Take stock of the lessons of last year and apply proven sales methodologies to add real value for clients.

Businesses are focussing on developing sales and negotiation skills that can be put into immediate effect via the same medium they are being deployed.

Should we focus on quality or quantity first when beginning to practice SPIN Selling behaviours? Find out.

Learn how SPI® Selling situation questions have changed since the sales method was introduced and what sellers can do now.

Learn how preparation in advance of a tough virtual discussion can really help to make the meeting feel more natural and improve the outcome.

Learn how to avoid the common mistakes that salespeople make such as negotiating too early and chasing every business opportunity.

Neil Rackham, author of SPIN Selling, offers some advice, based on research and experience in previous recessions that will help salespeople survive our...

In this virtual world, it stands to reason that we are negotiating differently. Learn how this change has reinforced the importance of verbal behaviour.

Business leaders must identify the best opportunities to stabilise cash flow and use their negotiation skills to capitalise on them.