Posted on April 30, 2009 by Dave Stein
I was asked by my friend Charlie Green representing The Customer Collective to contribute to an e-book that was just published. I recommend that you download it, read it and use it.
Selling Through A Slump: An Industry-by-Industry Playbook
A Guide by Salespeople for Salespeople on How to Sell Your Way to Recovery
Download this Free eBook
Selling [...]
Filed under: Book Recommendation, Economy, Sales Strategy, Sales Tactics | Tagged: ebook, Recession, selling, slump | Leave a Comment »
Posted on December 22, 2008 by Dave Stein
Read McKinsey’s recent article, The downturn’s new rules for marketers (registration required).
I was pleasantly surprised to see some sound advice about sales organization function and structure in the article. The real meat for those of us on the sales side is near the end of the piece, beginning with, “Reprioritizing sales function.”
There is no shortage [...]
Filed under: Economy, Leadership, Marketing, Research | Tagged: McKinsey, Recession, sales organization, value proposition | 1 Comment »
Posted on October 28, 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 Companies, sales training | Tagged: Recession, The TAS Group, York Baur | 2 Comments »
Posted on April 21, 2008 by Dave Stein
I was on the phone today with an associate from a private equity firm.
He found ESR on the web and was interested in our opinion on a number of topics
as a foundation for his firm acquiring one or more sales training companies. He
asked how sales training companies were generally doing during this
recession. He pondered how a services-based company could weather these types
of [...]
Filed under: Methodology, Sales Training Companies | Tagged: Recession, Sales Training Companies, Think-Inc! | 4 Comments »