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Verbal based communication, and cold calling in particular, remains an important part of any balanced sales strategy.

Some people say that in the era of consultative-partner selling, closing is no longer necessary. This is just not the case.

Inspirational Leadership gets results. It’s about recognising that your most precious possession is the people who work for you, and having the skill to draw out the very best in their performance.

To succeed in key account management we must make lots of contacts and talk to lots of people within the account. One of the ways customers reduce risk is to ensure that as many of their people as possible are in favour of the decision.

Whilst there are hundreds of traits and qualities that go into being a good manager, one vital ability is knowing how and when to delegate tasks.

Read about how LDL brought the Carphone Warehouse together to retain managers and help employees live its new values.

Reaching the decision maker is the first major milestone in the sales process, and it is vitally important to understand the best ways to achieve this.

One of the most effective tactics available to buyers is the price challenge. It is very simple to use, and can be very effective.

Master these four principles of consultative partnering and you will transform your approach to important sales opportunities.