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 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 April 1st, 2009 by Dave Stein
For 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 of [...]
Filed under: Humor, Sales 2.0, Sales Training Companies | 27 Comments »
Posted on February 9th, 2009 by Dave Stein
When it comes to marketing, Miller Heiman leads the pack. I recently spoke with Elizabeth Vanneste, their Chief Marketing Officer. Elizabeth brought Miller Heiman into four telecommunications companies where she had previously worked. She joined the Miller Heiman team last June as a sales VP and took over marketing three months ago.
Elizabeth shared with me that [...]
Filed under: Buyers, CRM, Economy, Marketing, Methodology, Opportunity Management, Relationships, Sales Training Companies, Technology, sales training | 3 Comments »
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 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 »
Posted on October 22nd, 2008 by Dave Stein
To: Sales Trainers, Authors and Experts
If you haven’t been keeping up with the Bob Beck story this week, it’s worth learning about. Here are four posts to get you started:
Hey! Stop Plagiarizing My Content! (This blog)
Noted Sales Guru Caught Plagiarizing? (Geoffrey James’s Sales Machine Blog — Thanks, Geoffrey)
Plagiarism, Concealment or Coincidence? The Case of Bob Beck (Charles Green’s TrustedAdvisor.com)
Plagiarism, Concealment or [...]
Filed under: Professionalism, Sales Training Companies | 10 Comments »
Posted on September 24th, 2008 by Dave Stein
Training Magazine recently published an article I wrote. It’s about innovation in sales training.
There are a couple of points in the article I’d like to comment on. The first:
“Innovation has been slow to come to some of the larger training companies, as well. There are two major reasons for that. First, some of the companies [...]
Filed under: Sales Training Companies, Technology, sales training | 4 Comments »
