Information on SalesGym
Research and Interviews
At SalesGym, we interview interesting Sales Leaders as part of our research process for new books. The quotes and insights from these interviews are typically used in four different ways:
Currently, interviews are being conducted by Michael St. Lawrence and Emily Knott.
Michael St Lawrence
Michael is the Founder of SalesGym and author of a number of books including the 17-week Times bestseller, “If You’re Not Out Selling, You’re Being Out Sold” and SalesGym’s most recent book, “Compete Selling.” Michael has done consulting on training, strategy and execution with many of the best sales teams in the world over the last 25 years.
Emily is a founding member and Director of Research at SalesGym. She is actively engaged in SalesGym's research, writing, coaching and training. Emily has her finger on the pulse of sales trends, global best practices, and innovative ideas that sales leaders are implementing to create top performing teams.
The process for an interview and publication of the quotes and insights has 5 steps to it:
- A short interview preparation call (5-10 minutes) to get an idea of your expertise so we can prepare interesting and engaging questions that will fit your background, experience and current role in your sales organization
- Scheduling and confirming the interview … we send out an invite with a call-in number
- The interview itself … roughly 45 minutes … this call is recorded so our team can listen to it and find the best quotes that reflect positively on the interviewee and highlight the kind of thinking that drives better sales results that will be helpful to the broader sales audience.
- We extract and clean up the best quotes from the interview and send them to the interviewee for their review, possible edits and sign off. We do not use any quotes until they are approved and signed off. The interviewee determines how their name, title and whether or not their company name will be used.
- After approval, the quotes come back to us and our team looks for the best ways to use them. If the interview was good, we usually start with a Feature Interview Article.
We’re working on two book projects right now we’ll be using quotes in:
Working Title – “The Hidden Sales Problem” … This project is distilling three years of research of testing sales teams and hundreds of executive and buyer interviews that has revealed a shockingly high percentage of salespeople make the same mistakes on over 90% of their sales calls and these mistakes are the cause of most lost opportunities. Why these mistakes happen, and what sales organizations must do to fix these problems.
Working Title – “Radical Thinking > Breakthrough Sales Results” … This book is designed to look at both timeless insights into selling, sales coaching and leading sales teams and the more radical, disruptive ideas and strategies that innovative sales leaders are using to build stronger sales teams. It’s a synthesis of the old and new … principles and disruption with lots of insights from the interviews we conduct.