Back in 1999 “Let's Get Real or Let's Not Play” was published. It was a groundbreaking work – one of the very first books to focus on selling for consultants and other professionals; and one of the very first to take the stance that selling should be about seller and buyer working together to achieve mutual objectives – not one trying to manipulate the other.

10 Years later, and Let's Get Real is back on bookshop shelves with a new edition, with additional chapters on “advocacy” and initiating new opportunities.

I'll be publishing a review in a few days time (I'll let you in to a secret – I'm a big fan). Co-author Randy Illig generously offered to by interviewed for the blog – and in this podcast you can hear the full interview. In it, I ask him questions on:

• The changes in the sales environment for professional services over the last decade
• How salespeople with limited contact networks can still use referrals to generate high quality opportunities and business
• What experienced professionals starting out in business development should focus on
• His one best piece of advice for new salespeople

Randy gave some really interesting and insightful answers – listen to the podcast below: