Lauren Harper at Focus.com pinged me last week to contribute to a discussion about the worst sales training horror stories. Before I took down my sales training shingle in 2005, I had a lot of stories. One that came to mind was this, a slightly edited version of the one I posted as a comment [...]
Filed under: On the Road, sales training | 3 Comments »
Thanks to the more than 2,000 of you who, as of today’s count, joined our last Sales Thought-Leader Panel Series either live or via our MP3 archive. Beginning in January, 2011, I will be moderating four new, unscripted, unedited panel discussions on today’s hot button sales issues. Join me online to listen, ask questions, and [...]
Filed under: Buyers, Inside Sales, Interview, Leadership, Measurement, Presentations, Sales Training Companies | 2 Comments »
When it comes to an under-appreciated and under-leveraged B2B selling capability, financial/business acumen tops the list. I believe this so strongly that in both editions of my book, How Winners Sell, I included a chapter on how to get a project funded. It taught readers figure how to cost-justify their products and services to their [...]
Filed under: Book Recommendation, Interview, sales training | 2 Comments »
Updated: On Wednesday, December 7th, at 12:00 ET, ESR delivered a complimentary webinar for sales trainers only. The subject was The State of The Sales Training Industry. There are several relevant and important subjects that we covered, including a review of 2011, leaders in 15 different categories. You know by now that ESR doesn’t believe [...]
Filed under: Presentations, sales training | 1 Comment »
I recently ran into Brian Reilly in Cancun, Mexico, at a social event. With me being on the sales side and Brian on the marketing side, naturally, a conversation ensued. (No food was thrown, we assure you.) Brian is the founder of Solerte Consulting. I thought it would be valuable for you to hear from [...]
Filed under: Marketing, Measurement, Pipeline, Sales 2.0, Technology | 1 Comment »
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
