The Fragmented Sales Training Industry

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 [...]

The Front of the Funnel

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, [...]