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 2021 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.

  •  
    Mark Boundy
    CEO, Boundy Consulting, LLC

    Mark Boundy has grown businesses in a variety of industries for 25 years, amassing wide-ranging experience in sales, marketing, new product development, and product management. He helps his clients find, win, and keep more business – more profitably. He’s led firms to be leaders in value and price in a variety of product and service industries. Mark wrote Radical Value: Elevate Your Company – and Career – by Unleashing the Power Within Customer Centricity. Mark lives in Phoenix, Arizona, and is father of two grown sons. He is an avid mountain biker and culinary hobbyist.


    Areas of Expertise
    • Selling value
    • Value pricing/discounting reduction
    • Business acumen for trusted advisors
    • Complex selling for differentiated products/services
    • Account management
  •  
    Bill Cates
    CSP, CPAE, Client Acquisition Expert, Referral Coach International

    Most sales organizations see referrals as “icing on the cake.” But your clients/customers prefer to meet you through referrals – meaning referrals ARE the cake. If your salespeople are merely dabbling in referrals, you are missing tons of sales opportunities. Bill Cates will show you how to increase your sales revenue without increasing your marketing expenses. You will deepen your relationships with your clients/customers, create advocates for your business, and acquire more ideal clients/customers through referrals, introductions, and more effective messaging. The fastest way to cut through the noise and reach prospects is through an introduction from someone they already trust.


    Areas of Expertise
    • Enhancing client/customer experience, loyalty, and advocacy
    • Asking for referrals and introductions without pushing or begging
    • Creating solid introductions and securing appointments
    • Maximizing relationship marketing strategies
    • Creating more relevant and effective messaging (sales and marketing)
  •  
    Mark Cox
    Founder and President, In the Funnel Sales Coaching

    Mark Cox has sold, structured, and negotiated some of the largest single-sale transactions in North America, including a billion-dollar transaction with a top-10 U.S. bank. Mark founded In the Funnel Sales Coaching (ITF) with the mission to dramatically improve the performance and professionalism of B2B sales teams. With a focus on strategy, process, tools, and discipline, ITF has helped hundreds of companies achieve predictable double-digit sales growth by implementing ITF’s proprietary Sales Playbook. ITF leverages post-training coaching calls and their online learning academy to ensure their sales training results in positive, permanent behavioral change.


    Areas of Expertise
    • Sales training
    • Sales management
    • Sales planning
    • New business development
    • Sales coaching
  •  
    Nigel Green
    Sales Team Architect, Nigel Green

    Nigel Green is a sought-after sales advisor, author of Revenue Harvest, and the widely-regarded authority on improving sales team performance. He has worked with dozens of B2B sales teams to more than double sales results. With 10+ years of executive experience ranging from Fortune 500 companies to early-stage growth companies, he works with executives who want to improve sales team performance. His insights have been featured in top business publications like Forbes, Inc. Magazine, Fast Company, and Business Insider. As a consultant and advisor he can help any sales team with big sales goals experience consistent sales growth.


    Areas of Expertise
    • Sales planning and forecasting
    • Sales team architecture, design, and structure
    • Executive sales leadership coaching
    • Sales team training program development
    • Aligning selling activities with business outcomes
  •  
    Alice Heiman
    Founder and Chief Sales Officer, Alice Heiman, LLC

    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 privately held 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
  •  
    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
  •  
    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
  •  
    Eric Lofholm
    President, Eric Lofholm International

    A naturally gifted teacher, Eric Lofholm has been helping salespeople and sales teams increase their sales results for over 20 years. He is the founder of the Continuous Sales Improvement Movement, a movement to inspire a million salespeople to improve their sales skills every week. Eric believes that selling equals service. He also believes in working toward mastery of the fundamentals of lead generation, appointment setting, and delivering a high-quality presentation.


    Areas of Expertise
    • Motivation
    • Sales scripting
    • Presentation skills
    • Breaking through comfort zones
    • Group selling (Webinar and public speaking selling)
  •  
    Andy Miller
    CEO, Big Swift Kick

    Andy Miller is CEO of Big Swift Kick, an international sales strategy and sales performance firm that helps middle market companies accelerate sales. He is responsible for helping companies generate $5.7 billion in new business. Clients include well-known tech companies, private equity firms, and business gurus Tony Robbins, Chet Holmes, and Jay Abraham. He is a Vistage Top 100 Speaker and advisor to 138 sales consultants. Andy has lectured at Georgetown University and Wharton School of Business, has been featured in Newsweek and on CNN, and has authored seven books on business growth.


    Areas of Expertise
    • Recruiting and selecting sales reps, sales managers, and sales leaders
    • Sales team analysis, effectiveness, and optimization
    • Sales strategy
    • Large account acquisition
    • Virtual and consultative selling
  •  
    Tim O'Conner
    President, Uptrend Partners Inc.

    Tim blazed a trail this year in the new realm of virtual selling. He successfully guided numerous organizations through one of the most transformative years in sales history. His clients quickly pivoted and executed new sales strategies and tactics. Using Tim’s P2P Ratio™ they learned the new preparation methods necessary to perform and execute in an ever-changing landscape. He helped several Fortune 500 clients redesign their sales training programs to virtual formats. In fact, they report higher ROI on these training programs than ever before.


    Areas of Expertise
    • Virtual selling skills
    • Sales force training and development
    • Sales process design and implementation
    • Sales management, coaching, and reinforcement
    • Clinical selling for life science organizations
  •  
    Dave Varner
    Founder, The Millau Group Global

    Dave is the Founder of The Millau Group Global (TMG), an organization focused on making selling simple, coaching easy, and results immediate and measurable. His clients range from start-ups to Fortune 100 companies. His 2020 book, The Sales Checklist – Get It Right Every Time™, was called a “Once-in-a-decade book” by Selling Power magazine. Dave focuses on technical sales teams. He began his career as an engineer for a machine tool and robotics systems company. For the past 20 years, Dave has been a leader in the sales training industry.


    Areas of Expertise
    • Sales process
    • LEAN Six Sigma and sales
    • Delivering measurable results
    • Cost-effective, 90-minute interactive Webinars
    • Enabling data-driven decisions

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.