Barry Trailer is a managing partner and co-founder of CSO Insights, a sales effectiveness research and benchmarking firm. In addition to more than 30 years of professional selling experience, Barry has been president of Miller-Heiman, a respected sales training firm and Goldmine, a well-known CRM application. He has conducted seminars with hundreds of companies, including HP, Sun Microsystems, Oracle, and Hitachi Data Systems, and presented Sales Mastery keynotes at dozens of sales events. Barry's writing includes The Sales & Marketing Excellence Challenge: Changing How the Game Is Played, co-authored with Jim Dickie (Jan. 2003). He has written Sales Mastery, a novel (1991), served as Contributing Editor (1997-1999) with the monthly column "Can We Talk?" for Sales & Field Force Automation (now CRM) magazine, and produced numerous white papers on sales process. Jim Dickie and Barry have been twice published in the Harvard Business Review (July-Aug 2006, Dec 2010-Jan 2011).