Posted on April 10th, 2009 by Dave Stein
Update: This conference is sold out.
I’m delighted to be both presenting and participating in a panel discussion at the Sales 2.0 Conference in Boston on May 21st.
Using recent research from ESR’s Sales Training Vendor Guide, I’ll talk specifically about technology-enabled learning—how technology is changing learning and why today, effective sales learning requires technology.
I’ve not been [...]
Filed under: Research, Sales 2.0, Sales Training Companies | 1 Comment »
Posted on January 28th, 2009 by Dave Stein
There have been some interesting conversations taking place on The Customer Collective on the subject of the adoption of social media and the changes required in approach and skills for B2B salespeople. If you’re interested in a little entertainment—snarking, social media-style—I would suggest looking at these two posts and more important the comment thread that [...]
Filed under: Methodology, Professionalism, Relationships, Sales Strategy, Sales Training Companies | 21 Comments »
Posted on January 13th, 2009 by Dave Stein
Followers of this blog are familiar with the high value I place on planning, competitive selling strategies, and political leverage for winning complex sales situations as well as for effectively managing strategic accounts. I was first introduced to Holden many years ago by Steve Slaughter, a salesrep who worked for me who had been through [...]
Filed under: Account Management, Big Wins, Marketing, Opportunity Management, Research, Sales Strategy, Sales Training Companies, Technology, coaching, sales process | No Comments »
Posted on December 5th, 2008 by Dave Stein
Each year ESR publishes its annual Sales Training Vendor Guide.
The 2008 Guide, which was published last December, compares and contrasts 19 leading sales training providers across many different capabilities such as depth and breadth of offering, program effectiveness, educational design, available customization, post-program reinforcement, learning technology support and measurement.
Although the 2008 Guide came in at [...]
Filed under: Buyers, Economy, Industry Analyst, Measurement, Methodology, Research, Sales Training Companies, Technology | No Comments »
Posted on November 6th, 2008 by Dave Stein
Chris Hens, President and COO of White Springs, presented at the Richardson client forum last week. The subject was in-context sales learning and reinforcement.
With a background in sales training, Chris has a deep understanding of the challenges companies face with respect to sales performance improvement. White Springs has worked with Complex Sale, Holden, Huthwaite, Miller Heiman, ValuSelling [...]
Filed under: CRM, Methodology, Opportunity Management, Pipeline, Research, Sales 2.0, Sales Training Companies, Technology, sales process | 2 Comments »
