http://www.esresearch.com/e/home/index.php Dave Stein dave.stein@esresearch.com en-us Dave Stein Dave Stein, CEO and Founder of ES Research Group, Inc. (www.ESResearch.com) interviews sales thought leaders. In-depth podcasts featuring Dave Stein and sales thought leaders, covering sales training, sales effectiveness, Sales 2.0 technology, hiring, trends, strategies and approaches. ESR discusses how sales trainers can grow their businesses. ESR discusses sales training industry trends and challenges and how sales trainers can grow their businesses. For the video and PDF, go here: http://ow.ly/5iNTW 1:00:51 Wed, 15 Jun 2011 05:17:08 GMT Dave Stein, Sales Training, ES Research http://www.esresearch.com/e/downloads/podcasts/2011-06-15_ESR_Sales_Trainers_Webinar.mp3 http://www.esresearch.com/e/downloads/podcasts/2011-06-15_ESR_Sales_Trainers_Webinar.mp3 Dave Stein and Martyn Lewis discuss virtual sales training. Dave Stein and Marty Lewis talk about third generation sales training and how virtual sales training differs from traditional live training. 20:54 Tue, 22 Mar 2011 05:17:08 GMT Dave Stein, Martyn Lewis, Virtual Sales Training, 3g Selling http://www.esresearch.com/e/downloads/podcasts/martyn_lewis.mp3 http://www.esresearch.com/e/downloads/podcasts/martyn_lewis.mp3 Dave Stein and Bob Seiler discuss PRN's sales effectiveness initiative. Dave Stein and Bob Seiler talk about PRN's sales training provider evaluation and selection process and what's required for sales effectiveness. 17:52 Tue, 22 Feb 2011 05:17:08 GMT Dave Stein, Bob Seiler, PR Newswire, Miller Heiman, ES Research, Sales Training http://www.esresearch.com/e/downloads/podcasts/bob_seiler.mp3 http://www.esresearch.com/e/downloads/podcasts/bob_seiler.mp3 Dave Stein and Mike Bosworth discuss story-telling in B2B sales. Dave Stein and sales training industry legend, Mike Bosworth, discuss how story-telling can provide significant advantage in B2B selling. 28:14 Tue, 05 Oct 2010 05:17:08 GMT Dave Stein, Solution Selling, Mike Bosworth, Story Telling, B2B Sales, ES Research, Sales Training http://www.esresearch.com/e/downloads/podcasts/Mike_Bosworth.mp3 http://www.esresearch.com/e/downloads/podcasts/Mike_Bosworth.mp3 Dave Stein and three executives from SPI discuss, among other things, Sales 2.0 and new selling skills. Dave Stein, Keith Eades, Robert Kear and Tim Sullivan of Sales Performance International discuss, among other things, customer buying patterns, Sales 2.0, 12 critical selling competencies, and the Solution Selling approach. 32:53 Tue, 15 Sep 2009 05:17:08 GMT Dave Stein, Solution Selling, Keith Eades, SPI, Sales Performance International, ES Research, Sales Training http://www.esresearch.com/e/downloads/podcasts/spi_esr.mp3 http://www.esresearch.com/e/downloads/podcasts/spi_esr.mp3 Dave Stein and Brian Lambert discuss, among other things, the science of selling. Dave Stein and Brian Lambert discuss the science of selling, the evolution of sales training, world-class sales organizations, buyer/seller relationships, sales process, technology, competencies, complex technology deals, measurement, turnover among sales reps and the question of whether sales people are born versus made. 35:58 Mon, 31 Aug 2009 05:17:08 GMT Dave Stein, ASTD, Sales Training, Brian Lambert, ES Research, Sales Training http://www.esresearch.com/e/downloads/podcasts/brian_lambert.mp3 http://www.esresearch.com/e/downloads/podcasts/brian_lambert.mp3 Dave Stein and David DiStefano discuss, among other things, Sales 2.0. Dave Stein and David DiStefano discuss, among other things, Sales 2.0, differentiation, LinkedIn and preparation. 