Thursday, May 5th, 2022

ISP heartened by Chancellor’s attitude to vocational training

The Institute of Sales Professionals says it is encouraged by the UK’s finance minister Rishi Sunak’s Spring Statement in which the Chancellor of the Exchequer promised to look at tax incentives to boost vocational training. The ISP is urging the government to focus on professional sales skills and qualifications to close the skills gap and promote a more business-like attitude… 

Tuesday, May 3rd, 2022

Cranfield KAM Forum online

Reports from Q1 2022 Sales tips from an advertising guy: Stephen Mangham Former Ogilvy Saatchi and Saatchi and Saatchi ad man Stephen Mangham shared his insightful views of the KAM market from the fresh perspective of someone who had a very successful career in advertising observing the companies that get things right and those that do not. Marketing is “the… 

Tuesday, May 3rd, 2022

News in brief

SalesWorks appoints trainers Consultancy SalesWorks has appointed Cara Pepper and Alzaysha Johnson as sales training leads. The role sees them working with clients to design and deliver sales training programmes, tailor programmes for advanced reps to refine and improve their skills, and spotlight areas of focus to up-skill teams, improve processes and increase revenue. +

Tuesday, May 3rd, 2022

Philip Morris sales apprenticeship scheme

Philip Morris Limited (PML) opened its first sales apprenticeship scheme to applicants in February. The first group was scheduled to start work in April across four English cities: Nottingham; Northampton; Sheffield and London. +

Tuesday, May 3rd, 2022

Measure behaviours as well as outcomes

Only 25% of sales organizations are directly measuring sales behaviours that drive sales success, claims ValueSelling Associates. “Our research findings mean that 75% of sales teams are driving down the interstate with their focus fixed on the rear-view mirror,” President and CEO, Julie Thomas tells the Journal. +

Tuesday, May 3rd, 2022

B2B a top UK priority says MP

The importance of business-to-business (B2B) selling for jobs and growth in the UK was highlighted at Westminster on 19 April. In a debate at Westminster Hall, Mark Pawsey MP called for government support and recognition for the professional B2B sales sector. The MP, who leads the All-Party Parliamentary Group (APPG) for Professional Sales, explained that the UK has struggled to recruit and… 

Tuesday, May 3rd, 2022

Value-pricing: 12 key points for implementing strategy

Value First, Then Price: Building Value-Based Pricing Strategies, edited by Andreas Hinterhuber and Todd C Snelgrove, is the definitive book on value selling. To celebrate the publication of the second edition we have interpreted some of the main points in one of the key chapters of the book: “Quantifying your value so customers are willing and able to pay for… 

Friday, April 29th, 2022

The rise of e-commerce


Friday, April 29th, 2022

5 reasons AR matters to sales


Friday, April 29th, 2022

Digital evolution in sales: making sense


Thursday, April 28th, 2022


Friday, April 22nd, 2022

Sales competitions 8.3 2022

ESC-European Sales Competition – Han University of… 

Friday, April 22nd, 2022

ISP events 8.3 2022

Details of upcoming events can be found at the Institute of Sales Professionals website. Sales Cycle Best Practice – New Thinking Thursday 5 May 2022, 09:00 Push Back Against Post-Pandemic Procurement Pressure Tuesday 10 May 2022, 09:00 Buyer Behaviour – What are the key drivers in the decision-making process? Tuesday 24 May 2022, 09:00 Improving your Proposals Wednesday 25… 

Friday, April 22nd, 2022

Conferences and exhibitions 8.3 2022

GSSI – Global Sales Science Institute –… 

Tuesday, March 15th, 2022

A pioneering Master’s programme

Ambitious sales teams may want to take inspiration from tech giant SAP’s flagship Master’s programme for sales leaders and frontline sales managers. This ten-year sales transformation journey has seen 140+ managers trained to become transformational leaders, representing a unique investment by SAP in its Leaders in Sales – no other company has sustained the costs and efforts around such a… 

Monday, January 10th, 2022

Learning through competition

Three perspectives on enhancing sales skills through sales competitions. What are the challenges of being a sales competition director? Johannes Reiterer: Directors of a sales competition are faced with various challenges. One of the biggest is to establish a realistic and challenging competition case study. The case requires development of a concrete and consistent storyline, generation of briefings for role-play… 

Monday, January 10th, 2022

Sales competitions 8.1 2022

NCSSC – National Collegiate Sports Sales Championship… 

Monday, January 10th, 2022

ISP events 8.1 2022

Details of upcoming can be found at the Institute of Sales Professionals website. +

Monday, January 10th, 2022

Conferences and exhibitions 8.1 2022

AMA Winter Academic Conference (in-person) – Las… 

Monday, January 10th, 2022

Brand Ethics