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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?

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…

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…

We need to ask ourselves this question every time we are about to approach a prospective customer or client. Why? Because the answer will give us the ability to give the customer exactly what they need…

With sales targets to hit & seasonal bonuses coming up, we all want the best sales figures. When we work for a company we have belief in the product or service…

You have no doubt heard the saying ‘discovery is not about seeking out new lands, but looking at existing lands with new eyes’. Well, that pretty much sums up the rationale behind lateral, or creative thinking.

If you are still a salesperson in 2010, firstly congratulations – here are 5 recommended strategies you can employ towards getting on top of your target this year.