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. https://www.the-isp.org/events +


Monday, January 10th, 2022

Conferences and exhibitions 8.1 2022

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


Monday, January 10th, 2022

Brand Ethics

ETHICS IS AT THE TOP OF THE… 


Friday, November 26th, 2021

New era of selling

Modern selling 92% think that remote workforces… 


Friday, November 26th, 2021

Looking to 2025

Way ahead 50% of chief sales officers… 


Friday, November 26th, 2021

Foreword

As we tentatively emerge from the pandemic, the consensus is that selling has moved on significantly – and not just in the most immediately apparent ways like the switch to the hybrid selling world of virtual and in-person engagement and the accompanying transition from field sales to inside sales. Such changes will be persistent, despite some shortcomings (such as issues… 


Friday, November 26th, 2021

Technology

Q: What are the top-three new agenda items that sales leaders will be thinking about for 2022? IM: Buying behaviours have evolved tremendously throughout the digital age, seeing the most accelerated growth specifically throughout the pandemic, and sellers must rapidly adapt accordingly. Working and living in the same space caused many people to rethink what is important to them, leading… 


Friday, November 26th, 2021

The Professional Bodies

Australian Institute of Sales, New Zealand Institute of Sales – Stuart Edmunds, Director; Association of Professional Sales – Andrew Hough, CEO Q: What will be the top-three agenda items for sales leaders as businesses emerge from the pandemic? SE: 1) Staffing (retention, attraction, development – with the skills shortage). 2) New-customer acquisition and accelerating pipeline. 3) Increasing virtual/remote selling capabilities…. 


Friday, November 26th, 2021

The Practitioners

Waldemar Adams, Global Senior Vice President, SAP Customer Success COO Office; Grant Van Ulbrich, Director, Sales Transformation – International, Royal Caribbean International Q: What will be the top-three agenda items for sales leaders as businesses emerge from the pandemic? WA: 1) Ensure customer success. 2) Budget achievement and growth plans. 3) Manage their teams successfully, with empathy. GVU: Our focus… 


Friday, November 26th, 2021

The Consultants

Mark Davies, Founder, Segment Pulse Limited, Visiting Fellow, Centre for Strategic Marketing and Sales, Cranfield School of Management, and The Advanced Services Group, Aston Business School; Dr Mark Hollyoake, Director, Customer Attuned and Associate Lecturer, University of the West of England; Tim Riesterer, Chief Strategy Officer, Corporate Visions; Dr Philip Squire, CEO, Consalia; Philip Styrlund, CEO, The Summit Group Q:… 


Friday, November 26th, 2021

The Academics

Dr Frank Cespedes, senior lecturer, Harvard Business School; Professor Mark Johnston, Professor of Marketing and Ethics, Rollins College; Professor Nick Lee, Warwick Business School; Dr Colin Mackenzie, specialist lecturer, Edinburgh Napier University; Dr Javier Marcos, Associate Professor, Strategic Sales Management and Negotiation, Cranfield School of Management; Dr Beth Rogers, Visiting Fellow, Cranfield School of Management Q: What will be the… 


Thursday, November 25th, 2021

flipbook 7-5 2021

Tuesday, September 28th, 2021

Sales competitions 7.4 2021

The Great Northwoods Sales Warm Up –… 


Tuesday, September 28th, 2021

ISP events 7.4 2021

Webinar: Outsourced sales – brand partners or guns for hire? 6 October 2021: 9.00 am – 9.45 am BST Dr Beth Rogers, Visiting Fellow at Cranfield University School of Management and examiner and lecturer in sales topics at two other universities in Europe. This talk explores research about the factors in the make-or-buy decision for sales activities and provides a… 


Tuesday, September 28th, 2021

Conferences and exhibitions 7.4 2021

Global Sales Transformation XVI 7 October 2021… 


Monday, September 27th, 2021

CSO POST-PANDEMIC CHECKLIST

GARTNER SUGGESTS EIGHT STEPS TO CREATE COMPETITIVE… 


Monday, September 27th, 2021

THE VALUE OF TRUST ONLINE

OVER ONE THIRD (35%) OF UK ONLINE… 


Tuesday, July 27th, 2021

Sales competitions 7.3 2021

The Great Northwoods Sales Warm Up –…