Observing a Sales Training Program (Part 3)

Posted on June 11th, 2008 by Dave Stein

I’ve been listening in on deal management and war room calls with our client who had gone through classroom-based sales training in late April.  They’re a public company, so the pressure is on to close business by the end of the quarter. I didn’t expect the process work, training, technology support and coaching to have an [...]

Filed under: CRM, Measurement, Methodology, Sales Training Companies, Technology | 1 Comment »

The Sales Enablement Technology Dark Ages: Sales 0.2

Posted on May 8th, 2008 by Dave Stein

As we continue to dig deeper into the capabilities of the leading sales performance improvement companies, we’re not encouraged by some of what we’re seeing in the area of sales enablement technology. Through recent engagements where our clients evaluated sales training companies, we listened to double-talk, vendor sales reps ducking questions, and a complete lack of [...]

Filed under: Methodology, Sales Training Companies, Technology | 2 Comments »

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