TweetBefore I go any further with this post, I should modify the subject of this post to be: There Is Presently A Lot Of Activity With Companies Performing Serious And Methodical Evaluations Of Sales Performance Improvement Alternatives And Providers and What I’ve Learned We’ve been involved in a number of them (that’s why I haven’t [...]
Filed under: sales training | 1 Comment »
TweetFor those of you new to this blog, my firm, ES Research Group, evaluates sales training companies. We deliver our findings in the form of reports, which we sell on our website, and through consultations with companies evaluating sales training providers. First a bit of background. For us, gathering data about sales training companies falls [...]
Filed under: Account Management, Buyers, Industry Analyst, Methodology, RFP, Sales Training Companies | No Comments »
TweetWhen I worked coaching sales teams I generally took a tough, if not black and white, position on responding to blind RFPs. My clients heard me say again and again, “Follow conventional wisdom: If you didn’t write it, your competitor probably did. Let’s come up with more productive ways to spend your time.” (Now I’m [...]
Filed under: Book Recommendation, Buyers, Economy, Marketing, Methodology, Pipeline, Research | 5 Comments »
TweetIf you are not selling in a tightly-controlled, RFP-driven sales environment, you might want to consider this collaborative approach for getting your proposals approved. Proposal collaboration really makes sense now, during these unsure economic times. It provides the customer with the ability to directly control the content of your proposal as well as the price. First, some [...]
Filed under: Buyers, Economy, Opportunity Management, Professionalism, Relationships | 1 Comment »
TweetI heard on the news this evening that Boeing may decide to no-bid on the $35 billion U.S. Airforce tanker opportunity. AviationWeek reported that “Word that Boeing is strongly considering a ‘no bid’ position for the next round of the U.S. Air Force refueling tanker competition is spreading only two days after the Pentagon released [...]
Filed under: Big Wins, Competition, Sales Strategy | 3 Comments »
TweetI want to share with you some more of my recent experience and related opinions regarding sales training vendors and RFPs.* (See my May 23rd post about RFPs. If you haven’t read it and are interested in how sales training vendors—arguably world-class experts in managing RFP response strategies—reacted to one RFP, you should.) Before I go into [...]
Filed under: Professionalism, Sales Training Companies | No Comments »
TweetWhite papers serve a function: to position a vendor’s assessment of opportunities or challenges faced by their target market and serve up that vendor’s products or services as solutions. In most cases, white papers are marketing documents rather than the unbiased analyses they appear to be. (There are exceptions, including the white paper recently published [...]
Filed under: Sales Training Companies | No Comments »
TweetAmong other things, we work with companies in facilitating an understanding of their own sales performance improvement requirements as well as guiding them through the sales training vendor selection process where appropriate. One client of ours issued RFPs to a long list of six sales training vendors. The RFP included significant sales process work, sales [...]
Filed under: Sales Training Companies | 3 Comments »
ESR maximizes the value of the relationship between the sales training buyer and the sales training provider through our knowledge base, experience, and guidance in making the right decision.
ESR publishes independent evaluations and comparisons of sales training companies and their programs and services. (Think Consumer Reports, JD Powers, or Gartner.)
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.
I can be reached at
+1 (508) 313-9585 Ext 706