25:47 Mon, 08 Dec 2008 05:17:08 GMT Dave Stein, Sales 2.0, David DiStefano, Richardson, ES Research, Sales Training http://www.esresearch.com/e/downloads/podcasts/dave_distefano.mp3 http://www.esresearch.com/e/downloads/podcasts/dave_distefano.mp3 Dave Stein, Mike Rohan and Bob James of Executive Conversation discuss, among other things, gaining and maintaining access to the executive suite. Dave Stein, Mike Rohan and Bob James of Executive Conversation discuss, among other things, gaining and maintaining access to the executive suite. 27:34 Wed, 01 Oct 2008 05:17:08 GMT Dave Stein, Selling to Executives, Executive Conversation, Mike Rohan, Bob James, ROI, business case http://www.esresearch.com/e/downloads/podcasts/stein_rohan_and_james.mp3 http://www.esresearch.com/e/downloads/podcasts/stein_rohan_and_james.mp3 Dave Stein, Tom Roth and Ed Emde of Wilson Learning Corporation discuss, among other things, stand-alone sales training events, human performance improvement solutions, and the criticality of sales performance measurement. Dave Stein, Tom Roth and Ed Emde of Wilson Learning Corporation discuss, among other things, stand-alone sales training events, human performance improvement solutions, and the criticality of sales performance measurement. 30:22 Wed, 03 Sep 2008 05:17:08 GMT Dave Stein, Sales Training, Human Performance Improvement, Ed Emde, Tom Roth, Wilson Learning http://www.esresearch.com/e/downloads/podcasts/roth_emde_wilson_learning.mp3 http://www.esresearch.com/e/downloads/podcasts/roth_emde_wilson_learning.mp3 Dave Stein and Dave Stein and Brian Carroll discuss sales and marketing alignment, the sales funnel, the marketing funnel, a case study about recuperating leads, nuturing and teleprospecting. Dave Stein and Brian Carroll discuss sales and marketing alignment, the sales funnel, the marketing funnel, a case study about recuperating leads, nuturing and teleprospecting. 30:50 Thu, 10 Jul 2008 05:17:08 GMT Brian Carroll, Dave Stein, Lead Generation, Telemarketing, Prospecting http://www.esresearch.com/e/downloads/podcasts/Brian_Carroll.mp3 http://www.esresearch.com/e/downloads/podcasts/Brian_Carroll.mp3 Dave Stein and Randall Murphy discuss sales leadership, alignment among teams in selling organizations and the results of Acclivus's most recent research. Dave Stein and Randall Murphy discuss sales leadership, alignment among teams in selling organizations and the results of Acclivus's most recent research. 31:11 Fri, 13 Jun 2008 05:17:08 GMT Randall Murphy, Dave Stein, Acclivus http://www.esresearch.com/e/downloads/podcasts/randall_murphy.mp3 http://www.esresearch.com/e/downloads/podcasts/randall_murphy.mp3 Dave Stein and Greg Alexander, CEO of Sales Benchmark Index, Dave Stein and Greg Alexander discuss benchmarking, hiring, lead generation, Sales 2.0, the future of sales and sales leader skills. Dave Stein and Greg Alexander, CEO of Sales Benchmark Index, discuss Dave Stein and Greg Alexander discuss benchmarking, hiring, lead generation, Sales 2.0, the future of sales and sales leader skills. 29:52 Fri, 16 May 2008 05:17:08 GMT Greg Alexander, Dave Stein, Sales, Selling, Benchmarking http://www.esresearch.com/e/downloads/podcasts/Greg_Alexander.mp3 http://www.esresearch.com/e/downloads/podcasts/Greg_Alexander.mp3 Dave Stein and Jill Konrath, Author of Selling to Big Companies, discuss the front end of the sales cycle. Dave Stein and Jill Konrath, author of Selling to Big Companies, discuss the front end of the sales cycle--what is required to gain access to decision makers, trigger events, sales enablement tools, and analysis, synthesis and evaluation. 