Wednesday, June 26th, 2019

2019 Q2 Research Review – edited by Jeremy Noad

These pages aim to keep readers up to date with recently published research on sales-related topics. The review highlights short abstracts of academically peer-reviewed research from a range of academic journals. In this edition, the abstracts are across three themes that focus on behavioural studies, sales performance and customer management. Behavioural studies True grit, for salespeople as well as John… 


Friday, March 22nd, 2019

2019 Q1 Research Review – edited by Jeremy Noad

These pages aim to keep readers up to date with recently published research on sales-related topics. The review highlights short abstracts of academically peer-reviewed research from a range of academic journals. In this edition, the abstracts focus on three themes: sales performance; customer management, and sales-related behavioural studies. Sales performance Salespeople’s ability to learn impacts value-based selling approaches This paper… 


Wednesday, December 19th, 2018

2018 Q4 Research Review – edited by 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 three broad themes: sales performance, behavioural studies, and systems and tools. Sales performance An account manager’s relationship with their customer service team is more effective… 


Monday, September 24th, 2018

2018 Q3 Research Review – edited by 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, behavioural studies and systems and tools. Sales performance Top-performing salespeople contribute significantly to the success of their firm… 


Friday, May 18th, 2018

2018 Q2 Research Review – edited by 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. Sales performance Sales organisations need to transform Professional sales and sales management are… 


Monday, March 12th, 2018

2018 Q1 Research Review – edited by 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, behavioural studies, and systems and tools. Sales performance Value-based selling is critical for sales excellence A value-based… 


Saturday, December 16th, 2017

2017 Q4 Research Review – edited by 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 three broad themes: sales performance, customer management and behavioural studies. Sales Performance Can inexperienced sales professionals get lucky without working smart or hard? Inexperienced… 


Friday, September 22nd, 2017

2017 Q3 Research Review – edited by 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, behavioural studies and systems and processes. Sales performance Applying adaptive selling plays a critical role in sales performance… 


Sunday, April 23rd, 2017

2017 Q2 Research Review – edited by 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 five broad themes: sales performance, customer management, capability development, behavioural studies and systems and processes. Each paper has a summary at the start. Sales performance… 


Sunday, January 29th, 2017

2017 Q1 Research Review – edited by 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. Sales performance A strong… 


Tuesday, November 29th, 2016

2016 Q4 Research Review – edited by 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. We have grouped them in the following broad themes: sales performance; customer management; capability development; behavioural studies; and systems and processes. Improving sales performance is the goal of any sales leadership team. In… 


Saturday, September 3rd, 2016

2016 Q3 Research Review – edited by 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. We have grouped them in the following broad themes: sales performance; customer management; capability development; behavioural studies; and systems and processes. In this edition, we start with three articles on sales performance…. 


Thursday, April 28th, 2016

The Strategic Alliance Handbook – A Practitioners Guide to Business-to-Business Collaborations by Mike Nevin, Gower Publishing, October 2014. ISBN9780566087790

Strategic alliances provide organisations with an alternative approach to delivering growth and shareholder value from either organic or acquisition-led growth. A successful strategic alliance can enable a company to grow faster and more profitably through leveraging the strengths of one or more alliance partner compared with just going it alone. Alliances are gaining recognition as a core strategy to enable… 


Monday, April 25th, 2016

2016 Q2 Research Review – edited by 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. We have grouped them in the following broad themes: sales performance; customer management; capability development; behavioural studies; and systems and processes In this edition, we start with four articles on sales performance. The… 


Friday, January 29th, 2016

2016 Q1 Research Review – edited by 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. We have grouped them in the following broad themes: sales performance; customer management; capability development; behavioural studies; and systems and processes. In this edition, we start with two articles on sales performance. The… 


Saturday, October 31st, 2015

2015 Q4 Research Review – edited by Jeremy Noad

These pages aim to keep readers informed of recent published research on sales-related topics, by including abstracts of a selection of peer-reviewed academic material published in a range of journals. We have grouped them in the following broad themes: sales performance; customer management; capability development; behavioural studies; leadership; and systems and processes. In this edition, we start with three articles… 


Monday, July 6th, 2015

2015 Q3 Research Review – edited by Jeremy Noad

These pages aim to keep readers informed of recent published research on sales-related topics, by including abstracts of a selection of peer-reviewed academic material published in a range of journals. We have grouped them in the following broad themes: sales performance; customer management; capability development; behavioural studies; leadership; and systems and processes. In this edition, we start with two articles… 


Saturday, April 11th, 2015

2015 Q2 Research Review – edited by Jeremy Noad

These pages aim to keep readers informed of recent published research on sales-related topics, by including abstracts of a selection of peer-reviewed academic material published in a range of journals. We have grouped them in the following broad themes: sales performance; customer management; capability development; behavioural studies; leadership; and systems and processes. Sales Performance “Salespeople as knowledge brokers: a review…