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Mike Southon is one of the UK's leading business experts and entrepreneurs. He's best known today for his best selling “Beermat Entrepreneur” series of books and his regular column in the Financial Times. Mike built his reputation, however, in sales - and in particular: selling professional services. I caught up with Mike recently and asked Read More

The Rainmaker Network is a worldwide free to join network (hosted on Linkedin) focused on helping partners, marketers and business developers in Professional Service Firms to attract new clients and win new business. The network provides a forum for debate, discussion and help for all those involved in selling professional services - from law f Read More

Now that we have been at this bad or new economy for a while it is time to embrace The New Normal. Read More

The growth and development people is the highest calling of leadership. Read More

In this podcast episode Skip Anderson explains his 10 steps to customer engagement. listening to this will help you to connect better with customers and close more deals, while maintaining, your integrity. Read More

Niall chronicles a debate between Skip Anderson and another sales trainer on SalesPractice.com Read More

Being effective in sales requires proper planning and effective use of information. This post goes into the pre-planning and execution in terms of effectively leveraging information in the sales process. Read More

Here are links to some excellent sales learning opportunities. Read More

Qualifying is always encouraged but quantifying rally brings the sales cream to the top. Read More