A few weeks ago I received an email from a sales director for a company that is an ESR client. I hadn’t met this person in the past: Hi Dave, I have read your book, “How Winners Sell” and have found it to be one of the best sales mentoring books available. I have also [...]
Filed under: Professionalism | 5 Comments »
Yesterday I received an email from a Sandler franchisee inviting me to attend a live “Buyers Are Liars Workshop.” I’ve seen and heard this statement before, but only now feel compelled to voice my opinion. I don’t know about you, but that phrase and the combative attitude it represents concerns me. Do buyers lie? Sure, [...]
Filed under: Sales Training Companies | 21 Comments »
ESR’s approach to evaluating sales training providers enables our clients to select training partners who will most positively impact their sales performance. ESR’s core buy-side service is our evaluation process for selecting sales training providers. We are almost always called in by a senior sales executive from a client’s company. Occasionally it’s the learning or [...]
Filed under: Buyers, RFP, Sales Training Companies | No Comments »
Last week Miller Heiman announced Advanced ConceptsSM, their new multi-media, virtual learning offering. Clients who are using Miller Heiman’s content have been saying they want to take their application of the Strategic Selling process to the next level. The new tool provides content above and beyond what is typically offered in Miller Heiman’s programs. Miller [...]
Filed under: coaching, Methodology, Sales Strategy, Sales Training Companies, Technology | 2 Comments »
Last week I was interviewed for a podcast by John Golden, CEO and President of Huthwaite. John had some great questions for me about a number of topics around sales effectiveness: Changes in the buyer/seller relationship, in buyer behavior, and the role of technology such as social/professional networking. The relevance of sales training given the [...]
Filed under: Interview, Marketing, sales training, Technology | 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
