After a webinar I did in December with The TAS Group, I got an angry email from someone who attended. He wrote, “Instead of all the negatives how about offering some sales help for those of us that still have a job??” I understood his perspective right away. The messages I delivered during the webinar [...]
Filed under: Book Recommendation, Competition | 9 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 [...]
Filed under: Humor, Sales 2.0, Sales Training Companies | 27 Comments »
“Having hope,” writes Daniel Goleman in his study of emotional intelligence, “means that one will not give in to overwhelming anxiety, a defeatist attitude, or depression in the face of difficult challenges or setbacks.” Rick Page is right. Hope isn’t a strategy. Profound words. Hope doesn’t replace the comprehensive and objective assessment of a selling [...]
Filed under: Book Recommendation, Leadership, Sales Strategy | 5 Comments »
During a discussion with a CEO client Wednesday about his VP of sales, the subject of strategic thinking came up. Here are some thoughts on that subject and a recommendation. One of the many capabilities required for success in complex selling and most sales management positions is the ability to think and act strategically. Too many [...]
Filed under: Book Recommendation, Competition, Professionalism, Sales Strategy, Sales Training Companies | 3 Comments »
I recently spoke with a VP of sales for a $3 billion company. He told me that they used, (direct quote) “a little Miller Heiman, a little solution selling and a little Neil Rackham.” One of the many important points Rick Page (CEO of The Complex Sale and author of Hope is Not a Strategy and Make Winning a [...]
Filed under: Methodology, Sales Training Companies | 3 Comments »
Geoffrey James writes a great blog. I enjoy reading it, plus I most often learn something. Although it’s more targeted to sales people than sales leaders, Geoffrey knows a lot about selling, is very well informed about a lot of things, and is a really good writer. Last week he wrote a seriously gutsy post about whether the U.S. should bail out of [...]
Filed under: Uncategorized | 1 Comment »
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