33:13 Wed, 12 Mar 2008 05:17:08 GMT Jill Konrath, Dave Stein, Selling to Big Companies, trigger event http://www.esresearch.com/e/downloads/podcasts/Jill_Konrath.mp3 http://www.esresearch.com/e/downloads/podcasts/Jill_Konrath.mp3 Dave Stein and Donal Daly, CEO of The TAS Group, discuss sales process and technology. Dave Stein and Donal Daly discuss challenges for first-line sales managers, sales process, Sales 2.0, and other sales enablement technologies. 32:17 Fri, 29 Feb 2008 05:17:08 GMT Sales 2.0, The TAS Group, sales process, sales effectiveness http://www.esresearch.com/e/downloads/podcasts/Donal_Daly.mp3 http://www.esresearch.com/e/downloads/podcasts/Donal_Daly.mp3 Dave Stein and Ken Allred, CEO of Primary Research, discuss competitive intelligence. Dave Stein and Ken Allred discuss competitive intelligence, win/loss analyses and trends in sales performance improvement. 24:58 Fri, 11 Jan 2008 05:17:08 GMT competitive selling, competitive intelligence http://www.esresearch.com/e/downloads/podcasts/Ken_Allred.mp3 http://www.esresearch.com/e/downloads/podcasts/Ken_Allred.mp3 Dave Stein and Julie Thomas, CEO of ValueSelling Associates, discuss sales effectiveness. Dave Stein and Julie Thomas discuss trends in sales performance improvement. 31:37 Fri, 09 Nov 2007 05:17:08 GMT sales training, negotiation, sales process http://www.esresearch.com/e/downloads/podcasts/Julie_Thomas.mp3 http://www.esresearch.com/e/downloads/podcasts/Julie_Thomas.mp3 Dave Stein and Brian Dietmeyer, CEO of Think! Inc., discuss negotiation. Dave Stein and Brian Dietmeyer discuss why traditional forms of negotiation no longer work and a new approach to take. 28:18 Tue, 04 Sep 2007 05:17:08 GMT sales training, negotiation, sales process http://www.esresearch.com/e/downloads/podcasts/Brian_Dietmeyer.mp3 http://www.esresearch.com/e/downloads/podcasts/Brian_Dietmeyer.mp3 Dave Stein and Cam Marston discuss intergenerational selling. Dave Stein and Cam Marston discuss why sales people need to understand the characteristics and motivations of the Matures, Boomers, Xers and Milenniums. 16:25 Wed, 15 Aug 2007 05:17:08 GMT sales training, coaching, boomers, generation gap, selling http://www.esresearch.com/e/downloads/podcasts/Cam_Marston.mp3 http://www.esresearch.com/e/downloads/podcasts/Cam_Marston.mp3 Dave Stein and Steve Andersen discuss client value, coaching and more. Dave Stein and Steve Andersen, President and Managing Director of PMI, discuss client value, coaching, first line sales management and more. 25:16 Tue, 17 Jul 2007 05:17:08 GMT sales training, coaching, sales process, steve andersen, PMI, dave stein http://www.esresearch.com/e/downloads/podcasts/Steve_Andersen.mp3 http://www.esresearch.com/e/downloads/podcasts/Steve_Andersen.mp3 Dave Stein and Bob Schmonsees discuss the sales and marketing disconnect and more. Dave Stein and Bob Schmonsees discuss the sales and marketing disconnect and more. 15:12 Wed, 20 Jun 2007 05:17:08 GMT sales training, marketing, coaching, sales process, demand generation, bob schmonsees, dave, stein http://www.esresearch.com/e/downloads/podcasts/Bob_Schmonsees.mp3 http://www.esresearch.com/e/downloads/podcasts/Bob_Schmonsees.mp3 Dave Stein and Mahan Khalsa discuss sales training, coaching, sales process, demand generation, consultative selling, value propositions, sales execution and more. Dave Stein and Mahan Khalsa discuss sales training, coaching, sales process, demand generation, consultative selling, value propositions, sales execution and more. 44:35 Thu, 10 May 2007 05:17:08 GMT sales training, coaching, sales process, demand generation, mahan