Convince Me I Should Bid A salesperson was asked to quote for a specific opportunity by a potential customer. He […]

In the language of selling, the word ‘Qualification’ is used in two different ways. The two uses are almost 180° […]

Scene: Enter Mike Wilkinson and Salesperson Mike: You are involved with big complex deals that can take many meetings to […]

The 2015 report, “Death of a (B2B) Salesman,” by Andy Hoar, VP and Senior Analyst – Forrester Research, projected that […]

The journey and upward trajectory of British cycling is well documented (even though they have had some bad press recently). […]

I learned a great deal from my mentor – Dermot Bradley – the inventor of the SCOTSMAN® qualification tool and […]