Journal launches original research programme

28th January 2017 |   Journal Of Sales Transformation

Tim Riesterer: Corporate Visions’ Chief Strategy and Research Officer.

The International Journal of Sales Transformation is initiating a major research programme designed to provide increased insight into sales processes and performance. The programme involves a three-way collaboration between leading academics, industry sponsors with an interest in promoting authoritative research with a practical application and the Journal, which will assist in promoting the research and communicating the results.

“We are extremely excited to be launching our first research project in conjunction with one of the Journal’s best-known columnists Professor Nick Lee of Warwick Business School and Corporate Visions, which has considerable experience of promoting research in the sales space,” said Nick de Cent, editor of the International Journal of Sales Transformation. “We expect to be launching further projects over the next few weeks.”

Introducing the new research, Tim Riesterer, Corporate Visions’ Chief Strategy and Research Officer, said: “The study will focus on one of hardest conversations salespeople ever have: how to effectively communicate price increases with customers.”

It will explore the type of messaging that works best in terms of justifying a price increase to a customer. Parameters to be explored are likely to include the use of so-called “unconsidered needs”, status quo bias, new features and benefits, time-limited discounts and justification through external cost factors.