A few years ago Brian Jeal commented on the state of the sales profession, Brian gave views from the procurement side of the sales process and did not mix his words! Have the points and the problems that Brian Jeal highlighted in 2009 changed significantly or are we still making the same mistakes?

Do you think your company is environmentally-friendly? Do you tell buyers that you are the 'green option'? If so, you are not alone. However, if you approach David Shorto with this angle you had better make absolutely certain you can justify your claims.

The senior procurement team at the Chartered Institute of Purchasing & Supply (CIPS) has many years buying experience in both public and private sector industries. Emma Brooks describes the challenges that their members are looking for sales professionals to overcome.

Simon Crawshaw left Bourne Leisure where he was in charge of buying over £350 million of goods and services annually across the group,