Posted on January 16th, 2012 by Dave Stein
On December 7, 2011 ESR delivered a webinar presentation on the state of sales training (download the MP3 or PDF—free registration required). It was an hour full of valuable intelligence and insight for sales training companies and sales trainers in corporate L&D organizations. Here are some of the points I made during the event. First, [...]
Filed under: Book Recommendation, Buyers, coaching, sales training, Sales Training Companies | 1 Comment »
Posted on December 21st, 2011 by Dave Stein
Lauren Harper at Focus.com pinged me last week to contribute to a discussion about the worst sales training horror stories. Before I took down my sales training shingle in 2005, I had a lot of stories. One that came to mind was this, a slightly edited version of the one I posted as a comment [...]
Filed under: On the Road, sales training | 3 Comments »
Posted on December 13th, 2011 by Dave Stein
When it comes to an under-appreciated and under-leveraged B2B selling capability, financial/business acumen tops the list. I believe this so strongly that in both editions of my book, How Winners Sell, I included a chapter on how to get a project funded. It taught readers figure how to cost-justify their products and services to their [...]
Filed under: Book Recommendation, Interview, sales training | 2 Comments »
Posted on December 6th, 2011 by Dave Stein
Updated: On Wednesday, December 7th, at 12:00 ET, ESR delivered a complimentary webinar for sales trainers only. The subject was The State of The Sales Training Industry. There are several relevant and important subjects that we covered, including a review of 2011, leaders in 15 different categories. You know by now that ESR doesn’t believe [...]
Filed under: Presentations, sales training | 1 Comment »
Posted on November 17th, 2011 by Dave Stein
When I’m asked about how much selling has changed in the past few years, the first point I always raise is the significant (and troublesome) changes in corporate procurement. Strategic procurement/buying/sourcing isn’t a new trend. It’s been around for years. Although they didn’t invent it, I look at Walmart as the organization that drove execution [...]
Filed under: Buyers, Interview, sales training, Sales Training Companies | 2 Comments »
Posted on November 15th, 2011 by Dave Stein
One of the most common issues that needs to be overcome through a sales performance improvement initiative is the subjectivity with which many salespeople pursue business. If left to their own, many sales reps see what they want to see, hear what they want to hear, and, frankly, do what they want to do. This [...]
Filed under: Hiring, Research, sales training | 3 Comments »
Posted on November 1st, 2011 by Dave Stein
Last week I moderated the ESR Sales Thought-Leader Panel on CRM. Among the panelists was Donal Daly, CEO of The TAS Group. (Click on the link to listen to the archive of this very informative discussion about how CRM supports effective selling. Registration required). Disclosure: The TAS Group is an ESR subscriber. Before the event, [...]
Filed under: CRM, Measurement, Sales 2.0, sales training, Sales Training Companies | No Comments »
Posted on October 27th, 2011 by Dave Stein
In Q3 2011, ES Research Group, Inc. conducted an important survey to explore the impact that technology, evolving media, and new delivery methods are having on the people and organizations that develop, deliver, and purchase sales training. The results show that, over the past two years, rapid advancements in technology, combined with a sluggish economy, [...]
Filed under: Measurement, Methodology, Presentations, Research, Sales 2.0, sales process, sales training, Sales Training Companies, Technology | No Comments »
Posted on August 8th, 2011 by Dave Stein
Many sales leaders and learning organizations want a customized sales training experience from their third-party providers, whether it be traditional live or some form of virtual. This can be good or bad, depending upon what experiences and materials are customized, and to what degree. It’s important for sales training buyer to understand any and all [...]
Filed under: sales training, Sales Training Companies | 6 Comments »
Posted on August 1st, 2011 by Dave Stein
First, let’s get something straight. Every salesperson needs ongoing training and ongoing reinforcement, just like pilots, doctors, electricians, lawyers, and every other profession. If a sales person doesn’t get relevant, well-designed, and regular training, as selling conditions change, they learn by trial and error. And that’s no way to beat their quotas. There are scores [...]
Filed under: Presentations, sales training | 2 Comments »
