(This article was originally published in BRW and is now available on the Australian Financial Adviser web site here. It also appeared on LinkedIn here.)It's common wisdom nowadays that if you want to succeed in business-to-business sales you need...

My brain is bursting!(This article originally appeared in LinkedIn here)I'm currently half way through "Pre-suasion", the brilliant new book by Robert Cialdini, author of the equally brilliant "Influence" and my sales brain is teeming with new ide...

Stand out in the crowdMarketing experts, particularly those with a vested interest in selling digital marketing products, have been predicting the death of cold calling for a long time.They are wrong!Not only is cold calling alive and kicking, it'...

She was variously described as a model, a dancer and a showgirl. A topless showgirl.He was a peer of the realm - a Viscount, one down in rank from Downton Abbey's Earl of Grantham, one up from a Baron and a long way up from the thankfully now defu...

By Steve Hall               When Dorothy set off on her journey to Oz her goal was clear and her path was clearly marked by a Yellow Brick road.Along a journey of many stages she gathered allies, overcame obstacles, faced setbacks, showed determin...