Author Articles

12 sales trends for 2013

Sue Barrett shares her research on the 12 sales trends that

Using meditation to become a master of sales

What do empathy, compassion and benevolence have to do with salespeople

Why planning is pivotal to the sales process

We're used to making plans for things that are important to

How to act ethically in sales and procurement

Ethical procurement practices and choices surrounding sourcing and distribution activities can

Are sales skills relevant to everyone?

Most people choose a field to work on, apply and develop

How modelling good behaviour is good for business

As leaders, we want our businesses’ to be healthy and successful,

Does sales have a place in the academic landscape?

Today’s sales environment is so complex that the skills required to

How to coach salespeople to improved performance

The sales profession is skillful, with many technical and interpersonal abilities

How to develop sales skills on a budget

Finding the time to take your sales team out of the

Social media and its impact on the sales process

Social media has contributed to the democratisation of information and, armed