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...

In my pre-psychology career, I once had the opportunity of having meetings with two sales teams in directly competing technology...

Picture the scene. A newly-appointed sales director assembles her several hundred-strong sales force for a kick-off conference. Staring...

Picture the scene. A newly-appointed sales director assembles her several hundred-strong sales force for a kick-off conference. Staring...

SAP recently published the results of their survey of the top challenges facing teams selling cloud-based services. Straight in at number...

“Build a better mousetrap and the world will beat a path to your door,” runs an expression attributed to nineteenth century American...