Recently sales consultant, trainer, and coach Richard Lane interviewed me for his podcast series. The subject of this edition is, “What makes the Perfect Salesperson?” I was primed for this interview, having taken teams of sales leaders and CEOs through discussions on this subject in Ireland during April. I told them that any time and [...]
Filed under: Hiring | 1 Comment »
It’s often been said that salespeople should welcome sales objections because they present an understanding of what the client is concerned about, and along with them, an opportunity to allay those concerns. But in today’s tough selling environment, this logic doesn’t always work. In fact, today’s buyers are in an increasingly powerful position, resulting from [...]
Filed under: Sales Tactics, sales training, Uncategorized | 1 Comment »
Not enough sales leaders publish stories from their top salespeople about how they won business. Sure, the basic stats will be written up, perhaps in an email: product sold, contract value, key competitors, why the customer bought from their company, who else on the team contributed to winning the business, major sales obstacle or objection [...]
Filed under: Interview, Presentations, Professionalism, sales training | 4 Comments »
I’m just back from my yearly trip to Ireland where I facilitate a series of workshops on building a competitive sales approach as part of the highly-respected International Selling Programme. The program, the only one of its kind anywhere, is sponsored in part by Enterprise Ireland and delivered by the Dublin Institute of Technology where [...]
Filed under: Economy, Leadership, On the Road | No Comments »
Geoffrey James, former BNET Sales Machine blogger and now Inc. Magazine columnist, refers to me as "the world's top expert on sales training," a designation I'm proud to accept.
ESR publishes independent evaluations and comparisons of sales training companies and their programs and services. (Think Consumer Reports, JD Powers, or Gartner.)
We also coach CEOs of leading sales training firms as well as individual sales trainers on how to grow their businesses and be selected more often in opportunities where they meet customer requirements.
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.
Presently I write the regular sales training column for Sales and Marketing Management magazine.
I can be reached at
+1 (508) 313-9585 Ext 706
