Thursday, April 10th, 2025
Sales Tips 101 – Making a career of sales
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Thursday, April 10th, 2025
Sales Management Tips 101 – Making a career of sales
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Thursday, April 10th, 2025
Sales competitions 11.1 2025
Northeast Intercollegiate Sales Competition, NISC – Hosted…
Thursday, April 10th, 2025
ISP events 11.1 2025
Details of upcoming events can be found at the Institute of Sales Professionals website. https://www.the-isp.org/events Trends defining the future of B2B sales How AI, automation, and evolving buyer behaviours are reshaping B2B sales. 2 April 2025, 2.00 – 3.00 pm BST The fallacy of control: making sense of sales metric How to effectively use sales metrics to drive better performance…
Thursday, April 10th, 2025
Conferences and exhibitions 11.1 2025
Sales Enablement Summit This summit brings together…
Tuesday, April 8th, 2025
81% of buyers dissatisfied with chosen suppliers – Forrester
Tight budgets, AI’s influence in buying and selling, negative buying experiences, and long purchase cycles are further complicating the B2B buying process and frustrating buyers and sellers alike. According to Forrester’s The State Of Business Buying, 2024 report, 86% of B2B purchases stall during the buying process and 81% of buyers express dissatisfaction with their chosen providers. While buyers rely…
Tuesday, April 8th, 2025
ISP to acquire the Journal
The International Journal of Sales Transformation is poised to start the next chapter in its story with the news that it is being acquired by the Institute of Sales Professionals. Editor Nick de Cent said: “We have been publishing the Journal for over ten years and now is the right time to move it onto the next stage. I’m delighted…
Monday, April 7th, 2025
How do customers want to be sold to in 2025?
What core values should underpin sales from a customer perspective in 2025 and beyond? Back in 2009 a seminal doctoral thesis helped to usher in a new approach to sales: How can a client-centric values approach to selling lead to the co-creation of a new global selling mindset? Dr Philip Squire, who conducted the original research, is looking to run…
Monday, April 7th, 2025
Gartner spells out top commercial threats facing sales leaders in 2025
Chief sales officers must evolve with rapid market changes and emerging technological influences to succeed. That’s the message from research and advisory firm, Gartner. As the global marketplace evolves at an unprecedented pace, Gartner says it has identified the top seven commercial threats facing sales leaders in 2025. “There is increasing pressure on leaders to enhance performance amidst macroeconomic fluctuations,”…
Monday, January 13th, 2025
Sales competitions 10.4 2024
SEASAC-South-East Asian Sales Competition 1 January 2025https://seasalescompetition.com…
Monday, January 13th, 2025
ISP events 10.4 2024
Details of upcoming events can be found at the Institute of Sales Professionals website. https://www.the-isp.org/events Delegating, motivating and coaching As a result of this event, you will know the best practices for delegation, coaching and motivating, which will enable you to create an individualised plan to develop a high-performing and happy team. Recommended audience: anyone in a sales leadership role. …
Monday, January 13th, 2025
Conferences and exhibitions 10.4 2024
Global Sales Science Institute (GSSI) Conference 2025…
Wednesday, January 8th, 2025
Brave new world of AI in sales
Gen AI could take on the role of a sales agent within a team, according to a 16 September article from strategic consultancy McKinsey: “An unconstrained future: How generative AI could reshape B2B sales.” The consultants suggest that Gen AI agents could eventually act as “skilled virtual coworkers, planning and booking complex logistics and handling routine customer inquiries”. The article…
Wednesday, January 8th, 2025
But will there be enough power to run AI?
Artificial intelligence and generative AI are driving rapid increases in electricity consumption, with data centre forecasts over the next two years reaching as high as 160% growth, according to technology analysts Gartner. Some 40% of existing AI data centres will be operationally constrained by power availability by 2027, Gartner predicts. Gartner estimates the power required for data centres to run…
Wednesday, January 8th, 2025
Firms look to step up enablement but Gen Z wary of AI
Investment in enablement tools such as sales content management and automation, training and coaching, buyer engagement, strategy and planning, and recent research is poised to increase, according to a 2024 survey by Seismic, an enablement firm headquartered in San Diego. Generation Enablement Report: The Rise of Enablement’s Influence found that most organisations (89%) plan to retain or increase investment next…
Monday, September 30th, 2024
Using AI to prepare for sales conversations
Whilst AI is unlikely to completely replace salespeople in complex B2B environments, it certainly has the potential to make good salespeople even more effective. Here are a few of the most important ways in which salespeople are using AI: +
Monday, September 30th, 2024
Leveraging AI to coach your salespeople
There is no doubt that AI is going to play an increasingly important role in facilitating complex B2B sales. Here are a few ways in which sales managers can harness AI to coach their salespeople more effectively: +
Monday, September 30th, 2024
ISP events 10.3 2024
Details of upcoming events can be found at the Institute of Sales Professionals website. https://www.the-isp.org/events Why you need to embrace two-faced strategies in the new era of buying As a result of joining this event, you will understand how the power of persuasion can amplify the influence and impact of customer focused teams, which will help you create strategies for…
Monday, September 30th, 2024
Conferences and exhibitions 10.3 2024
National Sales Conference Birmingham – 14 November…