Getting sales leaders to understand the importance of a strategic approach to sales performance improvement is often an uphill battle. So, when I get in front of a group of sales leaders, one of the things that I say to grab the participants’ attention is, “Somewhere in another building on the other side of town, there [...]
Filed under: Buyers | 2 Comments »
A significant factor contributing to sales performance improvement is the employment of technology that will enable more effective and more efficient selling. This technology comes in many sizes and flavors from marketing automation software from companies like Genius to post-sales call feedback and activity analytics tools like Front Row Solutions, and a lot in between. [...]
Filed under: CRM, Methodology, Sales 2.0, Sales Training Companies, Technology | 1 Comment »
I just received a copy of Improving Corporate Negotiation Performance, a new study published by UK-based Huthwaite International and Connecticut-based IACCM—International Association for Contract and Commercial Management. Huthwaite, along with other leaders in the area of negotiation like Think Inc! and The Bay Group, vigilantly drive the critical point that negotiation shouldn’t begin when a [...]
Filed under: Book Recommendation, Measurement, Research, Sales Training Companies | 2 Comments »
I was on the phone today with an associate from a private equity firm. He found ESR on the web and was interested in our opinion on a number of topics as a foundation for his firm acquiring one or more sales training companies. He asked how sales training companies were generally doing during this recession. He pondered how a [...]
Filed under: Methodology, Sales Training Companies | 6 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
