Your best rep is your biggest burnout risk
The first time I lost a top performer to burnout, I had him marked as the safest person on my ...
Insights
Whether you're looking for the latest trends, practical advice, or in-depth analysis, our Insights section offers valuable knowledge to support your growth and success.
The Sales Director: From managing performance to defining direction
The Sales Director: When the next step is a different job For many successful Sales Managers, becoming a Sales Director ...
The top 10 books that will sharpen your competitive edge in bids and proposals
Not all sales professionals are taught how to craft a winning proposal. And throughout my more than 30 years in ...
A great close starts with a great sales negotiation
Negotiation and closing are two fundamental elements of business-to-business (B2B) sales, and the close naturally follows a successful negotiation. I ...
Systemising referrals in your business
A clear referral strategy will broaden every company's business development reach, generating more revenue from more clients Research has shown that 82% of your ...
Scaling sales: Why high-performing teams outperform individual stars
The case for change There’s a growing body of evidence that business performance accelerates when teams work together effectively. This is good news for the majority ...
Promoted but unprepared: The leadership skills most new managers are never taught
In many organisations, the transition into management follows a pattern that is both familiar and fundamentally flawed. An employee performs ...
What can sales professionals learn from other established professional bodies?
Unlocking sales performance: sales as a true profession Sales professionals can learn a great deal from well-respected professional bodies like ...
Developing a coaching culture in sales: Why it matters now more than ever
Why coaching must be at the heart of modern sales leadership In today’s fast‑moving commercial landscape, sales organisations face rising targets, increasingly ...
The meteoric rise of ‘Sales Enablement’ (or whatever you want to call it!)
There is no doubt sales enablement has magic made with an alchemy of art and science (see the graphic below). ...
The top salespeople are those who ask the best questions
Effective sales questioning In sales, the discovery conversation is described as critical, foundational, non-negotiable. Yet, it is the stage most ...
Why the best public sector suppliers win before the tender starts
What distinguishes successful public sector suppliers? Risk reduction is the core strategy Winning suppliers reduce perceived delivery risk at every stage, not only through ...