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Difference in Salary a Master’s Degree Makes
News
|Does getting a Masters degree really matter? Surely a first degree is good enough to qualify for a decent job these days? You’d think so, ...
Is the Glass Ceiling Getting any Thinner?
News
|Yes OK, the question must be what is a bloke doing writing about the glass ceiling? I’ve been training several recruitment consultants lately and this ...
Sales Vs Marketing – Why don’t we talk to each other?
Blog, Buying Process Alignment
|I walk the fine line between helping companies improve their sales processes and being a lecturer in Global Marketing and Sales Management. Most of my ...
What Exactly Are You Selling?
Buying Process Alignment, Large Sales
|As a lecturer in Global Marketing and Sales Management, I spend a lot of time challenging my students to answer the Big question: How would ...
Universities and the Evolution of B2B Sales
Buying Process Alignment, Large Sales, Sales Education, TRIZ in Sales Management
|The number of university attendees in the UK has risen in the last few years, and if there is one component which all Universities build ...
Challenges in Business Development – The guys in Legal
Buying Process Alignment, Large Sales
|It’s Friday afternoon, and you pick up a voicemail from your client about the sale you thought you had closed earlier in the week. “I’m ...
A long time ago in a country far, far away…..
Large Sales
|When I was a youngster selling British building materials to Japanese contractors in Saudi Arabia, one of my colleagues used to trot out the same ...
Sales Management Recruitment
How to Recruit Salespeople
|I’ve always been a big believer in the concept that if you put enough people in a room with a large enough pot of coffee, ...
TRIZ in Sales – maybe it is Rocket Science
Buying Process Alignment
|Process improvement is about solving problems, and the Sales and Marketing functions have these in bulk. The frameworks I use have proved themselves in manufacturing ...