Posted on December 1st, 2011 by Dave Stein
I recently ran into Brian Reilly in Cancun, Mexico, at a social event. With me being on the sales side and Brian on the marketing side, naturally, a conversation ensued. (No food was thrown, we assure you.) Brian is the founder of Solerte Consulting. I thought it would be valuable for you to hear from [...]
Filed under: Marketing, Measurement, Pipeline, Sales 2.0, Technology | 1 Comment »
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 February 9th, 2011 by Dave Stein
Some observations on virtual learning for sales people Martyn Lewis, CEO of 3g Selling and Market Partners, attended ASTD’s recent TechKnowledge event in San Jose. 3g Selling is a leading provider of virtual sales learning solutions, so we view Martyn as an expert in this area. (Note: 3g Selling subscribes to ESR’s research.) With Martyn’s [...]
Filed under: Presentations, Sales Training Companies, Technology | 1 Comment »
Posted on January 12th, 2011 by Dave Stein
Eighteen months ago we began telling you that more and more sales training companies would be investing in virtual delivery capabilities. We even suggested that training firms that didn’t move toward virtual would be significantly behind the industry leaders by the time 2011 rolled around. We knew their market would make that determination. Behind the [...]
Filed under: Sales Training Companies, Technology | 3 Comments »
Posted on January 3rd, 2011 by Dave Stein
During 2010, ES Research Group was retained by Bob Seiler, Senior Vice President of Sales and Marketing at PR Newswire. Bob was new at PRN and had determined that deploying a selling methodology was a critical strategy to help support company growth objectives. Elevating selling performance with the relevant training, technology, and reinforcement was required [...]
Filed under: Buyers, Leadership, Methodology, Sales Training Companies, Technology | 2 Comments »
Posted on July 8th, 2010 by Dave Stein
Last week Miller Heiman announced Advanced ConceptsSM, their new multi-media, virtual learning offering. Clients who are using Miller Heiman’s content have been saying they want to take their application of the Strategic Selling process to the next level. The new tool provides content above and beyond what is typically offered in Miller Heiman’s programs. Miller [...]
Filed under: coaching, Methodology, Sales Strategy, Sales Training Companies, Technology | 2 Comments »
Posted on July 6th, 2010 by Dave Stein
Last 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, sales training, Technology | No Comments »
Posted on June 1st, 2010 by Dave Stein
A significant factor contributing to sales performance improvement is the employment of technology that will enable more effective and more efficient selling. This technology comes in many sizes and flavors from marketing automation software from companies like Genius to post-sales call feedback and activity analytics tools like Front Row Solutions, and a lot in between. [...]
Filed under: CRM, Methodology, Sales 2.0, Sales Training Companies, Technology | 1 Comment »
Posted on March 18th, 2010 by Dave Stein
Earlier this week I spent two days with a technology company client in New York City. As with every other tech company with which we’ve been engaged, I was asked about my opinion on demos. The discussion prompted this post. On the sell-side, the precise approach to demos will differ company-by-company, product-by-product. Selling iPhones? Demo [...]
Filed under: Sales Strategy, Technology | 3 Comments »
