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Sales Vs Marketing – Why don’t we talk to each other?

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?

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

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

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…..

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

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

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 ...