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sales 2.0

Enough With The Shortcuts And Quick Solutions, Already.

July 21, 2009 by Dave Stein with 187 views

Fortunately, it’s a busy time for us at ESR. Right now, we’re providing advice and guidance to a number of companies that are actively evaluating strategies and solutions for sales performance improvement, but based on the economy, the state of the sales training industry, and the mistakes they’ve made in the past, have to finally get... [read more]

My 2009 Word of The Year, So Far

March 19, 2009 by Dave Stein with 136 views

One of my most-used words these days is “scrutinize.” Merriam-Webster says it means “to examine closely and minutely.” At ESR, we find ourselves using the word fairly often: VPs have been asking us about how to determine which sales reps to keep and which to redeploy. In this current economic situation some of what salesreps depended... [read more]

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

March 6, 2009 by Dave Stein with 156 views

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 year” box.On the... [read more]

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