In a recent report by Synogis on Key Account Management, the overriding sentiment expressed by key purchasers across Europe and the US was that - most suppliers equate key account management with selling to big customers and a two day training course. Richard Ilsley of Synogis looks further at the results of their survey to give sales professionals and sales management a better idea of the role of the Key Account Manager.

James Taylor, director of specialist financial, HR and procurement and supply chain recruitment consultancy, Macildowie, explains what he believes separates sales people and truly great sales professionals.

Karim Iskandar, Vice President International, OneSource Information Services discusses why sales professionals need to adjust to selling in the Internet age, and how valuable selling time will often give way to redundant research time if sales teams are not equipped with easily-accessible, accurate and relevant business intelligence

Clients are spending less and competition is tougher, but all good sales people know price is not the only factor of every sale made. First impressions still count and a person's appearance is always in some way representative of the quality that clients can hope to expect when they sign on the dotted line.

Whether your a sales manager looking for the best advice on working with recruitment consultants to get the best staff, or you're looking to make a move from your existing role and want the best advice to help land the perfect job.

Sales Training is a key part of any sales strategy, but what innovations and ideas are the training companies bringing to the table to improve the quality of sales professionals.

Peter Drucker once commented "so many business decisions are made over lunch & dinner meetings, et even the business schools do little to no training here". Whether at The Ritz or Starbucks, sales professionals need to ensure that their etiquette is up to scratch when conducting deals over lunch or dinner.

CRM systems and what's in it for the sales professional.

As 2009 draws to a close and the minds of sales profesisonals up and down the UK begin to focus on what lies ahead for 2010, we go back to ten of the people we've spoken to over the past year to find out how the past 12 months were for them and what they are expecting from the year ahead.

Sales is a high pressure profession with targets, difficult buyers and unrealistic management expectations. For that reason, we look at a lighter side to selling by looking at a few famous scenes from TV and cinema that will hopefully lighten the spirits as we head towards Christmas.