Posted on July 8th, 2010 by Dave Stein
Last week Miller Heiman announced Advanced ConceptsSM, their new multi-media, virtual learning offering. Clients who are using Miller Heiman’s content have been saying they want to take their application of the Strategic Selling process to the next level. The new tool provides content above and beyond what is typically offered in Miller Heiman’s programs. Miller [...]
Filed under: coaching, Methodology, Sales Strategy, Sales Training Companies, Technology | 2 Comments »
Posted on January 28th, 2010 by Dave Stein
Imparta Ltd. is a Tier 1 global sales effectiveness organization based in the U.K. with presence in 32 countries including the U.S. They have many strengths, especially in the areas of creating customer value and methodology. Imparta’s sales training programs encompass sales, marketing, and leadership training. ESR commenced formal coverage of Imparta last year. They [...]
Filed under: coaching, CRM, Economy, Interview, Marketing, Methodology, RFP, Sales Training Companies | No Comments »
Posted on December 16th, 2009 by Dave Stein
Back in October I delivered the keynote at SMT‘s conference. I shared with the audience ESR’s list of 12 obstacles that must be overcome for sales training to begin to have the degree of impact that a few the leading sales training companies are having with every client. Sales training is most often reactive. We [...]
Filed under: Hiring, Measurement, Methodology, Opportunity Management, Sales 2.0, Sales 2.0, sales process, Sales Training Companies | 5 Comments »
Posted on October 15th, 2009 by Dave Stein
ESR knows that when buyers of sales training need to skinny back on the vendor’s proposal to save some money, coaching/learning reinforcement often gets cut first. I pointed this out yesterday during my keynote speech at SMT’s conference in Orlando and got universal agreement from a roomful of enthusiastic practitioners, trainers and consultants. Everyone in [...]
Filed under: coaching | 2 Comments »