khalsa, dave, stein http://www.esresearch.com/e/downloads/podcasts/Mahan_Khalsa.mp3 http://www.esresearch.com/e/downloads/podcasts/Mahan_Khalsa.mp3 Dave Stein and LaVon Koerner, Co-Founder and Chief Revenue Officer of Revenue Storm, discuss issues relating to sales training, coaching, sales process, sales talent assessment, gain sharing, demand creation and more. Dave Stein and LaVon Koerner, Co-Founder and Chief Revenue Officer of Revenue Storm, discuss issues relating to sales training, coaching, sales process, sales talent assessment, gain sharing, demand creation and more. 32:09 Wed, 18 Apr 2007 03:28:38 GMT lavon koerner, revenue storm, sales training, coaches, talent assesment, gain sharing http://www.esresearch.com/e/downloads/podcasts/LaVon_Koerner.mp3 http://www.esresearch.com/e/downloads/podcasts/LaVon_Koerner.mp3 Dave Stein and Linda Richardson discuss issues critical to sales leaders, including challenges they face, strategic negotiation, coaching, e-learning and remediation for sales managers. Dave Stein and Linda Richardson discuss issues critical to sales leaders, including challenges they face, strategic negotiation, coaching, e-learning and remediation for sales managers. 30:30 Sun, 25 Mar 2007 02:41:54 GMT dave stein, esr podcast, linda richardson, negotiation, coaching, sales leaders http://www.esresearch.com/e/downloads/podcasts/2007-03-22_Linda_Richardson.mp3 http://www.esresearch.com/e/downloads/podcasts/2007-03-22_Linda_Richardson.mp3 Join Dave Stein and Rick Page (CEO of The Complex Sale and author of Hope is Not a Strategy and Make Winning a Habit), as they discuss a number of critical sales effectiveness-related topics, including finding sales talent, first-line sales managers' jobs, making sales training stick, selling in different economies, new ideas in forecasting, creating new habits, and more. Join Dave Stein and Rick Page (CEO of The Complex Sale and author of Hope is Not a Strategy and Make Winning a Habit), as they discuss a number of critical sales effectiveness-related topics. 21:26 Tue, 06 Feb 2007 12:40:47 GMT dave stein, dave, sales, esr, finding sales talent, first-line sales managers' jobs, making sales training stick, selling in different economies, new ideas in forecasting, creating new habits http://www.esresearch.com/e/downloads/podcasts/2007-02-08-Rick_Page_1.mp3 http://www.esresearch.com/e/downloads/podcasts/2007-02-08-Rick_Page_1.mp3 Take a look at your average corporation. Guess who comes in last when it comes to process and measurement... Sales. Take a look at your average corporation. Guess who comes in last when it comes to process and measurement... Sales. 4:57 Thu, 01 Feb 2007 05:36:10 GMT measuring, performance, dave, stein, sales, corporation, process, sale, business http://www.esresearch.com/e/downloads/podcasts/20070201-Sales_Performance_Measurement_1.mp3 http://www.esresearch.com/e/downloads/podcasts/20070201-Sales_Performance_Measurement_1.mp3 Creating a clear distinction between direct and indirect sales territories, and adhering to it, simply makes sense. So why do few companies do it? CEO Dave Stein collaborates with an expert. Creating a clear distinction between direct and indirect sales territories, and adhering to it, simply makes sense. So why do few companies do it? CEO Dave Stein collaborates with an expert. 3:44 Wed, 17 Jan 2007 09:39:05 GMT channel segmentation, channel, john caddell, channel strategies, sales, segment http://www.esresearch.com/e/downloads/podcasts/20070118-Sales_Channel_Segmentation_1.mp3 http://www.esresearch.com/e/downloads/podcasts/20070118-Sales_Channel_Segmentation_1.mp3