I’ll Never Make That Mistake Again. Ever.


A number of years ago a situation developed which left me embarrassed and questioning my capabilities. The story is simple. I was consulted on the hiring of a sales rep for a client. I interviewed the candidate using a structured hiring process and gave him an enthusiastic thumbs up. Within six months the candidate was […]

How Smart Sales Managers Hire

A few months ago Josiane Feigon asked if I would read through the manuscript for her upcoming new book and lend an endorsement. I had high expectations for Smart Sales Manager and Josiane certainly didn’t disappoint me. I strongly recommend the book. One of the subjects she covers in the book is very important to […]

Upcoming Webinars for Sales, Marketing, and Product Management Leaders

How to Improve the Relationship Between Sales & Marketing and Product Management    Thursday Sept 12, 2013 – 1:00 – 2:00 ET Session Description: In the world of business, it’s important for people across all business functions to help the firm produce visible results.  However, sometimes, the “machine” of the business needs to be fine-tuned […]

Yankee Doodle Danger

Just for the record – I am not having a go at Americans in this post despite what the title might suggest. But having worked with hundreds of Irish companies over the years and having been involved with selling programs such as SalesSTAR and the International Selling Programme I am only too familiar with some […]

Mike Kunkle on Driving Sales Training Results

I “discovered” Mike Kunkle a while back through his contributions to the sales effectiveness discussion groups, his tweets, and his comments on various sales experts’ blogs. Whatever he’s written has been to-the-point, clearly articulated, and has oozed experience and knowledge. ES Research worked with Mike on a special project for his last company, so we […]

9 Big Mistakes Entrepreneurs Make About Selling

There was a very relevant announcement made recently: Enterprise Ireland Announces Record Exports of €15.2bn in 2011. This is big news in Ireland, especially with the situation that Ireland has been in.  The funding, support, and programs the Irish goverment has provided companies that export (read: sell outside Ireland) led to this significant achievement. (Read […]

Interviewing Sales Candidates: Body Language

I’m In Ireland again for my yearly visit. I’m an Adjunct Professor of Sales and Sales Management at the Dublin Institute of Technology. DIT delivers an eight module program in international selling for Enterprise Ireland, the government organization responsible for the development and growth of Irish enterprises in world markets. Among the subjects I cover in […]