Lots going on these days. I’ve got an important blog post queued up for Thursday to coincide with the launch of a powerful new book on selling, so I thought I’d give you a few thinks to read and think about: Charlie Green put up a cool info-graphic last week: How Trustworthy Are You? You [...]
Filed under: Book Recommendation, Interview, Presentations, Research, Sales Training Companies | No Comments »
Last week I moderated the ESR Sales Thought-Leader Panel on CRM. Among the panelists was Donal Daly, CEO of The TAS Group. (Click on the link to listen to the archive of this very informative discussion about how CRM supports effective selling. Registration required). Disclosure: The TAS Group is an ESR subscriber. Before the event, [...]
Filed under: CRM, Measurement, Sales 2.0, sales training, Sales Training Companies | No Comments »
In Q3 2011, ES Research Group, Inc. conducted an important survey to explore the impact that technology, evolving media, and new delivery methods are having on the people and organizations that develop, deliver, and purchase sales training. The results show that, over the past two years, rapid advancements in technology, combined with a sluggish economy, [...]
Filed under: Measurement, Methodology, Presentations, Research, Sales 2.0, sales process, sales training, Sales Training Companies, Technology | No Comments »
Today’s Successful Sales Managers: Who Are They, What Do They Do, and How Do They Do It? Panelists: Dave Kurlan, CEO, Kurlan Associates Martyn Lewis, Founder and Principal, 3g Selling Steve Johnson, President, The Next Level Sales Consulting Richard Lane, Partner, durhamlane ltd. Archived The core issue for the discussion on Wednesday and for every [...]
Filed under: Leadership, Sales Training Companies | 3 Comments »
Tim Riesterer isn’t shy and doesn’t hold back. A lot of people are like that, but when you consider Tim’s intellect and his knowledge of what his clients need, you’d better sit up and take notice. As Chief Strategy and Marketing Officer for Corporate Visions, Inc., he’s been driving an exciting new initiative, and driving [...]
Filed under: Measurement, Sales Training Companies | 1 Comment »
Sixteen of the World’s Top Sales Experts are Meeting. Get a Seat at the Table. Over the next two months I’ll be moderating four, unscripted, unrehearsed panel discussions on today’s pressing sales issues. Here is the press release, issued today. As you look at the panelists below, you might not recognize all their names or [...]
Filed under: coaching, CRM, Interview, Sales 2.0, Sales Training Companies | 1 Comment »
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 »
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 »
At some point, in nearly every conversation I have with sales trainers, the subject comes up of how broken the sales function is in many companies. I was in Chicago last week in two separate meetings with the CEOs and principals of two leading sales training companies. Discussions with those four executives resulted in the [...]
Filed under: Professionalism, Sales 2.0, Sales Training Companies, social media | 6 Comments »
Over the course of the past four months there have been two specific discussions on LinkedIn about which are the best sales trainers/methodologies. (Thanks, Mike Kunkle, for pointing me toward one.) An additional discussion has been going on for a while on the subject of why sales training fails. Those of you who read or [...]
Filed under: Book Recommendation, Sales Training Companies, social media | 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
