The journey and upward trajectory of British cycling is well documented (even though they have had some bad press recently). In the span of 8 years […]

The 2015 report, “Death of a (B2B) Salesman,” by Andy Hoar, VP and Senior Analyst – Forrester Research, projected that 1 million sales professionals, or 22% […]

Scene: Enter Mike Wilkinson and Salesperson Mike: You are involved with big complex deals that can take many meetings to drive through. What resource stops you […]

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

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

Many salespeople, when they qualify their sales, tend to qualify them by looking for the good things. ‘They have a big problem; I have a good […]