Growing sales is easy…and yet
September 30th, 2025 by Carl DayA sales leader challenges common misconceptions around “silver bullet”, short-term tactics to boost sales. It’s the end of the fiscal period, sales have been tracking well but the OI/EBITDA 1 number isn’t where it should be, so Sales needs to sell more. Its budget time and we grew well last year, but the plan is for up to 40% growth…
Education: the Silver Bullet?
September 29th, 2025 by Anderson Hirst and Guy LloydCould high-quality “foundational” sales education for those about to enter the profession be the key? About a year ago, Anderson met with a start-up founder who had scaled her agency organisation to ten people. She contacted him looking for sales and sales management support. When asked how she approached selling to a new client, she described the process: “Typically, I…
Understanding situational fluency
September 29th, 2025 by Bob ApolloShining a spotlight on some common B2B sales methodologies Research demonstrates that B2B sales organisations which adopt thoughtful, principled approaches to selling benefit from higher win rates, shorter cycles, and improved forecast accuracy. But no one published methodology fits every context or situation. Some excel in major account management, others in questioning techniques, stakeholder mapping, or opportunity qualification. The idea…
There is no silver bullet
September 29th, 2025 by Bob ApolloWhy the future of B2B selling must be situationally adaptive. For decades, authors of books about selling have sought to promote the perfect methodology – the idea that there is “one best way” to sell. Whether SPIN, Challenger, Value Selling, Sandler, Miller-Heiman, MEDDPICC or many other approaches, each has claimed to provide the formula for sales success. But in today’s…
Five ways for B2B companies to support growth in an uncertain world
September 29th, 2025 by Journal Of Sales TransformationGeopolitical 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…
Buyers need human salespeople as guides in complex B2B environments to escape preconceptions
September 29th, 2025 by Journal Of Sales TransformationIn 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…
Consalia opens fast track to sales degree apprenticeship
September 29th, 2025 by Journal Of Sales TransformationIn 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…
Buyers prefer self-service, but choose sellers for key tasks
September 29th, 2025 by Journal Of Sales TransformationBuyers 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…
Most B2B buyers will prefer human interaction to AI by 2030 – Gartner
September 29th, 2025 by Journal Of Sales TransformationWhile 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…
NEWS ROUNDUP
September 29th, 2025 by Journal Of Sales TransformationFix 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…
Aviso and Consalia partner to smooth agentic AI adoption
September 29th, 2025 by Journal Of Sales TransformationAgentic 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,”…
The elusive silver bullet
September 29th, 2025 by Andy HoughWhy sales performance remains stubbornly stagnant. For decades, the sales profession has been on a quest for the mythical silver bullet: that magical solution promising to transform mediocre performers into quotacrushing superstars. From cutting-edge CRM systems to revolutionary sales methodologies, from eye-watering commission structures to AI-powered insights, the industry has thrown everything at the problem. Yet despite billions invested in…

Sales Tips 101 – Supporting your own wellbeing and motivation
July 10th, 2025 by Journal Of Sales TransformationSalespeople 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. +
The human factor
July 7th, 2025 by Bob ApolloExploring the vital relationship between wellbeing, motivation, and retention in modern sales. In too many sales environments, performance and productivity are largely seen as endpoints to be optimised through processes, metrics, tools, and training. However, there’s a growing recognition that sustainable sales performance is deeply rooted in human factors – in the wellbeing and motivation of sales professionals. I hope…
ISP hosts leaders networking evening
July 7th, 2025 by Journal Of Sales TransformationThe 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…
How ISP helps both salespeople and employers
July 7th, 2025 by Journal Of Sales TransformationDespite 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…
AI cutting entry-level jobs bosses warn
July 7th, 2025 by Journal Of Sales TransformationAI is threatening call centre and other customer service jobs, according to business leaders. Chief executive of fintech Klarna, Sebastian Siemiatkowski recently highlighted the impact of AI on jobs. Last year, the fintech announced a hiring freeze and said that it had replaced 700 of its 3,000 customer service jobs with a virtual assistant tool. Customer service staff are being…

Sales Management Tips 101 – Boosting wellbeing, motivation and retention
July 7th, 2025 by Journal Of Sales TransformationHere are five practical steps that sales managers and leaders can take: +
30% of genAI initiatives to fail in 2025 – Gartner
July 7th, 2025 by Journal Of Sales TransformationGartner suggested last year that at least 30% of generative AI businesses in the testing phase would be abandoned after proof of concept by the end of 2025, according to a report in AI Business. Organisations have been struggling to justify genAI investments due to the substantial costs involved. The analyst firm found that early genAI adopters were finding that…
Customer experience continues to wane – Forrester
July 7th, 2025 by Journal Of Sales TransformationOngoing challenges that drove last year’s decline in customer experience (CX) quality – weaker employee experience, waning customer obsession, disappointing tech implementations, and economic volatility – continue to impact how consumers perceive CX quality, according to Forrester’s global Customer Experience Index rankings for 2025 which were unveiled on 24 June. Moreover, the disparity between the customer experience that brands intend…