Tuesday, June 25th, 2019

Courage and curiosity

Nilgün Atasoy’s wide experience, open mindset and empathetic approach have opened doors in her career. Nilgün Atasoy specialises in expanding horizons. From her multicultural upbringing to her progression in the traditionally male-dominated technology sector, to her trailblazing role as one of SAP’s first female salespeople in the Middle East and a pioneering woman sales manager in Eastern Europe, she has… 


Tuesday, June 25th, 2019

Blazing the trail for women sales leaders in technology

Dutch ICT Woman of the Year, Monic van Aarle is a sales director working with a diverse range of SAP’s customers in the Netherlands. Monic van Aarle has been working at SAP for 15 years and in sales for a total of 37 years – which stacks up to a significant amount of experience. Starting her career in marketing, she… 


Tuesday, December 18th, 2018

Sales enablement, AI and other hot topics

As the business world is increasingly disrupted by digital, sales enablement is coming of age. Is this relatively new discipline the key to competitive success for sales organisations? A variety of sales enablement hot topics were on the agenda at Miller Heiman’s 2018 Sales Enablement Summit at the Nobu Hotel in London on 8 November. Not least was the fact… 


Tuesday, December 18th, 2018

GST focuses on disruption and resilience

Consalia graduates and keynote speakers came together to discuss strategies to thrive in today’s disruptive business environment. As the business environment becomes ever more uncertain, with constantly accelerating change and increasing market disruption, both organisations and individuals need to become more resilient. But what kind of toll does this disruption take and how can we become more resilient? These were… 


Tuesday, December 18th, 2018

SPIN Selling

In this series of articles we look at some of the most popular sales methodologies. What’s the difference between a methodology and a process? In sales, the methodology is the application of general – possibly universal – principles to the way we approach a component of the sales cycle albeit that it may also be contextual. A process, in contrast,… 


Monday, September 24th, 2018

Relentless change: can sales enablement keep up?

This article extracts some of the key points from a talk at this year’s Sales Educators’ Academy Conference at Aston Business School in Birmingham, and the debate that followed. The presentation on strategic sales enablement in the face of unrelenting change was given by Robert Racine, VP, Global Sales Enablement at Wipro. Racine ran a central sales enablement function today… 


Monday, September 24th, 2018

Social selling – five key concepts

Social selling is still about conversations. But you will need to update your sales model. All of us in sales are well aware that the way people buy has changed. Salespeople are no longer part of the buying process “by right”. Thanks to the Internet, buyers are better informed and more autonomous than ever before. Somehow we have to be… 


Friday, May 18th, 2018

Challenged to transform

We talk a lot about transformation but how often does training involve genuine transformation? In the case of global software and services giant SAP there was an urgent need for a thorough transformation in the way the organisation sold, driven by major disruption in the market caused by the migration of IT systems away from an on-premises model onto the… 


Friday, September 22nd, 2017

Technology set to stamp out the tedium

Is artificial intelligence set to free salespeople from the most tedious aspects of their jobs? We talked to Miller Heiman president and CEO Byron Matthews. It will come as no surprise that, today, salespeople spend only around a third of their time on core selling activities in front of a customer trying to understand their needs, according to Byron Matthews,… 


Thursday, September 21st, 2017

Selling in a digital age

Digital is set to disrupt every aspect of life including business. So what’s on the horizon for sales and what’s already here? One day in the not too far distant future, a wave of technological innovation will transform society: for instance, brain-computer interfaces will replace keyboards; there will be intention-decoding algorithms; communications devices will be embedded in humans; and we… 


Saturday, April 22nd, 2017

Learn and earn

Can the forthcoming apprenticeship programme for B2B sales catalyse a new era of professionalism? If anything underlines why we so desperately need the new Level 6 Degree Apprenticeship, it is the sustained effort a dedicated group of sales leaders and educationalists have had to put into educating government about business-to-business sales as a career and to convince the “powers that… 


Saturday, January 28th, 2017

Collaborating to change

Some 18 months ago, BT Global Services set out on a major programme of sales and marketing transformation. We talk to Chris Blundell about the story so far. There was a time when Chris Blundell spent his time driving from customer to customer in a yellow van – back in the day Blundell was a telecom engineer. Now, however, his… 


Saturday, January 28th, 2017

Sales talent: the final profit frontier – part 2

Managing sales talent effectively through robust hiring and development processes is only half the story; we need to align these daily processes with company strategy… and we should be developing sales talent far earlier. Hiring and developing salespeople is costly – there is absolutely no doubt about that. According to a recent blog by Chally Group , while a low… 


Tuesday, November 29th, 2016

Sales talent: the final profit frontier – part 1

Hiring, developing and retaining salespeople have been something of a dark art. It’s often expensive and inefficient, but new talent-management techniques are bringing us into the 21st century. Skilled professionals have credibility with customers, and you can’t afford to compromise the credibility of your brand by sending second-best into the field Dr Beth Rogers In their 2015 Harvard Business Review… 


Thursday, November 24th, 2016

Views from the top

We asked three fi nalists in the… 


Sunday, September 4th, 2016

Brexit survey results

Methodology The International Journal of Sales Transformation’s post-Brexit survey was carried out using Survey Monkey among a self-selecting group of subscribers to the Journal, in addition to the clients and contacts of CEB (Corporate Executive Board), Consalia, Cranfield University School of Management, the Summit Group, and the Women in Sales Awards. The survey consisted of 26 multiple-choice questions with the… 


Thursday, April 28th, 2016

Happy birthday KAM Club!

Cranfield School of Management’s KAM Club is 20 years old. Where is key account management headed over the next 20? Economic, technology and consumer trends were all on the agenda as key account managers, academics and speakers gathered to celebrate the 20th anniversary of the Key Account Management Best Practice Club at the Cranfield School of Management, 16-17 March. Participants… 


Thursday, April 28th, 2016

Sales Management: Strategy, Process and Practice by Javier Marcos Cuevas, Bill Donaldson and Regis Lemmens, 4th edition, ISBN 978–1–137–35510–2

Rightly praised as a text that exemplifies how an understanding of sales management can be firmly founded on academic rigour, the fourth edition of this book provides a comprehensive introduction to selling and sales management – of potential benefit to undergraduates, postgraduates and postgraduate practitioners alike. Case studies ground this book in the real world, while international examples make it… 


Monday, April 25th, 2016

Diversity to drive success in Japan

AstraZeneca’s Florent Edouard discusses how cross-functional working equips pharma to compete in today’s complex healthcare ecosystem. To succeed in today’s competitive landscape, pharma teams need not only to be motivated, but also diverse in terms of business origins, male-female ratio, their geographic mix, and a blend of experienced versus new blood, digital versus traditional, analytical versus emotional, and strategy versus… 


Thursday, January 28th, 2016

Differentiation in a crowded market

Sony Mobile account director Sarah Edge recently received the “Best woman in technology sales” accolade at the 2015 Women in Sales Awards. Her career has spanned the breadth of marketing, procurement and, more recently, sales. Last December, at a London’s plush Savoy hotel, Sarah Edge was delighted to learn her hard work was being recognised when she was named winner…