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 8th, 2010 by Dave Stein
Prior to our briefing last week by The TAS Group executives in advance of today’s announcement, we were somewhat skeptical. We thought claims they made in their YouTube videos were more than a bit outrageous, like this one from their press release: “Dealmaker Genius uses over 20,000 core knowledge elements and more than one million [...]
Filed under: CRM, Measurement, Methodology, Opportunity Management, Sales 2.0, sales process, Sales Training Companies, Technology | No 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 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 6th, 2009 by Dave Stein
With the assistance of The TAS Group, ESR recently surveyed nearly 400 users of the following technologies to determine the effects that these new technologies in helping them win B2B sales opportunities: Jigsaw; LinkedIn; Twitter; Plaxo; Facebook; Hoover’s or OneSource. The pace of technology development today is dizzying. It seems as though a new sales-related [...]
Filed under: Marketing, Relationships, Sales Strategy, Technology | 9 Comments »
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 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 [...]
Filed under: Buyers, Competition, Economy, Hiring, Measurement, Methodology, On the Road, Opportunity Management, Presentations, Research, Sales 2.0, sales process, Sales Strategy, Sales Training Companies | 4 Comments »
Posted on February 2nd, 2009 by Dave Stein
As ESR continues to work with our clients, observe salespeople and research sales effectiveness, we’re frustrated and concerned with the increasing hype around Sales 2.0. Is Sales 2.0 real? Yes. Are Sales 2.0 applications actually helping salespeople to win business? Yes. There is no question about that. But we believe in numbers significantly less than [...]
Filed under: CRM, Marketing, Measurement, Sales 2.0, Technology | 8 Comments »
Posted on December 11th, 2008 by Dave Stein
In my post yesterday I wrote about how sales training companies are faring during this economic crisis. Some are doing well. Others less so. An area of considerable concern to those companies that are investing in sales performance improvement is the cost of travel. This is yet another area where the traditional hotel conference room [...]
Filed under: Buyers, Presentations, Sales Training Companies, Technology | No 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 »
