(The following is a guest post by Dave Stein, CEO and Founder of ES Research Group, Inc.  and author of "Dave Stein's Blog for Sales Training Buyers and Providers.")   During the past few years, the challenging economy precipitated changes in approach for many sales organizations. There are two that are structural and therefore significant: a greater dependence on reseller/channel partners and a transition in revenue responsibility from field to in […]

(The following is a guest post by Dave Stein, CEO and Founder of ES Research Group, Inc.  and author of "Dave Stein's Blog for Sales Training Buyers and Providers.") I was recently a guest presenter, along with Greg Brush of InsideView, on a webinar hosted by The TAS Group. I talked about ESR’s predictions for 2011.  There are a lot of predictions floating around the sales blogs these days.  I don’t feel a need to repeat w […]