Exhibitions are still popular, and the access they offer for face to face interactions and creating relationships is impressive. Attending a show at the Exel recently I wandered through one that...

Most companies are obsessed by like for like figures and what has just happened in their business. Their other biggest focus is the future. Where are we going? What are my sales forecasts? What’s...

As a B2B salesperson you will often try to build your relationship with one person, or a small group of buyers, but in many B2B firms your proposal will be re-pitched to a committee who will...