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As key account management becomes ever more important in an evolving sales world, how can organisations hone their approach to strategic and key accounts? Cracking the code of key account management” was the focus at sales business school Consalia’s 19th Global Sales Transformation conference, held at the London Stock Exchange on 28 November. Introduced by sales thought-leader and Consalia CEO… 

How are B2B buyer expectations changing and where is B2B sales headed? In the previous edition of the Journal, we ran a story on McKinsey’s ninth global B2B Pulse report (released 12 September), which questioned 4,000 B2B decision-makers across eight major industries. This identified how B2B suppliers are responding to “consumer-like” purchasing demands from buyers. Here we talk to the… 

Gen AI could take on the role of a sales agent within a team, according to a 16 September article from strategic consultancy McKinsey: “An unconstrained future: How generative AI could reshape B2B sales.” The consultants suggest that Gen AI agents could eventually act as “skilled virtual coworkers, planning and booking complex logistics and handling routine customer inquiries”. The article… 

Artificial intelligence and generative AI are driving rapid increases in electricity consumption, with data centre forecasts over the next two years reaching as high as 160% growth, according to technology analysts Gartner. Some 40% of existing AI data centres will be operationally constrained by power availability by 2027, Gartner predicts. Gartner estimates the power required for data centres to run… 

Investment in enablement tools such as sales content management and automation, training and coaching, buyer engagement, strategy and planning, and recent research is poised to increase, according to a 2024 survey by Seismic, an enablement firm headquartered in San Diego. Generation Enablement Report: The Rise of Enablement’s Influence found that most organisations (89%) plan to retain or increase investment next… 

Whilst AI is unlikely to completely replace salespeople in complex B2B environments, it certainly has the potential to make good salespeople even more effective. Here are a few of the most important ways in which salespeople are using AI: +

There is no doubt that AI is going to play an increasingly important role in facilitating complex B2B sales. Here are a few ways in which sales managers can harness AI to coach their salespeople more effectively: +

Good governance and a thought-through approach are essential if we are to use AI responsibly I was seven years old when I made my first sale. The family business provided musical education concerts for children, so in the school holidays I was press-ganged in to help. I quickly found that being front-of-house selling merchandise was much more fun than being… 

Rethink your selling strategy and shift it to a value-based KAM business model. We all know that we are operating in an increasingly complex and competitive marketplace. As such, it is imperative for suppliers to adapt their sales strategies to maintain relevance in order to drive growth. The traditional sales models that once fuelled success are rapidly becoming obsolete. Today,… 

Research by a training company suggests that prospecting advice from US sales and marketing executives has remained notably consistent over the past five years. Key findings highlight the importance of personalization and research, value proposition clarity and creative engagement techniques in successful prospecting. “The sales profession has seen seismic shifts, from the rise of remote sales to the proliferation of… 

Business-to-business suppliers are under pressure to respond to “consumer-like” purchasing demands as buyers continue to shift the way they make purchases, a new global survey released on 12 September reveals. At the same time, buyers feel more comfortable with remote and selfserve spending on big-ticket items this year than they did in 2022, according to consultants McKinsey & Co. “E-commerce,… 

To improve female representation in the salesforce in 2024 and beyond, chief sales offers should address gender-based differences at three different career stages, according to Gartner: Despite making up nearly half of the global workforce, women represent only 40% of mid-level B2B sales employees, dropping to 31% at the senior level, Gartner has found. In 2023, the consultancy conducted a… 

Sales CRM specialist Salesforce introduced two new fully autonomous AI sales agents – Einstein Sales Development Rep (SDR) Agent and Einstein Sales Coach Agent – on 22 August. Generally available in October, these sales agents are built on Salesforce’s Einstein 1 Agentforce Platform to help sales teams accelerate growth. Einstein SDR Agent autonomously engages with inbound prospects to nurture pipeline… 

The Institute of Sales Professionals is publishing a new, modular version of the ISP Sales Framework outlining the knowledge, skills, behaviours, and tools required by sales professionals to be “effective and ethical in the prosecution of their profession, supporting personal development, professional advancement and improved business results”. Acting as a guide for effective, competent sales performance in line with organisational… 

Researching prospects can be a time-consuming activity but is essential to success. Used judiciously, AI can help streamline the process. Then it’s time to make contact… See Sales Tips 101 “Opening a conversation” +

Trust plays a major role in our prospective customer’s decision-making. Here are a few of the most important ways in which salespeople can establish trust: +

Sales managers need to both trust and be trusted by their sales team. Here are a few of the most important ways in which this can be established: +

The Institute of Sales Professionals has announced that two training organisations have joined the ranks of its endorsed training organisations. Competitive Edge is an awardwinning trainer that helps to develop high-performing sales teams and leaders. Meanwhile, Alate Business Growth specialises in business-tobusiness sales training for technology companies, across IT, telecoms, and software as a service (SaaS) in diverse global and… 

Consalia’s Senior Sales Leadership apprenticeship programme has been graded outstanding by UK education inspectorate Ofsted, the sales business school announced recently. The inspection took place over three days in February. Questionnaires were sent in advance to employers and apprentices and the government inspectors also conducted detailed interviews with Consalia’s Academy Team, apprentices, employers, and delivery partners Middlesex University and Runway… 

Of course, every new salesperson needs to have a clear understanding of what they are selling. But product knowledge is never enough to ensure success. Bob Apollo lists five things every new (and existing) salesperson needs to master: +