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 May 4th, 2009 by Dave Stein
What’s going on here?
Sales training has been around for more than 100 years. Yet every year, new approaches appear with the promise of being “The Silver Bullet.” Old approaches—even those that are relevant to fixing the proble—are labeled “old-school,” and rejected.
On Amazon.com there are 29, 469 books under the category of “How to Sell.” In [...]
Filed under: Account Management, Buyers, Economy, Industry Analyst, Professionalism, Research, Technology | 26 Comments »
Posted on March 18th, 2009 by Dave Stein
I was recently interviewed by Lori Champion from SMT (The Professional Society for Sales & Marketing Training) as part of the ramp-up for their annual conference in Orlando October 14 – 16, 2009. I’ll be keynoting at the event. The topic will be Sales Excellence 2012: Overcoming Tough Obstacles, Achieving Measurable Results.
Lori’s interview begins:
What do [...]
Filed under: Dave Stein, Interview, Marketing, Methodology, On the Road, Presentations, Research, sales training | No Comments »
Posted on February 25th, 2009 by Dave Stein
ESR has a unique perspective on sales performance improvement. We don’t deliver sales training or sales consulting. We’re sales training industry observers, analysts, researchers and advisors to our clients on what works in sales effectiveness and training.
Here’s what’s been going on at ESR:
A large client in the financial services sector is working very hard [...]
Filed under: Buyers, Competition, Economy, Hiring, Measurement, Methodology, On the Road, Opportunity Management, Presentations, Research, Sales 2.0, Sales Strategy, Sales Training Companies, sales process | 4 Comments »
