This is such a great book and the quality, quantity and overall rigour of the research is hugely impressive. I anticipate books based on extensive research to be a difficult read but, on the contrary, Matt and Brent give us a thoughtful, focused, concise and yet easy writing style making the book a joy to [...]

April 25, 2012 by Cindy Barnes

On Wednesday 4 April 2012 at 4pm (UK time) we will be co-hosting a webinar with Tom Pisello, CEO of Alinean. This webinar will review groundbreaking research that turns traditional sales success beliefs on its head, and provides specific sales enablement advice and tools to turn your sales professionals into challengers that break the status-quo [...]

March 29, 2012 by Suzi McGhee

“Weak people in business are a waste of space.” “I’m cold, hard and unstoppable.” When I saw the latest trailers on the BBC for The Apprentice, with these macho, posturing quotes, I found my skin growing clammy. I know it’s popular and makes good television, with its sharp-dressed contestants and all their dramas and rivalry, [...]

May 6, 2011 by Helen Blake

What is a sales person’s value proposition? This very interesting question was posed recently on LinkedIn.  The questioner asked: Is it Product Knowledge? Is It Customer Relationship? Is it Negotiation or Communications Skills? In this era of Web 2.0 – where buyers are better informed and demanding and have direct access to vendors and in [...]

January 17, 2010 by Cindy Barnes

Waiting in my local florist last week I was struck by the increasing polarisation between sales styles. Being served was a young girl about to get married who was very emotional and wanted her wedding flowers to be ‘just perfect’ but she didn’t really know what she wanted. I listened as the very patient sales [...]

December 2, 2009 by Cindy Barnes

A travel industry client of a colleague recently reduced its offerings down to a narrow niche of cruises and then focused its marketing effort and management time on ensuring these were profitable and generated cash quickly. While there was a temporary fall in sales, the company returned to positive cash flow and profit within a [...]

March 23, 2009 by Cindy Barnes