2017 Q1 Research Review – edited by Jeremy Noad

29th January 2017 |   Dr Jeremy Noad

These pages aim to keep readers informed of recently published research on sales related topics, by including abstracts of peer-reviewed academic research published in a range of journals. In this edition, we have grouped them into four broad themes: sales performance, customer management, capability development, and behavioural studies. Each paper has a summary at the start.

Research Review

Sales performance

A strong start to the sales cycle is key, but buyers are often disappointed at this point of the process. This research looks at this in detail.

Buyer versus salesperson expectations for an initial B2B sales meeting
This paper explores the value creation expectations of salespeople and buyers for initial sales meetings and to investigate how such expectations align. It discovered that buyers’ and sellers’ expectations differ and that buyers’ expectations are not reasonably satisfied. Buyers expect more business acumen, innovativeness, future orientation, long-term relationships and responsiveness to their specific situation from sellers.

Dr Jeremy Noad

Dr Noad coaches sales leaders and teams | + posts

Dr Jeremy Noad edits our Research Review. As an advocate both of sales excellence and translating sales research into action, he has been our Research Review section editor since day one. A 25-year sales and marketing veteran who has worked with sales organisations on all major continents, Dr Noad guides and coaches sales leaders and their teams to transform sales performance and effectiveness. His present focus is on global sales effectiveness with a $20bn market leader. He completed his doctorate on improving sales performance at Portsmouth University.