Dave Stein, founder of ES Research, interviews SPI thought leaders

The sales profession is changing. Approaches to selling have transitioned far from traditional feature/benefit methods of 20 years ago. We will continue to see the sales training and performance improvement industry develop and change as buyers become increasingly more sophisticated and technology enabled. The barriers to entry in this industry are going higher, as customers demand content in multiple modalities, in multiple languages, with a high degree of tailoring and customization.

Dave Stein, founder of ES Research, interviewed Sales Performance International’s thought leaders, Keith Eades, founder and CEO, Robert Kear, CMO and Partner and Tim Sullivan, Director of Business Development. Their discussion tackled the toughest question facing sales and sales management professionals today:

• What approach(es) are required today in the 21st century?
• What’s changing with respect to sales training curricula?
• What is Sales 2.0?
• How does the “provocation-based selling” approach compare to the Solution Selling methodology?
• What are the key elements of a university approach for the sales organization?
• What are SPI’s predictions on the future of sales training and performance improvement? 
• Where do we see the industry and our company going in the next 2-3 years?

To hear the full in-depth interview and how SPI and Sales Performance firms are adapting to these changes, please click here to listen to the ESR/SPI Podcast.