Why are sellers with three to five years of experience within an industry often the most productive? What is the most difficult sale and who is carrying this load? Conversely, what are the easiest sales and who is most often taking advantage of these?
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.