Posted on November 18th, 2009 by Dave Stein
As 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 process, sales training, Sales Training Companies, Technology | 1 Comment »
Posted on November 9th, 2009 by Dave Stein
For 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, coaching, Economy, Hiring, Measurement, Methodology, sales process, Sales Training Companies, Technology | 9 Comments »
Posted on November 4th, 2009 by Dave Stein
I 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 process, Sales Training Companies | 15 Comments »
Posted on September 30th, 2009 by Dave Stein
Last 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 process, Sales Training Companies | No Comments »
Posted on September 29th, 2009 by Dave Stein
Today The TAS Group announced the formal launch of its Dealmaker Partner Network. Dealmaker, The TAS Group’s sales performance automation platform, will serve as the core of a new generation of technology-enabled selling and learning solutions configured for each client’s specific requirements. The TAS Group’s charter solution partners are Huthwaite*, Infomentis*, and Think! Inc. Odd [...]
Filed under: CRM, Measurement, sales process, Sales Training Companies, Technology | 4 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 June 16th, 2009 by Dave Stein
You may remember I wrote a post a while back about a terrific eBook Tom Searcy had published about RFPs. We’ve been recommending the book to clients. Last week Tom wrote a post on his blog about interview questions for sales people. Tom has the right idea here. His questions are on target. So are [...]
Filed under: Hiring, sales process | No Comments »
Posted on April 22nd, 2009 by Dave Stein
I’m in Ireland this week and next working with Sales Executives and CEOs in a series of one- and two-day workshops as part of the International Selling Program offered by Enterprise Ireland (Ireland’s commerce department) and DIT (The Dublin Institute of Technology, where I am an adjunct professor of sales and sales management). My [...]
Filed under: Economy, Hiring, Leadership, Methodology, On the Road, sales process | No Comments »
Posted on April 15th, 2009 by Dave Stein
Yesterday during The Top Sales Experts Roundtable, Linda Richardson made a strong case for customized sales training. It’s not something she has to convince us at ESR about. Many organizations want a customized sales training experience, whether it be live or virtual. This can be good or bad, depending upon what experiences and materials are [...]
Filed under: Measurement, Methodology, sales process, sales training, Sales Training Companies | 8 Comments »
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 »
