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 »
Posted on March 11th, 2010 by Dave Stein
I picked this up on the web this morning. A training company is looking for a software application to deliver sales training to 3000 people in 20 countries for $500. Here it is: Description: We are a Training and Development Organisation carrying out a Global Sales Training Program in different languages over the coming 12 [...]
Filed under: Technology | 11 Comments »
Posted on March 8th, 2010 by Dave Stein
Prior to our briefing last week by The TAS Group executives in advance of today’s announcement, we were somewhat skeptical. We thought claims they made in their YouTube videos were more than a bit outrageous, like this one from their press release: “Dealmaker Genius uses over 20,000 core knowledge elements and more than one million [...]
Filed under: CRM, Measurement, Methodology, Opportunity Management, Sales 2.0, sales process, Sales Training Companies, Technology | No Comments »
Posted on December 16th, 2009 by Dave Stein
Back in October I delivered the keynote at SMT‘s conference. I shared with the audience ESR’s list of 12 obstacles that must be overcome for sales training to begin to have the degree of impact that a few the leading sales training companies are having with every client. Sales training is most often reactive. We [...]
Filed under: Hiring, Measurement, Methodology, Opportunity Management, Sales 2.0, Sales 2.0, sales process, Sales Training Companies | 5 Comments »
Posted on November 18th, 2009 by Dave Stein
As 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 process, sales training, Sales Training Companies, Technology | 1 Comment »
Posted on November 9th, 2009 by Dave Stein
For those of you who read Part 1 of this series and asked for more, thanks for your feedback, and here it is. Sales trainers and sales training firms have a big challenge over the next year: many customer training budgets have shrunk or been eliminated entirely; the trainers’ own revenues are significantly down—there has [...]
Filed under: Buyers, coaching, Economy, Hiring, Measurement, Methodology, sales process, Sales Training Companies, Technology | 9 Comments »
Posted on September 29th, 2009 by Dave Stein
Today The TAS Group announced the formal launch of its Dealmaker Partner Network. Dealmaker, The TAS Group’s sales performance automation platform, will serve as the core of a new generation of technology-enabled selling and learning solutions configured for each client’s specific requirements. The TAS Group’s charter solution partners are Huthwaite*, Infomentis*, and Think! Inc. Odd [...]
Filed under: CRM, Measurement, sales process, Sales Training Companies, Technology | 4 Comments »
Posted on September 22nd, 2009 by Dave Stein
Last year I wrote a blog post entitled, Come on, Dave. Which is the Best Sales Training Company? I really don’t expect everyone to have read that post, or to agree with my position, or to even understand what the problem is with that question, because providing direction to sales leaders in this regard is [...]
Filed under: Leadership, Sales Training Companies, Technology | 1 Comment »
