Posted on July 18th, 2011 by Dave Stein
At some point, in nearly every conversation I have with sales trainers, the subject comes up of how broken the sales function is in many companies. I was in Chicago last week in two separate meetings with the CEOs and principals of two leading sales training companies. Discussions with those four executives resulted in the [...]
Filed under: Professionalism, Sales 2.0, Sales Training Companies, social media | 6 Comments »
Posted on July 7th, 2011 by Dave Stein
Over the course of the past four months there have been two specific discussions on LinkedIn about which are the best sales trainers/methodologies. (Thanks, Mike Kunkle, for pointing me toward one.) An additional discussion has been going on for a while on the subject of why sales training fails. Those of you who read or [...]
Filed under: Book Recommendation, Sales Training Companies, social media | 2 Comments »
Posted on February 16th, 2011 by Dave Stein
Yesterday I had the pleasure of hosting an sales expert round table hosted by Focus.com entitled, What Advanced Selling Capabilities are Required to Win Today? Focus.com came to me asking what topic I’d like to discuss. The list is always long, but it occurred to me that a discussion among five experts in advanced selling [...]
Filed under: Account Management, Big Wins, Channel Management, coaching, Hiring, Interview, Measurement, Methodology, Opportunity Management, Sales Strategy, Sales Training Companies, social media | 2 Comments »
Posted on October 6th, 2009 by admin
I 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 July 21st, 2009 by Dave Stein
Fortunately, it’s a busy time for us at ESR. Right now, we’re providing advice and guidance to a number of companies that are actively evaluating strategies and solutions for sales performance improvement, but based on the economy, the state of the sales training industry, and the mistakes they’ve made in the past, have to finally [...]
Filed under: Economy, Leadership, Marketing, Methodology, Research, Sales 2.0, sales process, Sales Training Companies, social media | 7 Comments »
Posted on June 9th, 2009 by Dave Stein
It’s funny how certain words you’ve always been familiar with take on new meanings as you wend your way through life. The word “trust” is like that for me. Now that I’m thinking back in time as I write this post, I remember the television show Who Do You Trust? Perhaps the show should have [...]
Filed under: Professionalism, social media | 8 Comments »
Posted on May 6th, 2009 by Dave Stein
I’ve been seeing more and more business contacts coming up on Twitter. They’re following me. Nice. I follow them. No question this is a fast-moving phenonemon—like Susan Boyle (with, as of today: 52,532,400 views on YouTube) and YouTube’s parent, Google itself, during its first few years of growth. I presented today on a webinar sponsored [...]
Filed under: Marketing, Relationships, social media | 3 Comments »
