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Friday, March 13th, 2026
Details of upcoming events can be found at the Institute of Sales Professionals website. https://www.the-isp.org/events SalesTV.Live – The Early Edition Thanks to a new partnership between the Institute of Sales Professionals and SalesTV.live – the weekly talk show by salespeople, for salespeople – ISP members can now access discussions with sales leaders, innovators, and front-line professionals from across the globe…
Friday, March 13th, 2026
National Conference In Sales Management NCSM offers…
Friday, March 13th, 2026
Annual Robert Morris Sales Challenge Contact Jill…
Friday, March 13th, 2026
The myth of the lone wolf salesperson is killing careers – that’s why the Institute of Sales Professionals has created a mentoring programme. The “lone wolf” is a romantic, outdated notion that isolates talent, stifles growth, and leaves the next generation to learn through a brutal cycle of trial and error, the Institute suggests. “We believe there is a better…
Friday, March 13th, 2026
Warwick Business School has outlined five B2B sales strategies to help businesses thrive in today’s business environment. 1 Turn price transparency into a weapon Proactive transparency, particularly early in the relationship with a customer, actually drives better commercial outcomes. Early cost disclosure led to approximately $1,400 more in backend profits per customer, according to a 2021 paper by by Michael…
Friday, March 13th, 2026
Some 65% of chief marketing officers say advances in AI will dramatically change the CMO role in the next two years, a recent Gartner survey reveals. Yet only 32% say significant changes are needed to the CMO profile and skill set, according to the business and technology insights company. Conducted from August through October 2025 among 402 senior marketing leaders…
Friday, March 13th, 2026
Use this checklist to assess your current interface with marketing – and the customer. If you can’t answer “yes” to the following questions or don’t know the answers, it may be time to revisit the alignment between sales and marketing in your organisation – and your customer focus. 1. Go-to-market strategy 2. Buyer confidence and customer focus 3. KPIs, accountability…
Friday, March 13th, 2026
Are sales and marketing functions strategically aligned to optimise business? We asked a range of experts – practitioners, academics and consultants – six questions about the interaction of sales and marketing in a B2B environment. We sought their views on how well sales and marketing organisations typically collaborate to support the aims of a business. We asked them how the…
Friday, March 13th, 2026
As the Institute celebrates surpassing 10,000 members, it has also initiated an important leadership transition to drive its next phase of growth. Guy Lloyd has stepped down as Managing Director to focus on the Institute’s long-term strategic ambition: securing Chartered status for the sales profession. With chartership central to ISP’s vision of sales being universally recognised as a highly skilled and…
Friday, March 13th, 2026
The Institute of Sales Professionals has recently achieved two major milestones: just months after celebrating its 10th anniversary it also passed the 10,000-membership mark. This reflects the growing recognition of sales as a profession and the increasing importance of professional standards, ethical practice, and continuous development within the field. “To all those who care about selling professionally and have joined…
Friday, March 13th, 2026
The typical buying decision now includes 13 internal stakeholders and nine external influencers, with that number rising for more complex or strategic purchases, according to research and advisory firm Forrester. And, while generative AI is fundamentally reshaping how business buyers discover, evaluate, and purchase products and services, it has also become something of a “double-edged sword” in the buying process….
Friday, March 13th, 2026
With AI agents poised to reshape sales, sales leaders must rethink strategies to unlock true value, business and technology insights company, Gartner warns. By 2028, AI agents will outnumber human sellers by ten times, yet fewer than 40% of sellers will report that AI agents have improved their productivity, it claims. As AI agents become ubiquitous, Gartner advises that sales…
Thursday, January 8th, 2026
Tuesday, November 25th, 2025
This edition focuses on the importance of personal branding in sales. Here are five top tips each for salespeople and their managers. Sales Tips 101 From a salesperson’s perspective Sales Management Tips 101 From a sales manager’s perspective: +
Tuesday, November 25th, 2025
Q: How have buyers needs and expectations changed recently? A: According to 2023 Challenger research into “How B2B buyers make purchase decisions”, buyers demand compelling insights and “won’t tolerate a meeting that doesn’t engage them and motivate them to action”. Moreover, when the Challenger team asked buyers about their opinions of seller skills in relation to providing a powerful sales…
Friday, November 21st, 2025
What is workslop? A recent article in Harvard Business Review coins a new term: “workslop” – poor-quality but plausible-looking work created using AI that is not fit for purpose. HBR defines workslop as “AI-generated work content that masquarades as good work but lacks the substance to meaningfully advance a given task”. Research by the BetterUp Labs team, in collaboration with…
Friday, November 21st, 2025
Introducing the Sales Excellence Review After a decade of serving the sales community, the International Journal of Sales Transformation is evolving. With this issue, we proudly preview our new identity: the Sales Excellence Review. We’re raising the bar further, committing to become the premier publication where sales thought leadership and sales science meets commercial reality. This change reflects not just…
Friday, November 21st, 2025
The Institute of Sales Professionals has launched a new scheme to recognise organisations’ commitment to professionalism in sales. The Investor in Sales Award will celebrate businesses that invest in the development and impact of their sales teams, recognising organisations’ commitment to building and sustaining professional, ethical and high-performing sales teams and culture. ISP managing director Guy Lloyd tells the Journal:…
Thursday, November 20th, 2025
Details of upcoming events can be found at the Institute of Sales Professionals website. https://www.the-isp.org/events SalesTV.Live – The Early Edition Thanks to a new partnership between the Institute of Sales Professionals and SalesTV.live – the weekly talk show by salespeople, for salespeople – ISP members can now access discussions with sales leaders, innovators, and front-line professionals from across the globe…
Thursday, November 20th, 2025
12th European Sales Competition The European Sales…
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