I really enjoy someone telling me I’ve asked a great question. Even with all these years of selling and consulting, it doesn’t happen that much when I’ve not prepared questions in advance. But when I do, I’m able to build some real credibility just by the nature, content, and delivery of my questions. I’m proud [...]
Filed under: sales training | 5 Comments »
Yes.
That sole trainer (or two- to three-person firm) won’t be rolling out simultaneous live instructor-led training classes in 20 countries. Nor will they be getting in front of every one of 3,000 reps in the North American operation of a large client during a rapid 6-month deployment.
But we have seen one- to three-person sales consulting [...]
Filed under: Methodology, Sales Training Companies, coaching | No Comments »
That’s a question I’ve been asked again and again by journalists, sales leaders, sales training company CEOs, corporate training departments, consultants, and our clients, when they first contact us.
When I tell them that’s not a question I can easily answer, many offer to pay me just for providing them with “just one name.”
If they press [...]
Filed under: Buyers, Sales Training Companies, sales process | 5 Comments »
I just received a copy of Improving Corporate Negotiation Performance, a new study published by UK-based Huthwaite International and Connecticut-based IACCM—International Association for Contract and Commercial Management. Huthwaite, along with other leaders in the area of negotiation like Think Inc! and The Bay Group, vigilantly drive the critical point that negotiation shouldn’t begin when a [...]
Filed under: Book Recommendation, Measurement, Research, Sales Training Companies | 2 Comments »
I’m on the road all this week. (In fact, I’m writing this on a plane from Minneapolis to Kansas City.) There’s not enough time to for me to write a long, thoughtful blog post. But I don’t have to. I’ve written enough of them here on this subject already—two year’s worth—just in case you’re interested.
I’ve [...]
Filed under: Uncategorized | 4 Comments »
ESR publishes independent evaluations and comparisons of sales training companies and their programs and services. (Think Consumer Reports, JD Powers, or Gartner.)
I'm proud that ESR is recognized as the leading authority on sales training programs and sales performance improvement.
For the past twenty years I've focused my career on the area of sales performance improvement, sales effectiveness and especially sales training.
I can be reached at
+1 (508) 313-9585 Ext 706
