I don’t hear the phrase “sales culture” very much any more. That’s too bad. In the past, that phrase was most commonly used in two situations. First, by venture capitalists who were determining if a CEO in whose company they were considering investing had the orientation and experience to support sales to the extent that [...]
Filed under: Leadership, Sales Training Companies | 1 Comment »
The president is staying a few miles from where I live on Martha’s Vineyard. I’ve read numbers of articles about his visits here as well as widely varying impressions of the Vineyard. I’ve been wanting to write a few remarks to let my followers know what it’s really like. Here they are, keeping politics for [...]
Filed under: Uncategorized | 6 Comments »
Many sales leaders and learning organizations want a customized sales training experience from their third-party providers, whether it be traditional live or some form of virtual. This can be good or bad, depending upon what experiences and materials are customized, and to what degree. It’s important for sales training buyer to understand any and all [...]
Filed under: sales training, Sales Training Companies | 6 Comments »
First, let’s get something straight. Every salesperson needs ongoing training and ongoing reinforcement, just like pilots, doctors, electricians, lawyers, and every other profession. If a sales person doesn’t get relevant, well-designed, and regular training, as selling conditions change, they learn by trial and error. And that’s no way to beat their quotas. There are scores [...]
Filed under: Presentations, sales training | 2 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
