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Sales success is far more than having a good product or service and selling it at the right price says Lee Durham, managing partner at Newcastle-based sales performance company durhamlane. It starts with some thoughtful prospecting before tough negotiations for win-win success.

C-Level selling and approaching CEO’s or Managing Directors in a sales capacity is often considered a daunting and futile task. I’ve found there is a preconceived notion that a CEO is often too busy or is simply too high profile to respond to a ‘minnow’ in the sales profession.

Face to face networking is basically as good as it gets for sales prospecting, it gives you a great opportunity to meet new people, who are also looking for the next best way to grow and improve their business.

“Recruitment isn’t just about what someone has done, it’s all about who they are, their attitude towards work, and what they are capable of.” - That’s the view of durhamlane’s Sales Recruitment Manager - Phil Mulvain.