Posted on November 4th, 2009 by Dave Stein
I finally got around to meeting my telephone and e-mail colleague, Tom Martin, face-to-face a few weeks ago. Tom is someone I hold in high regard for his experience, integrity and deep understanding of the sales training industry.
Tom is a 20-year veteran of the sales methodology and training industry, with a diverse set of global [...]
Filed under: Buyers, Interview, Methodology, Opportunity Management, Sales Training Companies, sales process | 14 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.
I’ve not been [...]
Filed under: Research, Sales 2.0, Sales Training Companies | 1 Comment »
Posted on February 9th, 2009 by Dave Stein
When it comes to marketing, Miller Heiman leads the pack. I recently spoke with Elizabeth Vanneste, their Chief Marketing Officer. Elizabeth brought Miller Heiman into four telecommunications companies where she had previously worked. She joined the Miller Heiman team last June as a sales VP and took over marketing three months ago.
Elizabeth shared with me that [...]
Filed under: Buyers, CRM, Economy, Marketing, Methodology, Opportunity Management, Relationships, Sales Training Companies, Technology, sales training | 3 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 some [...]
Filed under: CRM, Marketing, Measurement, Sales 2.0, Technology | 8 Comments »
Posted on November 6th, 2008 by Dave Stein
Chris Hens, President and COO of White Springs, presented at the Richardson client forum last week. The subject was in-context sales learning and reinforcement.
With a background in sales training, Chris has a deep understanding of the challenges companies face with respect to sales performance improvement. White Springs has worked with Complex Sale, Holden, Huthwaite, Miller Heiman, ValuSelling [...]
Filed under: CRM, Methodology, Opportunity Management, Pipeline, Research, Sales 2.0, Sales Training Companies, Technology, sales process | 2 Comments »
Posted on October 29th, 2008 by Dave Stein
This morning I delivered the keynote speech at Richardson’s 2008 Client Forum at the Sofitel in downtown Philadelphia. I was honored to have been provided the opportunity to address their personnel, their clients and a few important business partners. Richardson is a company that continues to be a leader in the sales training arena.
Linda Richardson herself is [...]
Filed under: Book Recommendation, Marketing, Measurement, Methodology, On the Road, Presentations, Professionalism, Research, Sales 2.0, Sales Training Companies | 2 Comments »
