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Dear Sales Professionals, I’ve been reading a lot about gaps in sales recently – communications gaps, ability gaps, expectation gaps, quota gaps. The impression this is giving me is of an industry that is cracking, a broken industry that is slowly drifting away from...

A new breed of British leading man has emerged over the last few years. Charming, well spoken, and less obviously handsome than most of his American counterparts, he tends to achieve incredible success over the pond – because they love the idea of the charming,...

Lead generation is the thing that ensures that there is enough fuel to keep the fires burning when it comes to sales. It’s absolutely fundamental to the sales process – a constant stream of prospects getting drawn into your pipeline is the ideal start to sales cycles,...

Nearly half a million people read an article that Brian de Haaff published on Linkedin. Who, you are probably asking, is Brian de Haaff? He’s the guy that you had never heard of, and would never have heard of, if he hadn’t published that article saying that he was one...

A friend of mine had a motorbike accident last week. He’s OK – as in, he’ll live – but he’s not in a great way. He broke most of the important bones in his upper body – arms, ribs, sternum, both collar bones – and missed breaking his back by millimetres. He’s got icy...