Posted on October 19th, 2010 by Dave Stein
During October I delivered a webinar for ASTD’s Sales Training Drivers. The title was How to Select the Right Sales Training Provider. Based upon ES Research Group’s experience and regular surveys, most decisions regarding third party sales training content providers are made for the wrong reasons in the wrong way. The result is wasted time, [...]
Filed under: Measurement, Presentations, Sales Training Companies | 1 Comment »
Posted on June 2nd, 2009 by Dave Stein
I’ve been at the ASTD International Conference and Exposition since Sunday. This is my first one. A few observations: In many companies, corporate training has a long way to go to be seen as valuable by their sales organizations. On the other hand, when left to their own devices, many sales organizations continue to get [...]
Filed under: Professionalism | 2 Comments »
Posted on March 12th, 2009 by Dave Stein
You may have noticed that I’ve been posting less frequently during the past two weeks. ESR is in the midst of a number of projects and new initiatives. In addition, I’ve been on an increasing number of phone calls with clients, prospects, vendors, sales training associations’ leadership, and business associates. I wrote Here’s What’s Going [...]
Filed under: Economy, Hiring, Measurement, Methodology, Research, Sales Training Companies | 5 Comments »
Posted on February 25th, 2009 by Dave Stein
ESR has a unique perspective on sales performance improvement. We don’t deliver sales training or sales consulting. We’re sales training industry observers, analysts, researchers and advisors to our clients on what works in sales effectiveness and training. Here’s what’s been going on at ESR: A large client in the financial services sector is working very [...]
Filed under: Buyers, Competition, Economy, Hiring, Measurement, Methodology, On the Road, Opportunity Management, Presentations, Research, Sales 2.0, sales process, Sales Strategy, Sales Training Companies | 4 Comments »
Posted on December 19th, 2008 by Dave Stein
Brian Lambert of ASTD hosted a webinar this week where I presented The Care, Feeding (and Training) of Salespeople. It’s targeted at learning and training organizations leaders and managers. Registration will get you access to an archive of the event.
Filed under: Dave Stein, Leadership, Measurement, Presentations, Research, Sales Training Companies, Technology | 2 Comments »
Posted on June 4th, 2008 by Dave Stein
White papers serve a function: to position a vendor’s assessment of opportunities or challenges faced by their target market and serve up that vendor’s products or services as solutions. In most cases, white papers are marketing documents rather than the unbiased analyses they appear to be. (There are exceptions, including the white paper recently published [...]
Filed under: Sales Training Companies | No Comments »
Posted on May 20th, 2008 by Dave Stein
I’ve written and spoken alot about the subject of the fitness of salespeople with respect to their jobs. Brian Lambert, who is both the Chairman of the United Professional Sales Association, and Director, Sales Development & Performance for ASTD, invited me to contribute to a whitepaper on the subject of salesperson competency. (In fact I’m [...]
Filed under: Hiring | No Comments »
