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.

Simon Leggett took the bold step to leave $23bn multi channel, global office products provider Staples to join £43m independent, The Consortium, as Sales & Marketing Director in May because he wanted a challenge. The Consortium has been successfully selling into the Education & Care markets for 40 years and a strong team has built a robust and profitable operation internally, but there is a great opportunity to develop top line sales. 

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

Dean Forbes became the youngest VP of Sales that Oracle had seen for 29 years, only a few years earlier he was enjoying a football career that reached its peak when he scored a goal in a World Cup qualifier. Now taking on a new challenge with KDS and looking to treble sales in 36 months, we were keen to find out more about Dean's career and his thoughts about selling, being the young guy, charities and scoring goals

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.