Posted on July 6th, 2010 by Dave Stein
TweetLast week I was interviewed for a podcast by John Golden, CEO and President of Huthwaite. John had some great questions for me about a number of topics around sales effectiveness: Changes in the buyer/seller relationship, in buyer behavior, and the role of technology such as social/professional networking. The relevance of sales training given the [...]
Filed under: Interview, Marketing, Technology, sales training | No Comments »
Posted on June 1st, 2010 by Dave Stein
TweetA significant factor contributing to sales performance improvement is the employment of technology that will enable more effective and more efficient selling. This technology comes in many sizes and flavors from marketing automation software from companies like Genius to post-sales call feedback and activity analytics tools like Front Row Solutions, and a lot in between. [...]
Filed under: CRM, Methodology, Sales 2.0, Sales Training Companies, Technology | 1 Comment »
Posted on April 1st, 2009 by Dave Stein
TweetFor those of you who follow the ups and downs, ins and outs of the sales training industry, here is the latest, as of today, April 1, 2009: Miller Heiman and furniture manufacturer Herman Miller have announced a merger. The new business, to be called Herman Miller Heiman, will be offering a new, upgraded version [...]
Filed under: Humor, Sales 2.0, Sales Training Companies | 27 Comments »
Posted on January 28th, 2009 by Dave Stein
TweetThere 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 December 5th, 2008 by Dave Stein
TweetEach 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 [...]
Filed under: Buyers, Economy, Industry Analyst, Measurement, Methodology, Research, Sales Training Companies, Technology | No Comments »
Posted on November 6th, 2008 by Dave Stein
TweetChris 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, [...]
Filed under: CRM, Methodology, Opportunity Management, Pipeline, Research, Sales 2.0, Sales Training Companies, Technology, sales process | 2 Comments »
