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Recording the details of a sales meeting with a pen and paper divides a lot of professional salespeople.I remain a firm believer in the value of taking notes, here’s why:

An old professor had a simple, yet powerful formula for pre-qualifying opportunities and markets – that is the 3 Ps of pre-qualification. Can its application earlier in the sales cycle avoid a lot of set-backs and surprises?

For those companies who are having trouble collecting payments from clients, the option often turns to hiring a collection agency. But how do you go about hiring the right agency, an agency that will in turn have your best interests at heart?

While it oftentimes comes down to finances and customer service, don’t be surprised if some clients are not taking a second look at how your salespeople are showing up dressed for important meetings.

More and more professional buyers are adopting a ‘fortress mindset’ in their approach to dealing with sellers.

With more sellers chasing fewer customers these days, do B2B buyers have the upper hand? Well, according to buyers themselves, the answers is yes. However…

Intel recently announced another advance in chip technology that is expected to result in a doubling of computer processing power. Now you may be wondering what computer chip technology has got to do with selling. Well, quite a lot as it turns out…

Small business owners are notorious for wearing multiple hats: they can be managers, bookkeepers, impromptu IT “experts,” and marketers, among other titles. But what ever roles you find yourself taking…

I had the opportunity to work with some great B2B sellers and sophisticated process driven buyers over the past month from London, Brisbane, Dublin and New York. While working with them, we noted a number of key insights…

Sales professionals are largely the public face of a company or organizations and people judge the company by seeing and judging the sales personnel. Sales professionals need to have…