Is your sales process characterised by lengthy buying cycles with the involvement of multiple decision makers? Are buying decisions frequently delayed or postponed? Are you finding that you are losing to a decision to “do nothing” as often as you lose to a conventional competitor? Then you’re not alone...

We live in a world where the balance of power is clearly in the hands of the prospect, rather than the sales person. But recent research has both confirmed the problem…

I get the chance to observe many B2B sales people in action, and to identify the winning behaviours that seem to separate today’s top performers from their middle of the road peers. I’d like to share 5 qualities that seem to be consistently valuable and to offer some good news - these are all qualities that can be developed through effective training and mentoring...

There’s no doubt that this is a tough sales climate. If you’re in an established market, your sales people are going to…

It’s simply too expensive, too time-consuming and too wasteful of resources to leave this question to chance. The idea of creating “ideal customer profiles” is gaining…