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The 2026 DMA Awards opened for entries on 7 July. The Data & Marketing Association (DMA) is inviting brands, agencies, charities, marketing and technology partners to submit the campaigns, programmes and innovations that have defined the past year. Now in its 46th year, the DMA Awards is among the UK’s longestrunning marketing awards, recognising work that combines strategic thinking, outstanding… 

In today’s tech world, when it comes to prospecting, the strongest performers unify channels, workflows, and reporting around a single view of the buyer. However, fragmentation and lack of integration is holding sales teams back, according to a whitepaper from B2B outreach specialists Sopro. The Brighton-based lead-gen company argues that, while sales and marketing organisations now use a growing mix… 

Buyers are increasingly seeking validation from product experts over AI-generated insights. Deep human interactions remain crucial for complex decision-making and post-sale trust. Accordingly, companies are advised to upskill their teams to provide meaningful expert insights early in the buying process. These are just some of the insights in Forrester’s 2026 Predictions: B2B Marketing, Sales & Product. With change unfolding so… 

The International Journal of Sales Transformation has reverted to its original ownership, following a year under the auspices of the Institute of Sales Professionals. Founding editor Nick de Cent says: “I’d like to thank the ISP for their input to the Journal and offering us a home for a year. We are excited now to be going forward as an… 

Whether you’re looking to hire or considering a new role, AI will be a valuable tool. As we’ve discussed, when it comes to recruiting enterprise account executives (AEs) and other highachieving salespeople, there is a shortage of supply – it’s largely a sellers’ market. Moreover, hiring two under-achieving salespeople (even if they seemingly have the right credentials on paper) is… 

Business and technology insights company, Gartner suggests 84% of companies are stuck in a “brand doom loop” that prevents marketing leaders from proving a brand’s impact on enterprise growth, according to a survey of 426 senior marketing leaders. Conducted from September through October 2025, the research found that the brand doom loop occurs when companies underinvest in brand measurement, lack… 

Journal’s come home The International Journal of Sales Transformation has reverted to its original ownership, following a year under the auspices of the Institute of Sales Professionals. Founding editor Nick de Cent says: “I’d like to thank the ISP for their input to the Journal and offering us a home for a year. We are excited now to be going… 

96% of CMOs are excited about AI, yet 71% express anxiety and 80% believe AI could put their own role at risk. Artificial intelligence could unlock up to $90 billion in improved marketing returns in the US alone, according to new research. Yet, fewer than 10% of organisations have successfully scaled AI across marketing or captured AI’s true value across… 

What defines a “supplier-switch” moment for customers has shifted for a third time in a decade.  Rising buyer expectations and the acceleration of AI capabilities are driving a wedge between B2B market growth leaders and laggards. This divide may prove to be deeper than both the consumerisation of business buying and the surge in e-commerce self-serve that emerged during the… 

Why hiring great salespeople is a negotiation between two parties who both need to do their homework – it’s definitely not a one-way selection process. Anyone involved in sales recruitment for high-impact roles complains about the same thing: there just aren’t enough outstanding salespeople to go round. It’s not a new problem. Indeed, the underlying scarcity of genuinely top-performing salespeople… 

How sales and marketing can thrive together in the AI age. Sales and marketing have always shared the same ultimate objective: driving growth and revenue. Yet the relationship between the two departments hasn’t always been seamless, and it remains an issue even in 2026. When sales and marketing operate in silos, inconsistent messaging and misaligned goals can cause friction and… 

Why the right fit is vital for both employer and candidate. It seems like an obvious truism, but finding the right fit is vital for both employer and the candidate when it comes to hiring enterprise account executives and other top sales talent. Yet, recruiters sometimes appear to forget this. The process of hiring top-level sales talent is definitely not… 

The myth of the lone wolf salesperson is killing careers – that’s why the Institute of Sales Professionals has created a mentoring programme. The “lone wolf” is a romantic, outdated notion that isolates talent, stifles growth, and leaves the next generation to learn through a brutal cycle of trial and error, the Institute suggests. “We believe there is a better… 

Warwick Business School has outlined five B2B sales strategies to help businesses thrive in today’s business environment. 1 Turn price transparency into a weapon Proactive transparency, particularly early in the relationship with a customer, actually drives better commercial outcomes. Early cost disclosure led to approximately $1,400 more in backend profits per customer, according to a 2021 paper by by Michael… 

Some 65% of chief marketing officers say advances in AI will dramatically change the CMO role in the next two years, a recent Gartner survey reveals. Yet only 32% say significant changes are needed to the CMO profile and skill set, according to the business and technology insights company. Conducted from August through October 2025 among 402 senior marketing leaders… 

Use this checklist to assess your current interface with marketing – and the customer. If you can’t answer “yes” to the following questions or don’t know the answers, it may be time to revisit the alignment between sales and marketing in your organisation – and your customer focus. 1. Go-to-market strategy 2. Buyer confidence and customer focus 3. KPIs, accountability… 

For businesses to thrive, sales and marketing need to reforge their relationship. I’ve been writing about sales and sales management since the mid-1980s – that’s around 40 years. For almost 20 years, I was heading up a marketing communications agency. So, I’ve observed the sales and marketing relationship from both perspectives. During much of that time it is fair to… 

ABM Is no longer a marketing tactic; it’s a commercial operating model. Account-Based Marketing (ABM) has an identity crisis, but not because it is losing relevance. Quite the opposite. ABM has become so commercially potent that describing it as a marketing approach is no longer accurate.  In nine years of running the Global ABM Conference, we have witnessed ABM evolve… 

What if marketing, sales, sales enablement, and customer success align around a mandate to eliminate barriers to buyer confidence and ensure customers achieve their desired business. There’s a growing recognition that the challenge in complex B2B sales isn’t just about creating demand or building pipeline. The challenge lies in ensuring that we eliminate the barriers to buyer confidence – before,… 

As the Institute celebrates surpassing 10,000 members, it has also initiated an important leadership transition to drive its next phase of growth. Guy Lloyd has stepped down as Managing Director to focus on the Institute’s long-term strategic ambition: securing Chartered status for the sales profession. With chartership central to ISP’s vision of sales being universally recognised as a highly skilled and…