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 Training Companies, sales process | 5 Comments »
Posted on December 2nd, 2009 by Dave Stein
Dave Brock wrote a terrific post about sales process. It sparked me to write about an issue that has been troubling me.
I’m not going to put forward any more arguments on the subject of whether or not process important in selling. There is enough research out there—from ESR, from other research firms, and a there [...]
Filed under: Methodology, Opportunity Management, Research, Sales Training Companies, sales process | 11 Comments »
Posted on June 11th, 2008 by Dave Stein
I’ve been listening in on deal management and war room calls with our client who had gone through classroom-based sales training in late April. They’re a public company, so the pressure is on to close business by the end of the quarter.
I didn’t expect the process work, training, technology support and coaching to have an impact [...]
Filed under: CRM, Measurement, Methodology, Sales Training Companies, Technology | 1 Comment »
Posted on May 9th, 2008 by Dave Stein
Before I go any further, let me again state that there are a lot of effective, high value, ethical sales training companies out there. They have long lists of customers who have managed to dramatically improve their teams’ sales performance.
Stealing
Let me dig a bit into a point I made in Part 1—the fact that some [...]
Filed under: Sales Training Companies | No Comments »
Posted on April 29th, 2008 by Dave Stein
I’m in Boston today and tomorrow observing a sales training program that is being delivered to one of ESR’s smaller clients. This is not something we typically do at ESR, but these circumstances are special: Our client is in the midst of a textbook-perfect deployment of a new sales methodology, training and the implementation of [...]
Filed under: Methodology, Sales Training Companies, Technology | 3 Comments »
