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 what others have said, so you might find [...]
Filed under: Buyers, coaching, Sales 2.0 | 2 Comments »
During the course of 2010, we’ve enjoyed a significant increase in the number of followers and subscribers to this blog. Since some of you are new, I wanted to share with you some of our most popular interviews (and one podcast) of 2010. Customer Retention: A Critical Selling Capability This provocative interview with Matthew Hawk [...]
Filed under: Channel Management, Interview, Sales Enablement, Sales Training Companies | 2 Comments »
My friend, Joe Galvin, of SiriusDecisions, recently introduced me to Matthew Hawk, Ph.D. (See photo.) Matthew is an expert in customer retention, a critical, but often under-appreciated selling capability. Although customer retention is a subject I’ve been interested in since I first ran a client services organization years ago, my work with Minnesota Life Insurance [...]
Filed under: Interview, Research, sales training | 3 Comments »
When you think about it, those of us in sales are all after the same goals: winning more business, sooner, and at higher contract values and margins. But which skills, if mastered by your sales people, will get you to those goals and keep you there? The answer requires a bit of explanation. For virtually [...]
Filed under: Competition, RFP, sales training | 3 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
