Monday, November 28th, 2022

Four steps to talent heaven

1. UNDERSTAND SALES TALENT Sales isn’t for… 


Friday, September 30th, 2022

Sales competitions 8.5 2022

Ohio Collegiate Sales Competition – Cleveland State… 


Friday, September 30th, 2022

ISP events 8.5 2022

Details of upcoming events can be found at the Institute of Sales Professionals website. https://www.the-isp.org/events Leadership in Sales (setting clear direction and getting out of the way!) – Sales Leader Round Table Tuesday 4 October 2022, 09:00 The impact of people culture to build trusting teams – Live Sales Leader Round Table Wednesday 5 October 2022, 08:30 Humanising the sales… 


Friday, September 30th, 2022

Conferences and exhibitions 8.5 2022

National Sales Conference (UK) Thursday, 10 November… 


Friday, September 30th, 2022

Focus on storytelling

When a group of non-native English speakers wanted to hone their English writing and speaking skills, they joined a programme exploring a range of literary genres via the work of a cross-section of authors. We set these business leaders the task of recounting their most memorable sales experiences in the Journal. In this special feature, we explore the rationale behind… 


Thursday, September 29th, 2022

Personalisation drives growth Infographic

PERSONALISATION IS IMPORTANT TO CONSUMERS: COVID HAS… 


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

IN THE US, B2B SELLERS ARE NOW… 


Friday, April 29th, 2022

5 reasons AR matters to sales

AUGMENTED REALITY INCREASES SALES: SOME COMPANIES HAVE… 


Friday, April 29th, 2022

Digital evolution in sales: making sense

BY 2025: 80% OF B2B SALES INTERACTIONS… 


Thursday, April 28th, 2022

Home DOWNLOAD TEST

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. https://www.the-isp.org/events 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 –…