Webinar: Sales Training – The Independent Expert’s View

The TAS Group has invited me to deliver a complimentary webinar next Wednesday, April 8th, at 1:00 pm EDT.  During the webinar, I’ll be sharing ES Research Group’s latest findings about trends in sales training and sales training providers from ESR’s Sales Training Vendor Guide, Third Edition, which will be published next week.

How to get [...]

My Interview with SMT

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 [...]

ESR’s Approach For A Sales Performance Improvement Initiative

As ESR is completing our Sales Training Vendor Guide we are updating a number of our models.  Here is a presentation of our sales training approach model that we deliver to project teams tasked with finding, evaluating, and selecting sales training companies. The content is based upon work we’ve done with clients during the [...]

The Economy Is Down, So It’s Webinar Time!

I’ve delivered lots of webinars over the years, working with all the well-know providers and others as well.  With only two exceptions where the audio was lost for all the participants, I’ve had very good experiences.  That’s not by accident.  My content is always relevant to the audience, I rehearse, I’m facile with the technology, [...]

Here’s What’s Going On

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 [...]

SmartDraw. Nice!

The folks at SmartDraw sent me a review copy of their business graphics package.  I love good software.  This is good software.  I rendered that “No Sales Tips” sign in the left column in less than five minutes from an existing template.
I seem to be in sign mode these days.  The one on the right [...]

The Care, Feeding (and Training) of Salespeople

Brian Lambert of ASTD hosted a webinar this week where I presented The Care, Feeding (and Training) of Salespeople.  It’s targeted at learning and training organizations leaders and managers.
Registration will get you access to an archive of the event.

Sales Training And Travel Budget Cuts

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 training [...]

Technology-Driven Sales Learning At Cisco

Suzanne McLarnon, Director of Worldwide Sales Force Development at Cisco, presented at Richardson’s 2008 Client Forum in late October. 
Suzanne’s topic was Using Technology To Drive Sales Force Performance.  Suzanne’s mission at Cisco isn’t trivial.  Cisco’s sales force is a huge global community, consisting of 17,000 sales professionals and over 200,000 partners, and, as you can imagine, it’s not [...]

New LinkedIn Feature: Share Your Presentations

I subscribe to Chris Brogan’s blog.  His recent post about LinkedIn applications compelled me to spend a bit of time on the site.
In the past I’ve been very possessive about presentations I’ve done.  Now I’ve decided to share a bit more.  One of the new LinkedIn apps allows me to do just that.  There are a [...]