by Jay Leonard - Would you let an octopus manage your sales forecasting? …Statistically speaking, you’d be better off. After all, celebrity cephalopod…
by Connor Brooke - How suggestible are you? Much more than you might think, it would seem. In one experiment in 2008, psychologists…
by Alan Draper - If you get home tonight and you fancy watching a movie, how will you pick one? Will you turn…
by Alan Draper - Twenty years ago, the manager of Oakland Athletics baseball team had an inspired idea. Lately, his team had been…
by James Spillane - Tell me if this sounds familiar: you’re at a major conference. You’re on fire. You’re picking up business cards…
by Jay Leonard - You know that feeling when you’re driving somewhere in a rush and you suddenly realise you’re on the wrong…
by Alan Draper - Today, risk is at the forefront of your buyer’s mind. Buyer perceived risks are the handbrake on any deal.…
by Connor Brooke - As a B2B seller, is your favourite word ‘I’, ‘We’ or ‘You’? I sure hope the answer is ‘You’…
by Connor Brooke - Getting physically fit and shedding excess weight is a lot like getting your sales team fit for business. We…
by Connor Brooke - Ever had a promising opportunity fizzle, fade and disappear on you? There’s nothing more frustrating. In the high-value, complex…
by James Spillane - A study by CSO Insights reports that, in 2013, the average size of B2B deals dropped 25% over the…
by James Spillane - When you pick up that phone to make a sales call, you are in control right? You’ve made the…
by James Spillane - Managing a sales team is hard. The role of the front-line line sales manager is the lynch-pin of most…
by Connor Brooke - I have written often about the importance of Trust In Business. I have always contended that without Trust it is…
by Alan Draper - Back in 2012, I wrote about the proliferation of mobile devices and how this would impact on the way…