Funny, how when you travel for business, especially to someplace exotic, your friends and relatives always say something like, “Can I carry your bags?” I’ve been hearing that for a while, since I’ve consulted, trained, and keynoted in 27 countries. Last week I made Turkey my 28th and it was quite an experience. Three flights [...]
Filed under: Buyers, Economy, Marketing, On the Road | 2 Comments »
I’m just back from my yearly trip to Ireland where I facilitate a series of workshops on building a competitive sales approach as part of the highly-respected International Selling Programme. The program, the only one of its kind anywhere, is sponsored in part by Enterprise Ireland and delivered by the Dublin Institute of Technology where [...]
Filed under: Economy, Leadership, On the Road | No Comments »
Imparta Ltd. is a Tier 1 global sales effectiveness organization based in the U.K. with presence in 32 countries including the U.S. They have many strengths, especially in the areas of creating customer value and methodology. Imparta’s sales training programs encompass sales, marketing, and leadership training. ESR commenced formal coverage of Imparta last year. They [...]
Filed under: coaching, CRM, Economy, Interview, Marketing, Methodology, RFP, Sales Training Companies | No Comments »
For those of you who read Part 1 of this series and asked for more, thanks for your feedback, and here it is. Sales trainers and sales training firms have a big challenge over the next year: many customer training budgets have shrunk or been eliminated entirely; the trainers’ own revenues are significantly down—there has [...]
Filed under: Buyers, coaching, Economy, Hiring, Measurement, Methodology, sales process, Sales Training Companies, Technology | 9 Comments »
Fortunately, it’s a busy time for us at ESR. Right now, we’re providing advice and guidance to a number of companies that are actively evaluating strategies and solutions for sales performance improvement, but based on the economy, the state of the sales training industry, and the mistakes they’ve made in the past, have to finally [...]
Filed under: Economy, Leadership, Marketing, Methodology, Research, Sales 2.0, sales process, Sales Training Companies, social media | 7 Comments »
What’s going on here? Sales training has been around for more than 100 years. Yet every year, new approaches appear with the promise of being “The Silver Bullet.” Old approaches—even those that are relevant to fixing the proble—are labeled “old-school,” and rejected. On Amazon.com there are 29, 469 books under the category of “How to [...]
Filed under: Account Management, Buyers, Economy, Industry Analyst, Professionalism, Research, Technology | 26 Comments »
I was asked by my friend Charlie Green representing The Customer Collective to contribute to an e-book that was just published. I recommend that you download it, read it and use it. Selling Through A Slump: An Industry-by-Industry Playbook A Guide by Salespeople for Salespeople on How to Sell Your Way to Recovery Download this [...]
Filed under: Book Recommendation, Economy, Sales Strategy, Sales Tactics | No Comments »
I’m in Ireland this week and next working with Sales Executives and CEOs in a series of one- and two-day workshops as part of the International Selling Program offered by Enterprise Ireland (Ireland’s commerce department) and DIT (The Dublin Institute of Technology, where I am an adjunct professor of sales and sales management). My [...]
Filed under: Economy, Hiring, Leadership, Methodology, On the Road, sales process | No Comments »
I’ve been involved in a number of posts on The Customer Collective where there have been some personal attacks by a few social media zealots against some of us that have a more balanced view of the capabilities and tools required for effective B2B selling going forward in this new(est) economy. Jonathan Farrington1, Dave Brock, [...]
Filed under: Buyers, Economy, Professionalism, Relationships, Research, sales process, Sales Strategy, Technology | 5 Comments »
You may have noticed that I’ve been posting less frequently during the past two weeks. ESR is in the midst of a number of projects and new initiatives. In addition, I’ve been on an increasing number of phone calls with clients, prospects, vendors, sales training associations’ leadership, and business associates. I wrote Here’s What’s Going [...]
Filed under: Economy, Hiring, Measurement, Methodology, Research, Sales Training Companies | 5 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
