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 [...]
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 [...]
Filed under: sales training, Sales Training Companies, Technology | 4 Comments »
Posted on August 1st, 2008 by Dave Stein
During a discussion with a CEO client Wednesday about his VP of sales, the subject of strategic thinking came up. Here are some thoughts on that subject and a recommendation. One of the many capabilities required for success in complex selling and most sales management positions is the ability to think and act strategically. Too many [...]
Filed under: Book Recommendation, Competition, Professionalism, Sales Strategy, Sales Training Companies | 3 Comments »
Posted on July 16th, 2008 by Dave Stein
Earlier this month Miller Heiman was acquired by Sterling Investment Partners of Westport, Connecticut. From the press release: “The business was acquired from Leeds Equity Partners, a New York-based private equity firm, for an undisclosed price.” (Disclosure: Miller Heiman subscribes to ESR’s research.) On Monday, I spoke with an enthusiastic Sam Reese, Miller Heiman’s CEO. [...]
Filed under: Big Wins, Buyers, Economy, Sales Training Companies | No Comments »
Posted on June 16th, 2008 by Dave Stein
I recently spoke with a VP of sales for a $3 billion company. He told me that they used, (direct quote) “a little Miller Heiman, a little solution selling and a little Neil Rackham.” One of the many important points Rick Page (CEO of The Complex Sale and author of Hope is Not a Strategy and Make Winning a [...]
Filed under: Methodology, Sales Training Companies | 3 Comments »
