Posted on October 18th, 2011 by Dave Stein
Panelists: John Golden, CEO, Huthwaite Rich Blakeman, Sr. VP, Miller Heiman Joe Vance, Senior Consultant, Performance Methods, Inc. Donal Daly, CEO, The TAS Group Listen to archive Guests and subscribers login here. Registration required. Over the past few years, ESR has taken a very strong position on CRM and other technology-enabled selling solutions. On one [...]
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Posted on October 13th, 2011 by Dave Stein
Yesterday I had the pleasure of contributing to a client event in New York City hosted by AchieveGlobal. I had an opportunity to chat with Peter Ostrow of Aberdeen and Joel Cataldo, from the Talent Management organization at Arrow Electronics. Peter brought up the subject of the audio/video that was circulating a while back, “Did [...]
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Posted on August 22nd, 2011 by Dave Stein
The president is staying a few miles from where I live on Martha’s Vineyard. I’ve read numbers of articles about his visits here as well as widely varying impressions of the Vineyard. I’ve been wanting to write a few remarks to let my followers know what it’s really like. Here they are, keeping politics for [...]
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Posted on June 17th, 2011 by Dave Stein
This week ESR delivered a webinar for sales trainers and principals of sales training companies.* The title was: The Sales Training Market is Growing Again. Are You Positioned to Earn Your Share? We posed the four questions in the slide to the right, and went about answering those questions with specific examples based [...]
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Posted on September 8th, 2010 by Dave Stein
Subject: ESR’s New Sales Training Provider Coverage Model ES Research Group, Inc., (ESR) is expanding our ongoing global coverage of sales training providers. As a provider of sales training, I would like to personally invite you to a most important event which we expect could have a significant impact on your firm, your products and [...]
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Posted on May 21st, 2010 by Dave Stein
It’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 [...]
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Posted on February 3rd, 2010 by Dave Stein
I’m on the road all this week. (In fact, I’m writing this on a plane from Minneapolis to Kansas City.) There’s not enough time to for me to write a long, thoughtful blog post. But I don’t have to. I’ve written enough of them here on this subject already—two year’s worth—just in case you’re interested. [...]
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Posted on August 19th, 2009 by Dave Stein
Update – Sept 25th: We love the Prius. We’re averaging 55 mpg. It’s bigger inside than you would think. (The dogs have plenty of room.) Brian, the salesperson at Falmouth Toyota, did a terrific job, diligently taking care of all the paperwork to get us our Cash-for-Clunkers instant rebate the day the program concluded. All [...]
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Posted on August 17th, 2009 by Dave Stein
During the past few weeks I spoke with executives of some of the leading sales training companies. Among them were Donal Daly, CEO of The TAS Group; Bill Bennett, Senior Vice President of Franklin Covey’s Leadership Practice; Elizabeth Vanneste, Miller Heiman’s CMO; Mike Rohan, President of Executive Conversation; and Steve Andersen, Managing Partner of Performance [...]
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Posted on August 13th, 2009 by Dave Stein
This post is about one of the most important business books I have ever read. In fact, depending on your company’s circumstances, it might be the most important book you ever read. First, a bit of background I met Paul O’Dea (left) back in 2002 when I delivered a keynote speech in Dublin for 300 [...]
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