Posted on May 4th, 2009 by Dave Stein
What’s going on here?
Sales training has been around for more than 100 years. Yet every year, new approaches appear with the promise of being “The Silver Bullet.” Old approaches—even those that are relevant to fixing the proble—are labeled “old-school,” and rejected.
On Amazon.com there are 29, 469 books under the category of “How to Sell.” In [...]
Filed under: Account Management, Buyers, Economy, Industry Analyst, Professionalism, Research, Technology | 26 Comments »
Posted on October 14th, 2008 by Dave Stein
Jim Dickie and Barry Trailer, our colleagues over at CSO Insights, are currently in the process of launching their 15th annual Sales Performance Optimization study, the past results from which have been regularly featured in Harvard Business Review, Business Week, Entrepreneur Magazine, Selling Power Magazine, Inc., CRM Magazine, etc. We at ES Research have also presented some of [...]
Filed under: Industry Analyst, Measurement, Research, sales process | No Comments »
Posted on August 7th, 2008 by Dave Stein
I wrote a post a while back about white papers. I said, “In most cases, white papers are marketing documents rather than the unbiased analyses they appear to be.”
The same can be said for a subset of marketing collateral labeled “Sponsored Research.”
There are three prominent flavors of non-academic, sponsored research:
Legitimate sponsored research. A corporation (or more than one) [...]
Filed under: Buyers, Industry Analyst, Marketing, Research, Technology | 5 Comments »
Posted on July 17th, 2008 by Dave Stein
Ann All (with ITBusinessEdge.com) posted an entry in her blog today about the optimistic outlook for CRM sales. She wrote, “Datamonitor, KensingtonHouse, CSO Insights and Gartner are among the companies with an optimistic outlook on CRM.” She then added AMR Research to the list.
I won’t dispute the prediction.
What I will say is that progress is painfully slow [...]
Filed under: CRM, Industry Analyst, Relationships, Technology | 5 Comments »
Posted on June 18th, 2008 by Dave Stein
How many sales people do you think regularly seek out tips about selling on websites, in magazines, books, newsletters, etc.? We have not done any research on this (if someone has, let me know), but I would expect the answer is: “a lot.”
What’s wrong with it? Same answer: a lot.
Here’s why. Many salespeople think that [...]
Filed under: Methodology, Sales Strategy, Sales Tactics | 1 Comment »
