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Wednesday, June 26th, 2019
How L&D can support sales transformation by collaborating with the sales leadership team. In this case study, RS Components Director of Learning and Development, Ian Wearne explains how L&D, sales leadership and salespeople collaborated to create a sales development programme that is transforming employee engagement and sales performance. In keeping salespeople at the top of their game, learning and development…
Wednesday, June 26th, 2019
How developing a coaching culture can make you a “destination employer”. How to embed a coaching culture was a dominant theme at the most recent Sales Learning & Development conference. Sales learning and development is not just about teaching skills; it’s about engaging and motivating the whole organization to be passionate about learning and development, and adopting a coaching culture…
Tuesday, June 25th, 2019
A Harvard Business School professor’s insights into the science of sales. In this interview with Deirdre Coleman, Frank Cespedes, Senior Lecturer at Harvard Business School, dispels the myths surrounding technology’s impact on the future of sales and why the need to rethink sales also means rethinking sales leadership. He considers the social and financial impact of sales productivity, and stresses…
Thursday, May 17th, 2018
Dual WISA award winner, Emma-Leigh Waters only started her career in sales two years ago after a move from finance. Here, she talks about the value of accelerated and experiential learning, how resilient salespeople think, and how trusting the process and finding balance have worked for her. Fresh from scoring her double whammy win at the Women in Sales Awards…
Tuesday, March 13th, 2018
Despite evidence that diversifying leadership teams can increase both innovation and revenue, many organisations are struggling to make it a reality – and few appear to be making visible progress. What are leaders in this space doing differently and what are the critical interventions that work to drive tangible impacts? We report on the D&I findings from Consalia’s 12th annual…
Monday, March 5th, 2018
For Samantha Wessels diversity and inclusion is a business imperative. Here she explains why she is passionate about getting more women into sales and specifically into technology. If you haven’t mastered operations you’re going to suffer. Effective sales operations is an essential component for effective sales management. Sales is at the forefront of the organisation, and can drive organisational transformation…
Wednesday, December 13th, 2017
Phill McGowan talks about entrepreneurial innovation and the art of creating sales opportunities. Serial entrepreneur and business consultant Phillip McGowan is studying for a doctorate at the University of Portsmouth, researching the causes of sales failure. Until now sales and the associated techniques have all been about discovery, but in today’s increasingly disruptive environment amid ways of working more usually…
Wednesday, December 13th, 2017
Hewlett Packard Enterprise (HPE) is building its strategy around the proposition that the right mix of private cloud, public cloud, managed cloud and traditional IT infrastructure will play a pivotal role in speeding innovation and growth. HPE is currently in the midst of transforming itself, reflecting the IT industry’s evolution from selling standardized hardware and software to providing more flexible,…
Sunday, September 24th, 2017
Is challenging a customer’s preconceptions through disruptive…
Friday, September 22nd, 2017
Decades of research now point to emotional intelligence as the critical factor that sets star performers apart from the rest of the pack. Peter Salovey and John D Mayer coined the term “emotional intelligence” in 1990, describing it as “a form of social intelligence that involves the ability to monitor one’s own and others’ feelings and emotions, to discriminate among…
Thursday, September 21st, 2017
While inside sales has long been no stranger to automation, it is now poised to take another leap forward as AI-assisted sales acceleration technology and gamification help prioritise the most promising opportunities and energise the sales floor. As customers seize the balance of power and more aspects of the sales process migrate online, leading B2B sales organisations find they must…
Thursday, September 21st, 2017
Almost six years on since the publication of The Challenger Sale by CEB authors, we consider the principles of the wider disruptive selling approach and discuss their application in the field and what the future holds for provocative selling. In a 2012 Harvard Business Review article titled “The End of Solution Sales”, authors Brent Adamson and Matt Dixon identified a…
Sunday, April 23rd, 2017
Selling value is essential to today’s sales professional. We speak to President of Capmatic, Alioscia Bassani to uncover his tried-and-tested techniques for selling value to the C-suite. This sales process uncovers the CEO’s critical business needs and develops value solutions that address the long-term business challenges of concern to senior executives. Ask Alioscia Bassani what business he’s in and his…
Saturday, January 28th, 2017
Incoming Executive VP & President of International Business at Allergan, Marc Princen is invigorated by what he does best – building and transforming businesses – and he’s about to apply his extensive leadership experience in his new role in the medical aesthetics, eye care, GI and neurology space. Marc Princen is a newbie having just taken up his position with…
Saturday, September 3rd, 2016
Tim Walbert, CEO, Horizon Pharma, explains how doing right by the patient can still lead to significant profits, but hiring the right sort of sales representatives is crucial. Tim Walbert helped to launch two of the world’s biggest-selling drugs, Humira and Celebrex, and is now in charge of a $3 billion company with big ambitions – plus he knows what…
Saturday, January 30th, 2016
On 3 December the results were announced…
Saturday, January 30th, 2016
Nicola Robinson is UK & International Sales Director, Kettle Foods and was previously Field Sales Director, Coca-Cola Enterprises. Winner of Best Sales Director, Women in Sales Awards 2014, she shares her advice for women starting a career in sales and why she’d like to see more open dialogue on the supports needed to retain female talent. She talks to Deirdre…
Friday, January 29th, 2016
Too many women believe that if they keep their heads down, work hard and meet their targets, they’ll be recognised as sales experts on the merits of their work and rise through the ranks. However, what really separates successful sales leaders from the pack is their ability to self-promote. We’re all aware of the depressingly disproportionate number of women at…
