Posted on August 3rd, 2010 by Dave Stein
TweetFirst, if you’re a regular visitor to this blog, thanks! Obviously you keep coming back for more content. If you would occasionally like that content in a different medium, here are a few recent podcasts where I’ve been interviewed by some people whom I respect: B2B Sales and Marketing Alignment Strategist Maureen Blandford interviews me [...]
Filed under: Interview, Marketing, Sales Training Companies, sales training | 1 Comment »
Posted on July 20th, 2010 by Dave Stein
TweetYesterday I received an email from a Sandler franchisee inviting me to attend a live “Buyers Are Liars Workshop.” I’ve seen and heard this statement before, but only now feel compelled to voice my opinion. I don’t know about you, but that phrase and the combative attitude it represents concerns me. Do buyers lie? Sure, [...]
Filed under: Sales Training Companies | 21 Comments »
Posted on July 15th, 2010 by Dave Stein
Tweet 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 [...]
Filed under: Buyers, RFP, Sales Training Companies | No Comments »
Posted on July 8th, 2010 by Dave Stein
TweetLast week Miller Heiman announced Advanced ConceptsSM, their new multi-media, virtual learning offering. Clients who are using Miller Heiman’s content have been saying they want to take their application of the Strategic Selling process to the next level. The new tool provides content above and beyond what is typically offered in Miller Heiman’s programs. Miller [...]
Filed under: Methodology, Sales Strategy, Sales Training Companies, Technology, coaching | 2 Comments »
Posted on June 7th, 2010 by Dave Stein
TweetBraham Shnider is a pretty sharp guy. He’s president and CEO of Channel Enablers, a Australia-based sales performance improvement provider that specializes in channel management strategies and training. I flew my plane up to Norwood, MA airport a while back to meet Braham face-to-face over lunch. Fifteen-hour differences in time zones can make scheduling phone [...]
Filed under: Interview, Sales Strategy, Sales Training Companies | 5 Comments »
Posted on June 1st, 2010 by Dave Stein
TweetA 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 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 17th, 2010 by Dave Stein
TweetYes. That sole trainer (or two- to three-person firm) won’t be rolling out simultaneous live instructor-led training classes in 20 countries. Nor will they be getting in front of every one of 3,000 reps in the North American operation of a large client during a rapid 6-month deployment. But we have seen one- to three-person [...]
Filed under: Methodology, Sales Training Companies, coaching | 1 Comment »
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 February 8th, 2010 by Dave Stein
TweetI just received a copy of Improving Corporate Negotiation Performance, a new study published by UK-based Huthwaite International and Connecticut-based IACCM—International Association for Contract and Commercial Management. Huthwaite, along with other leaders in the area of negotiation like Think Inc! and The Bay Group, vigilantly drive the critical point that negotiation shouldn’t begin when a [...]
Filed under: Book Recommendation, Measurement, Research, Sales Training Companies | 2 Comments »
