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 6th, 2010 by Dave Stein
TweetLast week I was interviewed for a podcast by John Golden, CEO and President of Huthwaite. John had some great questions for me about a number of topics around sales effectiveness: Changes in the buyer/seller relationship, in buyer behavior, and the role of technology such as social/professional networking. The relevance of sales training given the [...]
Filed under: Interview, Marketing, Technology, sales training | No Comments »
Posted on May 21st, 2010 by Dave Stein
TweetIt’s often been said that salespeople should welcome sales objections because they present an understanding of what the client is concerned about, and along with them, an opportunity to allay those concerns. But in today’s tough selling environment, this logic doesn’t always work. In fact, today’s buyers are in an increasingly powerful position, resulting from [...]
Filed under: Sales Tactics, Uncategorized, sales training | 1 Comment »
Posted on May 12th, 2010 by Dave Stein
TweetNot enough sales leaders publish stories from their top salespeople about how they won business. Sure, the basic stats will be written up, perhaps in an email: product sold, contract value, key competitors, why the customer bought from their company, who else on the team contributed to winning the business, major sales obstacle or objection [...]
Filed under: Interview, Presentations, Professionalism, sales training | 4 Comments »
Posted on April 14th, 2010 by Dave Stein
TweetBefore I go any further with this post, I should modify the subject of this post to be: There Is Presently A Lot Of Activity With Companies Performing Serious And Methodical Evaluations Of Sales Performance Improvement Alternatives And Providers and What I’ve Learned We’ve been involved in a number of them (that’s why I haven’t [...]
Filed under: sales training | 1 Comment »
Posted on March 3rd, 2010 by Dave Stein
TweetOver and over I’ve read and heard sales experts say that, “It doesn’t matter which sales approach or methodology you use, as long as every salesperson in the company uses it.” This myth has been around for decades. Don’t believe it. It just isn’t true. When ESR does postmortems on failed sales training initiatives, we [...]
Filed under: sales training | 9 Comments »
Posted on February 23rd, 2010 by Dave Stein
TweetI really enjoy someone telling me I’ve asked a great question. Even with all these years of selling and consulting, it doesn’t happen that much when I’ve not prepared questions in advance. But when I do, I’m able to build some real credibility just by the nature, content, and delivery of my questions. I’m proud [...]
Filed under: sales training | 5 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 October 6th, 2009 by admin
TweetI picked up on a story by Associated Press yesterday: FTC: Bloggers, testimonials need better disclosure. I’ve been very concerned for a while about two things going on in the sales blogging/social networking community. One is wrong information. The other is endorsements of products provided to bloggers for review—without disclosure by those bloggers. I realize [...]
Filed under: sales training, social media | 12 Comments »
Posted on September 1st, 2009 by Dave Stein
TweetBuilding a comprehensive and relevant learning curriculum for B2B salespeople is always a challenge. On the list are many basic and advanced selling skills, product knowledge, industry knowledge, competitive knowledge, company (back office, for example) knowledge, research approaches, technology skills (using CRM, for example), and more. Most companies that we’ve worked and many more that [...]
Filed under: Sales Training Companies, sales training | 8 Comments »
