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3 simple but highly effective tips for sales pipeline management in small businesses. Read More

Back in 1999 “Let's Get Real or Let's Not Play” was published. It was a groundbreaking work - one of the very first books to focus on selling for consultants and other professionals; and one of the very first to take the stance that selling should be about seller and buyer working together to achieve mutual objectives - not one trying to manipulat Read More

Stories and Anecdotes can be one of the most powerful tools in the professional's sales armoury. And yet they're often overlooked in favour of more rational approaches: facts, figures and statistics. However, those who learn to sell with stories find that they gain credibilty, are able to make complex ideas more concrete for clients, and are ab Read More

How can we bridge the gap between the need for realistic, accurate sales forecasts - and the inherent characteristic of successful salespeople to be highly optimistic. Read More

How to nurture a relationship with a potential referral partner so that you are the one they recommend when asked. Read More

This month's edition of the Carnival of Trust - featuring the best trust-related blog posts on the web on the subjects of Leadership, Sales, Influence and Economics. Read More

Sumbit your trust related articles for inclusion in february's Carnival of Trust - hosted by the Sales Excellence blog Read More

News of a newly released research report from Raintoday that's mandatory reading for professional services marketers and business developers. Read More

Learn from the movies: a powerful backstory can give real credibility to your value proposition. Read More

Have you heard the one about the doctor, the civil engineer and the consultant? Read More