Posted on March 8th, 2010 by Dave Stein
Prior 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
Yes.
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 sales consulting [...]
Filed under: Methodology, Sales Training Companies, coaching | No Comments »
Posted on February 11th, 2010 by Dave Stein
That’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 they press [...]
Filed under: Buyers, Sales Training Companies, sales process | 5 Comments »
Posted on February 8th, 2010 by Dave Stein
I 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 »
Posted on January 28th, 2010 by Dave Stein
Imparta Ltd. is a Tier 1 global sales effectiveness organization based in the U.K. with presence in 32 countries including the U.S. They have many strengths, especially in the areas of creating customer value and methodology. Imparta’s sales training programs encompass sales, marketing, and leadership training. ESR commenced formal coverage of Imparta last year. [...]
Filed under: CRM, Economy, Interview, Marketing, Methodology, RFP, Sales Training Companies, coaching | No Comments »
Posted on January 18th, 2010 by Dave Stein
For those of you new to this blog, my firm, ES Research Group, evaluates sales training companies. We deliver our findings in the form of reports, which we sell on our website, and through consultations with companies evaluating sales training providers.
First a bit of background.
For us, gathering data about sales training companies falls into seven [...]
Filed under: Account Management, Buyers, Industry Analyst, Methodology, RFP, Sales Training Companies | No Comments »
Posted on January 11th, 2010 by Dave Stein
My blog and website stats during 2009 showed that interviews with sales thought leaders and experts were especially popular in both blog post and podcast formats. I’ve learned a lot from these interviews while providing an opportunity for the interviewees to get broader exposure.
In the past, I’ve generally limited my interviews to CEOs and senior [...]
Filed under: Hiring, Interview, Sales Training Companies | 4 Comments »
Posted on December 23rd, 2009 by Dave Stein
Since this will be my last post for 2009 I wanted to cover a few subjects and provide you with a list of my most often-read posts for the year.
First, on a personal note, my heart reaches out to those in need. I’m very fortunate. Life has dealt me as perfect a hand as one [...]
Filed under: Sales Training Companies | 3 Comments »
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 Training Companies, sales process | 5 Comments »
Posted on December 2nd, 2009 by Dave Stein
Dave 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 there [...]
Filed under: Methodology, Opportunity Management, Research, Sales Training Companies, sales process | 11 Comments »
