Selling Through The Slump: An eBook

I was asked by my friend Charlie Green representing The Customer Collective to contribute to an e-book that was just published. I recommend that you download it, read it and use it.
Selling Through A Slump: An Industry-by-Industry Playbook
A Guide by Salespeople for Salespeople on How to Sell Your Way to Recovery

Download this Free eBook
Selling [...]

Another Opinion About Selling In This Economy

Read McKinsey’s recent article, The downturn’s new rules for marketers (registration required).
I was pleasantly surprised to see some sound advice about sales organization function and structure in the article.   The real meat for those of us on the sales side is near the end of the piece, beginning with, “Reprioritizing sales function.”
There is no shortage [...]

Is Now The Time To Invest In Sales Effectiveness?

For the moment, we’re busy at ESR.   During the past few weeks, even during this economic high-speed wobble, a number of companies became actively involved in exploring with us how they can improve the effectiveness of their salespeople.  Another good sign:  we’ve been selling more reports, especially our 2008 Sales Training Vendor Guide and our Understanding, Defining [...]

Sales Training Company Revenue Models

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 services-based company could weather these types
of [...]