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 »
Posted on June 23rd, 2011 by Dave Stein
Sales training continues to transition from the traditional classroom modality to virtual. This trend started back in the 1960′s and 1970′s, driven by Nightingale-Conant, originally publishers of sales training audiotapes. Now, the breadth of media available as learning platforms now extends to nearly every electronic device at our fingertips. Some sales trainers and sales training [...]
Filed under: Research, sales training, Survey | No Comments »
Posted on June 1st, 2011 by Dave Stein
Pretty scary, huh? It sure is, especially if you’re a sales manager looking for answers. Every day there is more bad advice posted on the Internet about what’s required for sales success, and it’s getting worse. I’m on dozens of sales trainers’ mailing lists. Among those emails, Google Alerts, my Twitter feed (“sales training” is [...]
Filed under: Professionalism, Research, sales training, Sales Training Companies | 6 Comments »
Posted on March 10th, 2011 by Dave Stein
ESR has covered CustomerCentric Selling for years. I’ve gotten to know and respect John Holland, one of the company’s co-founders. John sent me a copy of Customer Centric Selling (Second Edition) a while back, which he co-authored with Frank Visgatis and Mike Bosworth. (Here is my podcast interview with Mike.) Among many other things, I [...]
Filed under: Interview, Marketing, sales training | No Comments »
Posted on February 14th, 2011 by Dave Stein
Last week I delivered a webinar for ASTD’s Sales Training Drivers. The subject was the 2011 ASTD Report: Accelerating Revenue Through Learning: Developing Sales Teams That Win, which ESR co-authored with ASTD. ESR sponsored the Report as well. That webinar presentation is archived here. Although you can download the slides below, I strongly suggest you [...]
Filed under: Presentations, Research, sales training | 1 Comment »
Posted on December 8th, 2010 by Dave Stein
My friend, Joe Galvin, of SiriusDecisions, recently introduced me to Matthew Hawk, Ph.D. (See photo.) Matthew is an expert in customer retention, a critical, but often under-appreciated selling capability. Although customer retention is a subject I’ve been interested in since I first ran a client services organization years ago, my work with Minnesota Life Insurance [...]
Filed under: Interview, Research, sales training | 3 Comments »
Posted on December 1st, 2010 by Dave Stein
When you think about it, those of us in sales are all after the same goals: winning more business, sooner, and at higher contract values and margins. But which skills, if mastered by your sales people, will get you to those goals and keep you there? The answer requires a bit of explanation. For virtually [...]
Filed under: Competition, RFP, sales training | 3 Comments »
Posted on September 28th, 2010 by Dave Stein
During the past four weeks, we’ve been running pretty hard at ESR. We finalized our new Sales Training Provider coverage model. We gave final approval on the design of our new website (to launch later this fall). We delivered three identical For Sales Trainers-Only webinars. (If you missed them, contact us. We’ll set you up [...]
Filed under: Presentations, sales training | No Comments »
Posted on August 3rd, 2010 by Dave Stein
First, 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, Sales Training Companies | 1 Comment »
