Posted on April 10, 2009 by Dave Stein
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 shy in voicing my concerns [...]
Filed under: Research, Sales 2.0, Sales Training Companies | Tagged: Holden, Jigsaw, Kadient, LinkedIn, Lucidera, Miller Heiman, Primary Intelligence, Richardson, SPI, The Brooks Group, The TAS Group, White Springs, ZoomInfo | 1 Comment »
Posted on December 11, 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 training [...]
Filed under: Buyers, Presentations, Sales Training Companies, Technology | Tagged: Richardson, Sandler, SPI, The TAS Group, travel budget | Leave a Comment »
Posted on December 1, 2008 by Dave Stein
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 [...]
Filed under: Presentations, Relationships, Technology, sales training | Tagged: Cisco, Jay Cross, Richardson, Roger Shank, Suzanne McLarnon, web 2.0 | Leave a Comment »
Posted on October 29, 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 | Tagged: Chris Hens, David DiStefano, Forcelogix, Jim Brodo, Linda Richardson, Patrick Stakenas, Richardson, White Springs | Leave a Comment »
Posted on September 24, 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 the companies [...]
Filed under: Sales Training Companies, Technology, sales training | Tagged: CustomerCentric, Frank Visgatis, Gary Walker, John Holland, Mike Bosworth, Miller Heiman, Richardson, Sandler, SPI, The TAS Group, Tim Young, Training Magazine | 4 Comments »
Posted on July 24, 2008 by Dave Stein
Coaching is the component of a sales effectiveness initiative that is most often sacrificed when costs must be contained. (More accurately, coaching workshops and post-program reinforcement for first-line sales managers are what gets cut.) Considering that coaching is the most important single mechanism for reinforcing and sustaining the impact of learning, this is a big problem.
During a podcast interview I recorded Tuesday [...]
Filed under: Measurement, Methodology, Sales Training Companies, sales training | Tagged: Chally, FranklinCovey, Performance Methods, Richardson, sales coaching, The Brooks Group, Wilson Learning | 3 Comments »
