ESR delivered this presentation, by invitation only, to third-party sales trainers on June 15, 2011.

1. The Sales Training Market is Growing Again.Are You Positioned to Earn Your Share? For Sales Training Providers OnlyJune 15, 2011 This presentation contains copyrighted material. Quotation is permitted using the format below with a live link. Source: ES Research Group, Inc. www.ESResearch.com

2. Agenda The Sales Training Industry The 4 Questions for Today ESR Q + A (Anonymous) Your copy of an ESR Evaluation Graphics source for this entire PowerPoint presentation: Fotolia.com

3. About ESR Who We Are: Founded 2005 by Dave Stein and Adam Rin, PhD, a former president of Gartner Research Reputation for integrity, insight, unique knowledge, and experience matching sales training providers with buyers. The leading independent experts on the sales training industry “Dave Stein, CEO of the ES Research, and the world’s top expert on sales training.” Source: Geoffrey James’s Sales MachineBlog | BNET | June 14, 2011

4. About ESR What We Do: Provide research and advice, guiding sales training buyers to make the right decisions. Provide intelligence and advice to our community of sales training providers and expose them to active qualified sales training buyers.

7. ESR Presently Covers These Providers 3g Selling Accelerated Sales Training Inc. AchieveGlobal BayGroup International ChannelEnablers Pty Ltd Corporate Visions CustomerCentric Selling® David Kurlan & Associates, Inc. Executive Conversation, Inc. FranklinCovey Sales Performance Practice Holden International Huthwaite, Inc. Imparta IMPAX Corporation Mercuri International Group AB Miller Heiman Performance Methods, Inc.(PMI) Pivotal Advisors, LLC Prime Resource Group Revenue Storm Corporation Sales Excellence International Sales Performance International Sales Progress Sandler Training SEC Solutions TACK-USA The ASG Group The Brooks Group The Complex Sale, Inc. The Forum Corporation The Improved Sales Performance Group The Next Level Sales Consulting The Richardson Company The TAS Group TeleSmart Communications Teneo Results Think! Inc. ValueSelling Associates Wilson Learning Corporation

8. The Sales Training Industry

9. The Sales Training Industry

11. Number of trainers: 800 in the U.S. another 200 rest-of-world

12. Barriers to Entry: None

13. Quality: From superb to dangerously incompetent

14. Plethora of bad advice, “How I Did It” books, etc.

15. Outsourced sales training market shrank during 2009/2010

16. Sales training will be up 8-10% in 2011 and again in 2012

17. Established companies with new training offerings have entered the market

19. The Questions for Today What, specifically, will sales training buyers be looking for from sales training providers over the next two years? What mistakes are companies like yours making that are preventing them and you from winning business? What have the leading providers, from small to large, been doing to drive 20% to 30% year-over-year growth? Where should you invest to leverage this opportunity?

20. The Questions for Today What, specifically, will sales training buyers be looking for from sales training providers over the next two years? What mistakes are companies like yours making that are preventing them and you from winning business? What have the leading providers, from small to large, been doing to drive 20% to 30% year-over-year growth? Where should you invest to leverage this opportunity?

21. What Our Clients Are Asking Us About Some of the Most Discussed Sales Training Buyer Needs Demand generation “Strategic Sourcing” function Inside Sales and Indirect Channel Sales Management Talent Management Sales Performance Measurement “The Basics” Coaching... Graphic source: Fotolia.com

22. Observations from Recent Evaluations If ESR is involved, your capability for supportingChange Managementis going to be a major consideration.

23. What Sales Training Buyers are Asking ESR In-house versus outsourced? Product, company, industry, skills, process, etc. Virtualsales training What topics? Tied to assessments  personalized curricula What approach? What technology? What measurement? What providers? Who is the best trainer?..

24. The Questions for Today What, specifically, will sales training buyers be looking for from sales training providers over the next two years? What mistakes are companies like yours making that are preventing them and you from winning business? What have the leading providers, from small to large, been doing to drive 20% to 30% year-over-year growth? Where should you invest to leverage this opportunity?

25. Observations from Recent Evaluations Not walking your talk Opportunity plans Meeting plans Listening, discovery Understanding the customer’s buying process Inadequate preparation Understand the agenda Have clear, concise and compelling answers to buyer concerns. Graphic source: Fotolia.com

26. Observations from Recent Evaluations Our clients aren’t impressed with global brands on your client list. In which accounts are you the preferred supplier? Graphic source: Fotolia.com

27. Observations from Recent Evaluations RFP responses: Copying and pasting without effort Spelling and grammatical errors Answering questions that weren’t asked Not answering questions that were asked Not providing cost ranges Br@ndingOverKiLL®™ First/most prominent time Graphic source: Fotolia.com

28. 5. Observations from Recent Evaluations We are surprised by how many sales training providers underestimate the capabilities of their competitors.

29. The Questions for Today What, specifically, will sales training buyers be looking for from sales training providers over the next two years? What mistakes are companies like yours making that are preventing them and you from winning business? What have the leading providers, from small to large, been doing to drive 20% to 30% year-over-year growth? Where should you invest to leverage this opportunity?

30. Growth Imperatives of Leading Providers Clarity in Who they are. History, people, genealogy. What they do. Unique value for the client. Who they do it for. Well-defined target market/sweet spot How they do it. Their approach. Marketing, marketing, marketing Clear, concise, and compelling messaging Investing in new content, delivery Leveraging research analysts for advice and exposure People Executives, salespeople, facilitators, consultants.

31. Leading Provider Growth Strategies Must start with a compelling, SEO-optimized website.

32. Multi-Pronged Demand Generation Approach Strategically planned, staffed, and funded: Newsletter or blog Book? Webinars / panels Social media LinkedIn presence: company, principals, groups Twitter Facebook Media relations Articles, press releases, associations (e.g. ASTD, SAMA) Analyst relations Sponsorships, webinars, events, etc.

33. The Questions for Today What, specifically, will sales training buyers be looking for from sales training providers over the next two years? What mistakes are companies like yours making that are preventing them and you from winning business? What have the leading providers, from small to large, been doing to drive 20% to 30% year-over-year growth? Where should you invest to leverage this opportunity?

34. Where Should You Invest? Understand your market and your competition. Where do you best play? Why do you win? Why do you lose? Evaluate alternative growth strategies Expand or build a direct channel Build (or acquire) an indirect channel Partner with another provider Acquire a company or specific IP License specific IP Build a business plan Move toward blended/virtual Platform Designed More than recorded Powerpoint presentations.

35. Summary Significant opportunity for growth Requirements are evolving Technology creeping (or rolling) in Understand where your market is going and how you must adapt Build a plan Talk to us about the value of being included in ESR’s sales training provider community.

36. Thank You for Your Time and Interest. Want to learn more about ESR’s Sales Training Provider Subscriptions? Call us at +1 (508) 313-9585 www.ESResearch.com Dave.Stein@ESResearch.com © 2011 – ES Research Group All Rights Reserved