I don't know how many times I've heard people say that 'cold calling' is dead. In fact, I've been known to say it myself, yet companies keep using the phone to win business. I have also heard that spam filters and a general indifference have contributed to the demise of email marketing but some people have made it the core of their new business strategy. So what is the truth?

There are many different definitions for 'negotiation' which touch on the resolution of conflict between two opposing parties...to arrive at a mutually satisfactory result...' but Chris Merrington, one of the UK's leading consultants in negotiation, produces a different definition.

Poorly managed purchasing may appear attractive to sales professionals, but a more organised approach can deliver rewards for both sides, says Mark Hubbard, Positive Purchasing.

For those who have worked in senior sales management positions, the name Miller Heiman will not be an unfamiliar one. For more than 30 years the business has provided thought leadership in sales, offering some of the biggest companies in the world sales consultancy and training. In their recent report, the strategies for thriving in a post recession economy are highlighted and the results would be of interest to any sales management team. 

Every sales professional has, or will have to manage expenses, and for those doing a fair few miles the fuel card can be one of the most favourable time saving solutions. However, what do we really know about this 'benefit', how is it taxed, what are the costs involved, and with the government legislating differently from budget to budget, how will we be effected? 

Integralis is one of the largest IT security solutions providers, operating in one of the fastest-changing businesses in existence. So how is the fast moving and incredibly competitive market place affecting the sales cycle?

With redundancies being made across the public sector, and the private sector being asked to pick up the pieces, the pressure on jobs for 2011 looks unstable. According to a recent report by SalesGravy.com the outlook for the sales profession looks a lot more positive. What's good for sales professionals is not always good for sales management though.

The Sales Academy is not a new concept, but in the last 12-24 months the concept is becoming more and more popular across UK sales teams. The Academy approach is not, however, exclusive to the Blue Chips, with smaller businesses also buying into the concept. A Sales Academy does not necessarily need to be expensive, they are more about a mindset, a methadology. 

It can be a love-hate relationship, but, says Matt Hall, MD of Profunnel, Sales & Marketing are finding a new coalition between them that is generating a win-win situation.

On the 21st October the cream of the sales profession came together at the Institute of Sales & Marketing Managers annual conference 'Successful Selling'. The event was hosted at the Ricoh arena where over 650 sales professionals were treated to a day of presentations and workshops designed to stimulate sales and business success. The highlight had to be the presence of Charlie Duke, the 10th man on the moon and the 'Voice of Houston'.