About the Author

Jim Irving.

The B2B Selling Guidebook series; great tips and ideas about selling, leadership and life.

The B2B Selling Guidebook series is a quick and straightforward path to the best ways to succeed in B2B selling, leadership and life. Using real-life examples from the author’s career, the books deliver tips, ideas and tactics to help you succeed.

visit Jim's website - www.jimirving.com

Jim was born in Edinburgh, Scotland and now lives in rural Northern Ireland with his wife, Yvonne. He has spent over 47 years in Business to Business (B2B) selling with a number of industry leading technology organisations including Amdahl, Sequent, Silicon Graphics (SGI) and Information Builders (www.ibi.com).

His career started with the hardest possible assignment – selling office equipment door to door in Scotland, in the depths of winter! His career rapidly developed into senior selling and sales leadership roles then ultimately to senior executive positions at major multinationals – including becoming the UK MD of Information Builders – a leading US based enterprise software company. At Silicon Graphics he was awarded the Corporation’s ‘Exemplary Leader’ award. Jim has also held several executive marketing posts.

For the last 17 years he has run his own consulting business helping start-ups to improve their B2B strategy and selling results. He has advised and helped many start-ups to better execute and grow their businesses.  He has also delivered keynotes, conference speeches, and trained in 4 continents

Jim has travelled extensively and worked in over 25 countries worldwide. He gained an MBA from Edinburgh Napier University in 1988. He is a Fellow of the Chartered Institute of Marketing (FCIM) and a Founding Fellow of the Institute of Sales Professionals (FF.ISP). He has spoken at a number of seminars, conferences and kick-offs, and has in the past been an occasional visiting lecturer to the Postgraduate Business schools at two leading UK universities.

When not working, Jim enjoys dining out, family time, the gym, travel, reading fiction and following current affairs.

“Jim is one of those few people who has a real presence... This credible presence and his great persuading and influencing skills are invaluable when communicating at the highest levels within the organisation…”

Chief Data Officer, UK Top 3 FTSE Company

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An Old Hand for a New World