I am proud to be a sales professional, and proud to be training and coaching others to become successful sales professionals themselves. However, I find myself spending a lot of time thinking and talking about the tight spot our profession seems to have got itself in. I can understand why. For one there has been, [...]

Filed under: High value selling, Motivation | No Comments »

A lot of people think you can turn business development on and off like a tap.  Well you can’t, or at least you shouldn’t. Unlike sales, business development is a softer, more tangible process yet one that shares the same objective.  Although the two are both very much integrated – a bit like sales and [...]

Filed under: High value selling, Lee Durham, Prospecting | No Comments »