Tuesday, September 30th, 2025

Safety, problem solving and creating value between organisations

ISP managing director Guy Lloyd and Warwick Business School’s Professor Nick Lee are in conversation with celebrated sales researcher and author Professor Neil Rackham, known for his pioneering sales research and developing the SPIN methodology. Guy Lloyd: What are the big changes you’ve seen in selling activity since you were doing your research for SPIN Selling? Neil Rackham: I think… 

Monday, September 29th, 2025

Education: the Silver Bullet?

Could high-quality “foundational” sales education for those about to enter the profession be the key? About a year ago, Anderson met with a start-up founder who had scaled her agency organisation to ten people. She contacted him looking for sales and sales management support. When asked how she approached selling to a new client, she described the process: “Typically, I… 

Monday, July 7th, 2025

Motivation– a strategic imperative

Exploring the hidden driving force behind sales excellence. Why should we care about how motivated our salespeople are? Do we understand what motivates someone to do their best? How do the drivers of motivation vary between individuals, and can our best intentions demotivate our people? This edition of the Journal explores these questions. I think we can all agree that… 

Saturday, January 30th, 2016

Fixing the revenue process bit by bit

Why does the typical revenue-generation process yield only 2% and how can marginal improvements transform your sales performance? The revenue generation process is typically seen as a series of loosely connected but separate activities by most organisations. When the yields from each step are combined, the resultant efficiency is just 2.1% – see survey results below and page 5 of…