Continued from Part 1. 7. Explain the reason this happened. “This happened because I didn’t double check the release dates on what I believed to be the latest copy of our development schedule. I was looking at an outdated copy.” 8. Explain why this will never happen again. “Our VP of Development was upset to [...]
Filed under: Account Management, Professionalism, Relationships | No Comments »
Part of what ESR does is to identify, size, and prioritize the gaps that exist between our clients’ sales teams’ skill sets and what is required for them to win more business, sooner, and at higher contract values. There are different ways to categorize those gaps. For the purposes of this post, let’s look at basic [...]
Filed under: Account Management, Big Wins, Competition, Measurement, Opportunity Management, Relationships, sales process, Sales Strategy, Sales Tactics, sales training, Sales Training Companies | 1 Comment »
An org chart is invaluable in a complex sale. When I was coaching sales teams, I refused to help a rep with a deal unless they had an up-to-date org chart. If a rep can’t get someone in the account to give them an org chart, they should be able to build one with help from their contacts. [...]
Filed under: Account Management, Big Wins, Buyers, Methodology, Opportunity Management, Relationships, Sales Strategy, Sales Training Companies | 6 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
