You may remember I wrote a post a while back about a terrific eBook Tom Searcy had published about RFPs. We’ve been recommending the book to clients. Last week Tom wrote a post on his blog about interview questions for sales people. Tom has the right idea here. His questions are on target. So are [...]
Filed under: Hiring, sales process | No Comments »
When 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 »
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
