Sales Training & Coaching

After decades of working with sales consultants who help sales teams and executives produce better results for their companies, Selling Power is proud to introduce our 2020 List of Leading Sales Consultants. This list focuses specifically on consultants who have expertise in sales training and coaching, and it will help you find and hire the sales consultant who best fits your training and coaching needs. The list of Leading Sales Consultants is presented alphabetically, with no ranking implied.

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    Alice Heiman
    Founder and Chief Sales Officer, Alice Heiman

    Alice Heiman has been helping companies increase sales for over 20 years. Her firm specializes in the complex sale – strategizing with sales teams to find new business and grow existing accounts. Alice has worked with some of the largest companies in the world and now focuses on privatelyheld companies that need to grow their sales organization and increase sales quickly. Alice began developing her sales expertise at Miller Heiman and, yes, she is the daughter of co-founder Stephen Heiman. She and her team incorporate the newest research and best practices to provide sales programs that bring about sustainable change.


    Areas of Expertise
    • Sales management
    • Complex sales
    • Sales strategy
    • Key account strategy
    • Lead management
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    Mark Hunter
    CSP, "The Sales Hunter"

    CSP – “The Sales Hunter” – is recognized as an expert in sales, leadership, and profitability and is best known for impacting organizations through his high-energy presentations. This level of experience is at the core of every program he delivers to thousands of people each year, as well as in his books High-Profit Prospecting and High-Profit Selling.


    Areas of Expertise
    • Prospecting
    • Pricing
    • Profitability
    • Sales leadership
    • Sales motivation
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    Anthony Iannarino
    Speaker, Coach, and Consultant, The Sales Blog

    Anthony Iannarino is an international speaker, coach, and consultant. He is also the author of two bestselling books: The Only Sales Guide You’ll Ever Need and The Lost Art of Closing: Winning the 10 Commitments That Drive Sales. His third book, Eat Their Lunch: Winning Customers Away from Your Competition, as released in 2018. Anthony works with sales organizations that are engaged in the process of transforming by adopting a 21st-century consultative sales approach to complex, B2B sales.


    Areas of Expertise
    • Value creation
    • Building consensus
    • Competitive displacements
    • Commitment-gaining
    • Consultative insight-led sales
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    Karen Kennedy
    CEO, Insights to Growth

    Karen is CEO of Insights to Growth – “The People Whisperer for Business™” and a Predictive Index® Certified Partner. With a 20-year career built on business revolutions and evolutions, Karen has a proven record of designing high-functioning sales teams that deliver results for companies of all sizes (ranging from $5 million to $110 billion), including Hewlett-Packard, Dun & Bradstreet, and BrightView. Insights to Growth helps sales VPs, CSOs, and CROs benchmark sales roles and then use behavioral and cognitive assessments to determine the best fit person for each role, each leader, each team. It’s 2019 – so let’s bring science into your people decisions!


    Areas of Expertise
    • Talent assessments
    • Science-based hiring
    • Personality profiles
    • Sales culture building
    • Workforce optimization
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    In 2000, Mark created the BuyCycle Funnel™, a game-changing sales model that aligns selling activities to the customer’s buying journey. Mark wrote The Funnel Principle in 2008. Selling Power magazine called it “revolutionary” and, since then, more than 120 sales teams in 19 countries have implemented The Funnel Principle Selling System™. In 2019, Mark wrote Blindspots: The Hidden Killer of Sales Coaching, with a mission to make sales leaders aware of their blindspots and how they negatively impact coaching and leadership. Mark sells training and coaching services through a network of agents and dealers around the world.


    Areas of Expertise
    • Customer buying journey selling
    • Sales coaching and leadership
    • Sales funnel management
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    C. Lee Smith
    President and CEO, SalesFuel

    C. Lee Smith is one of the country’s foremost experts on developing high-performing sales teams, sales coaching, as well as sales enablement, hiring, and workplace culture. His new SalesFuel HIRE is a cutting-edge digital solution enabling sales managers to “Hire Smarter.” HIRE provides exclusive analytics measuring toxicity, empathy, and the total sales mindset, identifying tendencies under stress often undetected during interviews. Lee’s SalesFuel COACH helps sales managers coach via adaptive learning and micro-learning. He previously created AdMall® – the nation’s leading provider of consultative sales intelligence. Lee is a dynamic keynote speaker, C-suite network advisor, and co-host of the popular Manage Smarter™ podcast. Lee is also a Gitomer Certified Advisor.


    Areas of Expertise
    • Sales coaching
    • Sales research
    • Leadership and management
    • Media and marketing
    • Hiring and selection
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    Charlie Thackston
    President, SOAR Performance Group

    Charlie Thackston has a passion for helping companies grow. This passion led to the founding of SOAR Performance Group, a consulting and training company, where he serves as president. SOAR Performance Group has a constant focus on helping clients drive changes in go-to-market strategy, sales approach, and sales skills to achieve new levels of performance. His prior experience includes sales and marketing leadership roles for early-stage venture capital-backed technology companies. He is the author of Change Velocity: The Secret to Leading a Successful Sales Transformation and earned his master’s degree in business from the University of Georgia.


    Areas of Expertise
    • Revenue acceleration through sales transformation initiatives
    • Elevating team performance through sales leadership and team development
    • Pivoting go-to-market approach through coverage model and talent alignment

Note: This list is sponsored and is organized in alphabetical order; no priority or ranking is implied.

Are you a candidate for the next Leading Sales Consultant listing? Email Gerhard at gg@sellingpower.com for details.