Consultant's Registry
All of the following consulting firms have a variety of useful resources on their web sites. Check it out
now!
Rich's Favorite CRM Gurus!
This is my own personal list of the "best of the best!" I have known each of these folks for nearly twenty
years. I trust them totally and recommend them without reservation!
Gil Cargill
After concluding a spectacular sales and management career at IBM, in which he led his sales team from a dead
last rating among 220 branch offices to first place in less than a year, Gil Cargill launched his own consulting
practice in 1978. Cargill Consulting Group, Inc. was built on the same strategies that produced Cargill's
outstanding sales results at IBM.
Gil Cargill has spent the past 27 years as a consultant, speaker and sales trainer helping thousands
of businesses achieve dramatic and permanent improvements in sales productivity. Cargill has taught salespeople
across diverse industries the importance of developing sales processes, the advantages of implementing new
technology, and the benefits of tracking sales performance. Cargill has been a frequent speaker at national
conventions and consultant to such organizations as Toshiba, ComputerLand, Micro Age, Apple Computers, Borg
Warner Weyerhaeuser, and many thousands of small-to-medium, growing businesses.
http://www.cargillsells.com/
Jim Cecil
Jim Cecil, founder and president, is an acknowledged leader in the field of loyalty marketing and
customer-relationship strategies. Cecil addresses conferences and meetings, and conducts strategic sales process
training sessions for corporate teams and individuals.
Cecil is an expert observer of trends in marketing and selling. His development of the Nurture Selling Process
is the result of a need he saw spring from dynamic changes in the business-to-business sales process beginning in
the late 1980's. It became clear that the sales cycle is growing longer each year while cold-calling has ceased to
be an effective form of selling. The impact of traditional media marketing is diminishing. Cecil has discovered a
cure for the common cold call -- it is Nurturing!
Jim Dickie
Jim Dickie is a partner with CSO Insights, a research firm that specializes in analyzing how companies are
reinventing the way they market, sell to, and service customers. He has over 25 years of sales and marketing
management experience. Jim began his career with IBM and Sterling Software and then went on to launch two
successful software companies.
Jim is also a contributing editor for CRM Magazine; and the author of The Chief Sales Officers Guide to CRM,
Insights into High Tech Sales and Marketing, and the co-author of The Information Technology Challenge, and a board
member for Baylor University’s Center for Professional Selling. Jim is a guest host on World Business Review seen
on PBS, and an often-requested keynote speaker at CRM and E-Business conferences.
Over the past ten years,CSO Insight's survey of over 4000 customer relationship management projects has become
the benchmark for tracking the evolution of the marketing, sales and service automation initiatives. CSO Insight's
clients span multiple industries and include such firms as 3M, GE Capital, Great West Life, Federal Express, IBM,
Accenture, StorageTek, Xilinx, Hewlett Packard, McKesson, Unocal, Cessna, Bell South, Vishey Electronics, and
Intel.
http://www.csoinsights.com/
Dick Lee
Dick Lee is founder and principal of High-Yield Methods, a trend-setting consulting firm focused on helping
clients achieve external alignment with customers and internal alignment around customers. To deliver these
outcomes, HYM’s innovative consultants employ a range of proprietary tools—including a customer-centric approach to
strategic planning; a field-tested, collaborative approach to implementing customer relationship management; and
Visual Workflow, the first formal approach to business process improvement designed specifically for use in highly
variable front office and service sector environments..
Dick was among the pioneers of the relationship marketing movement—starting his customer-centric work in
corporate sales in the late 1970s and progressing through field sales and call center process management, database
marketing and strategic planning roles before founding HYM (originally High-Yield Marketing) in 1994. During the
1980s, he also developed the first university course in customer-centric business planning, which he taught for 10
years at the Graduate School of Business, University of St. Thomas
While leading HYM to prominence in CRM circles, Dick developed two proprietary methodologies now in common use:
The Four Steps to CRM Success™ , the first strategically-oriented, formalized approach to planning CRM
implementation; and Visual Workflow™, an approach for aligning business strategies, business process and
information technologies that includes a highly accessible, mapping system that enables business and IT managers to
collaborate effectively in creating business/technology alignment.
http://www.h-ym.com/
See also:
http://www.h-ym.com/Customers_Tell_Companies.htm
Barry Trailer
Barry Trailer is a Partner with CSO Insights, and brings over twenty-five years of professional selling
experience to this role. He is an expert on sales processes and methodologies for complex business-to-business
environments. Most recently, Barry was president of the GoldMine Division of FrontRange Solutions. Prior to that,
he held other senior positions at FrontRange Solutions including Vice President of Strategic Initiatives and Vice
President of North American Sales for GoldMine Software Corporation (prior to corporate name change to FrontRange
Solutions).
Before joining GoldMine Software Corp, Barry was a principal in the consulting firm Trailer Vavricka, Inc.
(TVI). Clients included Commerce One, Corning Cable Systems (formerly Siecor), DoubleClick, The Tennant Company,
Onyx and Arbor Software. It became clear that beyond mapping sales processes a mechanism was needed for sustaining
and improving these processes. Beginning in 1994 the company began developing software to provide operational
performance metrics to sales reps and their managers. This work led to the formation of SalesWare, Inc. and the
product Vital Signs™ which were acquired by GoldMine Software.
Barry has presented to more than ten thousand sales reps and executives at over a hundred companies, including HP,
Sun Microsystems, Conner Peripherals, and Hitachi Data Systems. From 1983 to 1991 Barry was a leading associate
with Miller-Heiman, Inc. and served as president of Miller-Heiman in 1986.
Barry's writing includes Sales Mastery a novel, published in 1991, serving as Contributing Editor (1997-1999)
with the monthly column "Can We Talk?" for Sales & Field Force Automation (now CRM) magazine and several white
papers on sales process. In addition to writing, speaking and consulting Barry also now serves on several advisory
boards of emerging companies. He lives in Marin County, CA.
http://www.csoinsights.com/
The "Big Five"
Independent IT Research Firms
Independent Consulting Firms & CRM Resellers
Note: When I began this listing, it was very difficult to find a consultant or VAR. Now, they are
falling over each other trying to get your business. So, here I will list my personal favorites. These are people
that I have gotten to know who I recommend without reservation. By the way, it's not an accident that this is a
short list!
United States
Canada
Europe
Asia
Australia
South America
Thoughts on Choosing a Consultant
Legal Stuff Follows:
Sell More Now Inc. makes every effort to verify information placed in this directory on this Web site
but cannot guarantee the accuracy of such information. Sell More Now Inc. neither warrants nor accepts liability
for any information contained on this Web site about any company or individual nor endorses any individual or
company listed on this web site.
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