Thursday, March 21st, 2019

Acquisition is not the same as expansion

In sales, acquiring new business and expanding existing relationships is not the same thing – in which case, why do so many companies have the same conversations with prospects as they do with customers? Over the past two years we have undertaken new, original research focused on existing customer conversations. After a decade of hype surrounding the provocative selling approach,… 


Thursday, March 21st, 2019

New apprenticeship programme

Sales acceleration consultancy Durhamlane announced a new apprenticeship programme focused on improving sales skills on 7 March. Presented in partnership with the APS, the programme is aimed at both levy and non-levy paying organisations and will consist of blended training and coaching that can be delivered remotely over 18 months. “Our founding mission was to raise the bar of the… 


Thursday, March 21st, 2019

Royal Mail sales boss elected new APS chair

Former head of sales at Royal Mail, Graham Davis has been elected the new chair of the Association of Professional Sales’ executive board, the Association announced on 4 March. “I’m very excited to be working with the APS on the next phase of our growth as we steer the industry towards professional chartered status,” he tells the Journal. Davis was… 


Thursday, March 21st, 2019

Ten-year-old top performer

It’s easy to make schoolboy errors when you start selling, but ten-year-old Joe Beales is already well on the way to mastering telephone sales, thanks to his dad Kevin, the founder of Newcastle based start-up, Refract, a sales coaching platform. Beales junior has become an internet sensation – with approaching 100,000 views on LinkedIn – after his dad posted a… 


Thursday, March 21st, 2019

Consultants suggest how to maximize the lifetime value of your sales force

A recent paper from consultants McKinsey & Co suggest that forward-looking sales leaders can use analytics to enhance performance management by using data to directly link talent management to increased financial value. Authors Eric Buesing, Alexander DiLeonardo, Maria Valdivieso De Uster and Ben Vonwiller suggest companies can apply similar techniques used to calculate long-term customer value to measuring the value… 


Thursday, March 21st, 2019

Sales shame holding back the profession

Shame and stigma surrounding sales is a key contributor to poor UK productivity, according to a poll conducted by Censuswide. Nearly a third (31.1%) of UK managers believe that “sales shame” is negatively impacting their business growth, the survey of 1,000 managers found. In addition, more than a quarter (27%) of managers also believe that this sales shame is holding… 


Thursday, March 21st, 2019

The global growth of professionalism in sales

The Journal is proud to be part of an increasingly professional global sales community. Here at the International Journal of Sales Transformation we are celebrating our fifth year of publishing. Over the time since we launched back in 2015, we have been able to chart a quite noticeable upturn in the professionalism of the sales community both here in the… 


Thursday, March 21st, 2019

Forecast accuracy remains an oxymoron

In general, deals won have been less… 


Thursday, February 21st, 2019

test-home

Wednesday, February 20th, 2019

Finland – Turku Sales Competition (TSC)

3-4 April 2019, Turku University of Applied… 


Wednesday, February 20th, 2019

Twin Cities Collegiate Sales Competition

April 10-12, 2019, University of Minnesota, Minneapolis,… 


Wednesday, February 20th, 2019

NCSC – 2019 National Collegiate Sales Competition – Hosted by Kennesaw State University

29 March-1 April 2019, Kennesaw State University,… 


Wednesday, February 20th, 2019

National Sales Conference 2019 – supported by the Journal

28 November 2019, Ricoh Arena, Coventry, UK… 


Wednesday, February 20th, 2019

8th Annual Sales Educators’ Academy

18-20 June, 2019, Rollins College, Winter Park,… 


Wednesday, February 20th, 2019

GSSI – Global Sales Science Institute – 13th Annual Conference: The Sales Ecosystem – defining and exploring how various levels of connection and interaction affect the selling process

5-8 June 2019, Panama City, Panama http://gssi.world/next-conference/… 


Wednesday, February 20th, 2019

Pi Sigma Epsilon-PSE National Convention

26-30 March 2019, Jacksonville, Florida, USA https://www.pse.org/national-convention/… 


Wednesday, February 20th, 2019

Digital Sales World 2019 – The American Association of Inside Sales Professionals (AA-ISP) (supported by the APS)

14 May 2019, Grange Tower Bridge Hotel, 45 Prescot Street, London E1 8GP This event will provide hands-on learning for both frontline sales professionals and sales leaders and executives. The agenda and networking opportunities are built for the advancement of tactical sales skills and leadership development for both the inside and field sales. APS member discount: at registration, apply code… 


Wednesday, February 20th, 2019

The Qualified Prospect Formula – How to Improve Forecasting Accuracy and Increase Sales Productivity webinar

30 April 2019: 09.00-10.00 Presented by P… 


Wednesday, February 20th, 2019

Easy Steps to Using Social to Become a More Effective Salesperson webinar

9 April 2019: 09.00-10.00 Presented by Ian… 


Wednesday, February 20th, 2019

Collecting Sales Data & Intelligence webinar

28 March 2019: 09.00-10.00 GMT Presented by…