Note: I’ve been reluctant to write posts that are a bit more personal. The reason is every time I do a bunch of readers unsubscribe from this blog’s RSS feed. (I guess they just want knowledge. The fact that some stay on as long as they do must mean I deliver some of that to [...]
Filed under: Book Recommendation, On the Road, Professionalism | 9 Comments »
Funny how expressions all of a sudden seem to appear, sometimes from out of nowhere. For me, “bright shiny object” is one that I started to notice a few years ago. Now it’s all over the place. (I looked it up on Google’s Timeline and found the first occurrence representing a syndrome to be March [...]
Filed under: Leadership, Sales 2.0 | 3 Comments »
During ESR’s sales training provider webcast this past Friday, I spent a good deal of time sharing ESR’s observations from recent client evaluations. One of the areas I covered was customer lists and the indiscriminate use of corporate logos and brands. Our clients ask ESR why the same corporate names are offered up by so [...]
Filed under: Buyers, Marketing | No Comments »
ESR has covered CustomerCentric Selling for years. I’ve gotten to know and respect John Holland, one of the company’s co-founders. John sent me a copy of Customer Centric Selling (Second Edition) a while back, which he co-authored with Frank Visgatis and Mike Bosworth. (Here is my podcast interview with Mike.) Among many other things, I [...]
Filed under: Interview, Marketing, sales training | 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
