Tuesday, September 30th, 2025
Conferences and exhibitions 11.2 2025
Key Account Management Forum (KAM Forum) Details…
Tuesday, September 30th, 2025
Sales competitions 11.3 2025
Northeast Intercollegiate Sales Competition, NISC – Hosted…
Tuesday, September 30th, 2025
Five key questions a CEO should ask the sales leader/department to optimise revenue performance
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Tuesday, September 30th, 2025
Five key questions a CEO should ask a potential new CRO before hiring
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Tuesday, September 30th, 2025
Five key questions a sales leader should ask the new boss (the CEO) before accepting a CRO role
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Monday, September 29th, 2025
Five ways for B2B companies to support growth in an uncertain world
Geopolitical events and the macroeconomic environment have combined to make the global operating environment significantly trickier recently, which means B2B companies face notable pressures as they seek to adapt and grow. However, companies can “accelerate toward above-market growth” using five “acceleration levers”, according to strategic consultants McKinsey. McKinsey describes these actions as “practical, highimpact approaches that drive measurable results, particularly…
Monday, September 29th, 2025
Buyers need human salespeople as guides in complex B2B environments to escape preconceptions
In today’s B2B landscape, buyers conduct significant research and vendor comparisons prior to ever contacting a salesperson. At the same time, vendors assume that buyers are likely to be confident in understanding the problems they are trying to solve, which can lead to sellers failing to conduct a robust discovery process once they do get involved. More paradoxically, however, buyers…
Monday, September 29th, 2025
Consalia opens fast track to sales degree apprenticeship
In collaboration with Middlesex University, Consalia has launched a seamless progression pathway allowing graduates of the Level 4 Sales Executive Apprenticeship to enter directly into the second year of its Level 6 B2B Sales Degree Apprenticeship. The initiative accelerates the route to a full degree, enabling learners to complete the qualification in just two years instead of three, without repeating…
Monday, September 29th, 2025
Buyers prefer self-service, but choose sellers for key tasks
Buyers favour online self-service tools over sellers when searching for general information and learning new things. However, for buying tasks requiring contextual intelligence, such as determining whether a product or service fits their company’s needs, buyers prefer to seek seller input. That’s according to Alice Walmesley, Director Analyst in the Gartner Sales Practice. “Instead of offering generic information that buyers…
Monday, September 29th, 2025
Most B2B buyers will prefer human interaction to AI by 2030 – Gartner
While AI-driven solutions offer speed, efficiency, and convenience, especially in the early stages of the sales process, recent analysis suggests that the demand for genuine human engagement is far from diminishing. In fact, by 2030, Gartner predicts that 75% of B2B buyers will prefer sales experiences that prioritise human interaction over AI, prompting organisations to rethink how they structure their…
Monday, September 29th, 2025
NEWS ROUNDUP
Fix payment failures to boost revenue A 2023 study of subscription-based businesses looking into involuntary churn caused by failed payments found it to be the cause of half of all customer churn. Now, sales and marketing leaders are being urged to pay close attention to the lifetime value of customers rather than focusing exclusively on sales volume. According to Google…
Monday, September 29th, 2025
Aviso and Consalia partner to smooth agentic AI adoption
Agentic AI-powered revenue execution platform, Aviso announced a strategic partnership with UK sales business school Consalia on 16 September. The initiative aims to address a critical challenge facing chief revenue officers: sales teams struggling to effectively embed AI tools and autonomous agents into workflows and company culture. “AI succeeds when it aligns with human psychology, not when it fights it,”…
Thursday, September 25th, 2025
ISP events 11.3 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, September 25th, 2025
Conferences and exhibitions 11.3 2025
Key Account Management Forum (KAM Forum) Details…
Thursday, July 10th, 2025
Sales Tips 101 – Supporting your own wellbeing and motivation
Salespeople have agency in shaping their own experience. Here are five simple steps individual salespeople can take to support their own well-being and motivation: Managers want their people to succeed, but they can’t support what they can’t see. Proactive, honest communication is a key ingredient in creating a healthy sales team dynamic. +
Wednesday, July 9th, 2025
ISP events 11.2 2025
Details of upcoming events can be found at the Institute of Sales Professionals website. https://www.the-isp.org/events Strategies for Developing High-Performance Teams Attending this event will improve your understanding of the key drivers of sales performance, enabling you to design and deliver a simple strategy for training and developing your own high-performance team. 11 July 2025, 11.00 – 11.45 am BST How…
Wednesday, July 9th, 2025
Sales competitions 11.2 2025
Northeast Intercollegiate Sales Competition, NISC – Hosted…
Wednesday, July 9th, 2025
Conferences and exhibitions 11.2 2025
Key Account Management Forum (KAM Forum) Details…
Monday, July 7th, 2025
ISP hosts leaders networking evening
The Institute of Sales Professionals recently hosted a social gathering for sales leaders and Fellows at The Folly in central London. The event provided senior sales professionals with a valuable chance to strengthen existing relationships, make new connections, and share experiences informally. Feedback has been overwhelmingly positive, with many highlighting how much they appreciated the opportunity to network face to…
Monday, July 7th, 2025
How ISP helps both salespeople and employers
Despite being one of the most critical functions within any organisation – directly impacting revenue, customer relationships, and business growth – sales has historically lacked equivalent formal structures and standards to those that exist in professions such as law, accounting, or medicine. The Institute of Sales Professionals underlines that joining a recognised professional body for sales is an essential step…
