Lotfi Saibi has authored many white papers and articles in the areas of sales, customer service, operations, and business development. All writings had been positively accepted and some now serve as training materials for some sales organizations. Some of the more recent writings have covered sales techniques, prospecting, cold calling, gaining trust, and relationship building. On the sales management side, Mr. Saibi’s work focused on planning, training, coaching, individual and key account management, and transactional sales strategy versus consultative sales strategy. A more recent study by Mr. Saibi on the subject of strategic account management had served as a hand-out in one of his Harvard University Sales Management classes.

Mr. Saibi’s vast management experience as a business owner, a consultant, and sales manager, coupled with his love to teach and mentor, has made him a very well respected sales coach among his peers, customers, and competitors.

Mr. Saibi’s management style only got better when he began coaching soccer over fifteen years ago-a career that ranged from youth soccer, to college, and eventually to the U. S. Soccer Olympic development Program. It was only natural that his passion to teach and mentor extended to his professional life in the areas of customer service, employee training, enterprise software sales training, asset management and mobile wireless inspection software, and financial services.

We look forward to his posts on the stages of the sale that will compliment the training series I am working on.

Colin Wilson has joined the fun! He is a founding partner of First Border, one of the UK’s leading sales training consultancies. He is a Chartered Engineer, a Fellow of the Institute of Sales and Marketing Management, and a Practitioner of NLP (Neuro Linguistic Programming). His insight is welcome and you can find his posts in the category section called Colin’s Corner.

His first contribution will follow this introduction, and we welcome all of you to join us!

Colin and First Border provide individual salespeople with the skills to make them successful business men and women who can maximize simultaneously their own rewards and those of their sales teams. Colin’s own blog can be found at http://www.firstborder.com/sales-blog/