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 March 18th, 2010 by Dave Stein
Earlier this week I spent two days with a technology company client in New York City. As with every other tech company with which we’ve been engaged, I was asked about my opinion on demos. The discussion prompted this post. On the sell-side, the precise approach to demos will differ company-by-company, product-by-product. Selling iPhones? Demo [...]
Filed under: Sales Strategy, Technology | 3 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 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 [...]
Filed under: Methodology, Opportunity Management, Research, sales process, Sales Training Companies | 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. [...]
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 [...]
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 [...]
Filed under: Buyers, CRM, Economy, Marketing, Methodology, Opportunity Management, Relationships, sales training, Sales Training Companies, Technology | 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 [...]
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, [...]
Filed under: CRM, Methodology, Opportunity Management, Pipeline, Research, Sales 2.0, sales process, Sales Training Companies, Technology | 2 Comments »
