Conventional wisdom tells us that when approaching a prospect we should tiptoe carefully so we don’t put our prospect off or get...

An article in a 1998 McKinsey quarterly titled The War for Talent changed thinking in the corporate world. The human resources community...

Science has already supplied the answer to what makes a more effective sales team. The trouble is, almost no-one is yet putting it into...

Dependent as companies are for top-line growth on the selection, assessment and development of their sales people, they naturally invest...