Should You Spend Your Money On Sales 2.0 Or Sales Training?

Sales training is more than 100 years old.  With few exceptions, it’s not very sexy.  Many salespeople believe (PDF) they’ve been through enough of it to last a lifetime.  For many reasons, most of their managers don’t see any value, so they take a tactical, event-based approach just to check the “trained my people this [...]

Checking the Sales Training Box

From phone calls we keep receiving it’s apparent that there is a boatload of sales VPs out there who still don’t understand that long-term sales effectiveness improvement doesn’t come from shrink-wrapped speeches or out-of-the-box, stand-alone, sales training programs.
I spoke with the distressed training director of a large company who told me that he was given a [...]

The Time is Now

At ESR, we’re proud of the fact that we can see our influence take hold within certain companies and industries.
We founded ESR with critical guiding principles. One is to be straight with our customers, clients and subscribers. So we built a “To the Point” into the template for our ESR/Insight Briefs. If you tend to [...]