27/02/2018
Articles
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27/02/2018
Convince Me I Should Bid A salesperson was asked to quote for a specific opportunity by a potential customer. He […]
06/03/2018
In the language of selling, the word ‘Qualification’ is used in two different ways. The two uses are almost 180° […]
13/03/2018
Scene: Enter Mike Wilkinson and Salesperson Mike: You are involved with big complex deals that can take many meetings to […]
21/03/2018
The 2015 report, “Death of a (B2B) Salesman,” by Andy Hoar, VP and Senior Analyst – Forrester Research, projected that […]
28/03/2018
The journey and upward trajectory of British cycling is well documented (even though they have had some bad press recently). […]
24/04/2018
I learned a great deal from my mentor – Dermot Bradley – the inventor of the SCOTSMAN® qualification tool and […]