Barry is co-founder of Sales Mastery, a sales research and advisory firm focused on AI-for-Sales solutions and Sales as a Profession. His 40 years of sales and sales management expertise including co-founder of CSO Insights, (acquired by Miller Heiman/Korn+Ferry), president of Miller Heiman, and president of Goldmine software.
Barry has researched thousands of companies, and coached advisory clients to successfully transform their sales organizations. He has a rich background and proficiency in all things B2B sales and brings this expertise to advisory services clients, sellers, and sales leaders through speaking engagements (pre-COVID), articles, videos, social posts, and more.
He is currently an author/adviser to CustomerThink.com. He has written for numerous publications and has been twice published in the Harvard Business Review and was twice a keynote for HBR’s Warsaw Sales Summit.
This video discusses the steep decline from initial enthusiasm to longer term lack of adoption and, specifically calls out the...Read more
Also presented is an analogous model especially relevant for sellers. Discussion about how to project more authenticity and create more...Read more
In this short (4 minute) video, Jim Dickie outlines the “Old School” approach to strategic account management: checking LinkedIn profiles,...Read more
Jim Dickie presents an AI-powered alternative that can provide a detailed and personalized buyer analysis, including personality type, decision-making style,...Read more
Sales Mastery, in conjunction with Korn Ferry, has updated the 2018 findings in their 2021 B2B Buyer Preferences Study. Spoiler...Read more
To address these challenges, Jim overviews an AI-enabled solution that conducts win/loss analyses on every deal while, at the same...Read more
In this 9-minute video, Barry Trailer presents a simple and elegant management model for setting expectations, the need for following...Read more
In this video, Jim Dickie overviews challenges associated with keeping training alive after the initial burst of enthusiasm, including expecting...Read more