someone I hold in high regard for his experience, integrity and deep understanding of the sales training industry. Tom is a 20-year veteran of the sales methodology and training industry, with a diverse set of [...]
Filed under: Buyers, Interview, Methodology, Opportunity Management, Sales Training Companies, sales process | 15 Comments »
Posted on September 30th, 2009 by Dave Stein
TweetLast June I was delighted to be interviewed again by Geoffrey James. Geoffrey writes the informative and ever-entertaining Sales Machine blog for BNET. As I’ve said before, he’s a great writer and he really understands selling. The result this time was Geoffrey’s fine piece (PDF, with permission) that was just published in Selling Power about [...]
Filed under: Sales Training Companies, sales process | No Comments »
