Posted on April 30th, 2009 by Dave Stein
I was asked by my friend Charlie Green representing The Customer Collective to contribute to an e-book that was just published. I recommend that you download it, read it and use it. Selling Through A Slump: An Industry-by-Industry Playbook A Guide by Salespeople for Salespeople on How to Sell Your Way to Recovery Download this [...]
Filed under: Book Recommendation, Economy, Sales Strategy, Sales Tactics | No Comments »
Posted on December 22nd, 2008 by Dave Stein
Read McKinsey’s recent article, The downturn’s new rules for marketers (registration required). I was pleasantly surprised to see some sound advice about sales organization function and structure in the article. The real meat for those of us on the sales side is near the end of the piece, beginning with, “Reprioritizing sales function.” There is [...]
Filed under: Economy, Leadership, Marketing, Research | 1 Comment »
Posted on October 28th, 2008 by Dave Stein
For the moment, we’re busy at ESR. During the past few weeks, even during this economic high-speed wobble, a number of companies became actively involved in exploring with us how they can improve the effectiveness of their salespeople. Another good sign: we’ve been selling more reports, especially our 2008 Sales Training Vendor Guide and our Understanding, Defining [...]
Filed under: Competition, Economy, Leadership, sales training, Sales Training Companies | 2 Comments »
Posted on April 28th, 2008 by Dave Stein
We are presently in a recession* in the U.S. Here are some positive actions that our clients are taking: Reducing their SG&A (Sales, General and Administrative income statement expense item) buy cutting the bottom 10 to 20% of their sales team. It’s very unlikely that sales people who aren’t productive in a good economy will be [...]
Filed under: Economy | No Comments »
Posted on April 21st, 2008 by Dave Stein
I was on the phone today with an associate from a private equity firm. He found ESR on the web and was interested in our opinion on a number of topics as a foundation for his firm acquiring one or more sales training companies. He asked how sales training companies were generally doing during this recession. He pondered how a [...]
Filed under: Methodology, Sales Training Companies | 6 Comments »
