If you spend any time on sales blogs these days, you can’t miss the news that Jill Konrath’s new book, SNAP Selling, is out and doing very well. Here’s the endorsement I wrote for the book: “Having a unique perspective on the sales performance and sales training business, I see Jill Konrath at the top [...]
Filed under: Book Recommendation | 5 Comments »
For those of you who follow the ups and downs, ins and outs of the sales training industry, here is the latest, as of today, April 1, 2009:
Miller Heiman and furniture manufacturer Herman Miller have announced a merger. The new business, to be called Herman Miller Heiman, will be offering a new, upgraded version of [...]
Filed under: Humor, Sales 2.0, Sales Training Companies | 27 Comments »
Josh Gordon did a really nice job writing a white paper (registration required) on the results of a survey done by The Customer Collective. Josh interviewed Jill Konrath, Denis Pombriant, David Bonnette and me. Our observations and recommendations were incorporated into the piece.
It became clear with the first of the findings that many sales leaders [...]
Filed under: Buyers, Economy, Research, Sales Strategy | No Comments »
I’ve been speaking with Larry McClymonds, VP Corporate Sales & Co-Founder of CanDoGo. Been in touch with his customers as well.
In case you’re not aware of CanDoGo, it’s an new Internet destination that hosts articles, audio and video clips from 140 sales expert content providers (and counting). The list is impressive: Dr. Tony Alessandra, Jim [...]
Filed under: Methodology, Sales 2.0, Sales Tactics, coaching, sales process, sales training | 3 Comments »
I get calls periodically from private equity fund managers and other investment bankers about the demographics of the sales training industry. Journalists I speak with are interested in it as well.
What’s so noteworthy? The degree of fragmentation of the sales training industry. It’s certainly not the most fragmented. Law firms are considerably more so, for [...]
Filed under: Sales Training Companies | No Comments »
I had the opportunity to interview Jill Konrath last week for an ESR podcast. (Here is ESR’s list of podcasts.)
Most of the top tier sales training companies have little to say about how to fill the pipeline. They typically focus on sales opportunity and account management. If a company’s marketing department isn’t doing its job, [...]
Filed under: Pipeline, Technology | No Comments »
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