Posted on November 13th, 2008 by Dave Stein
Donal Daly, CEO of The TAS Group, wrote a great post (Early failure is better than late failure) on his company’s blog that is more than worthy of your consideration. (Disclosure: The TAS Group is a subscriber to ESR’s research.) In the post Donal discusses the not-often-enough-overcome challenge of effective qualification. From the post: When [...]
Filed under: Big Wins, coaching, Competition, Methodology, Opportunity Management, Pipeline, Sales Training Companies | 2 Comments »
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 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 26th, 2008 by Dave Stein
You’ve probably read a lot of articles by sales trainers entitled something like, “Why Sales Training Doesn’t Work.” Google that phrase and see what I mean. You can also look again at the title of this post for another example. The TAS Group’s CEO, Donal Daly, wrote a post on The Sales 2.0 Network blog that [...]
Filed under: Measurement, Methodology, Research, sales process, sales training, Technology | 5 Comments »
Posted on April 17th, 2008 by Dave Stein
Geoffrey James writes a great blog. I enjoy reading it, plus I most often learn something. Although it’s more targeted to sales people than sales leaders, Geoffrey knows a lot about selling, is very well informed about a lot of things, and is a really good writer. Last week he wrote a seriously gutsy post about whether the U.S. should bail out of [...]
Filed under: Uncategorized | 1 Comment »
Posted on April 10th, 2008 by Dave Stein
I had the opportunity to interview Jill Konrath last week for an ESR podcast. (Here is ESR’s list of podcasts.) Most of the top tier sales training companies have little to say about how to fill the pipeline. They typically focus on sales opportunity and account management. If a company’s marketing department isn’t doing its [...]
Filed under: Pipeline, Technology | No Comments »
