Posted on December 22nd, 2008 by Dave Stein
Read McKinsey’s recent article, The downturn’s new rules for marketers (registration required).
I was pleasantly surprised to see some sound advice about sales organization function and structure in the article. The real meat for those of us on the sales side is near the end of the piece, beginning with, “Reprioritizing sales function.”
There is no shortage [...]
Filed under: Economy, Leadership, Marketing, Research | 1 Comment »
Posted on December 11th, 2008 by Dave Stein
In my post yesterday I wrote about how sales training companies are faring during this economic crisis. Some are doing well. Others less so.
An area of considerable concern to those companies that are investing in sales performance improvement is the cost of travel. This is yet another area where the traditional hotel conference room training [...]
Filed under: Buyers, Presentations, Sales Training Companies, Technology | No Comments »
Posted on December 10th, 2008 by Dave Stein
A few of our clients have asked how the mainstream sales training companies are doing during this economic crisis. Let me provide you with a few data points.
I received an email today from one CEO saying, “We are completing a great year with a 30+% growth.”
Based upon my understanding of current sales training demand, another [...]
Filed under: Buyers, Economy, Measurement, Pipeline, Sales Training Companies | No Comments »
Posted on November 19th, 2008 by Dave Stein
I read an article today about the Big 3 Automaker CEOs flying their jets into D.C. to plead for public funds. What a bad message to be sending Congress, their employees (I’ll stay out of the union discussion at this point) and the American people.
As a pilot, airplane owner, and salesperson, I can justify the use [...]
Filed under: Buyers, Economy, Marketing, Professionalism, Relationships | 2 Comments »
Posted on April 28th, 2008 by Dave Stein
We are presently in a recession* in the U.S. Here are some positive actions that our clients are taking:
Reducing their SG&A (Sales, General and Administrative income statement expense item) buy cutting the bottom 10 to 20% of their sales team. It’s very unlikely that sales people who aren’t productive in a good economy will be productive [...]
Filed under: Economy | No Comments »
