Latest News

KEEP UP TO DATE with the latest sales news from around the world, including stories and developments with a commercial, educational and political theme of potential interest to sales leaders and their teams.

Too many cooks…

November 28th, 2022 by

How a single sales methodology can help to reap global benefits I am constantly amazed at how quickly companies that invest in a sales training methodology are led astray and lose out on the benefits it can deliver. Often, as the roll-out draws to a close, someone proposes a new “shiny toy”. Incredibly, they go for it, short-circuiting all the… 


Developing the potential of talented salespeople

November 28th, 2022 by

Why development is so much more than just training. In “Hiring salespeople with talent” (see pages 6-7), I explored the challenges involved in making good sales hires. Now I want to shift attention to some of the key things we need to do if we are to fully develop the potential of the talented salespeople that we have just hired…. 


Hiring salespeople with talent

November 28th, 2022 by

Why an evidence-based approach is the route to a successful sales hire. Finding and recruiting the right salespeople is perhaps the most important role for any sales manager or leader. Hiring the wrong person – or at the other end of the scale, failing to fill the position at all – is costly in so many ways. The wasted recruitment… 


Cranfield KAM Forum (Reports from Q2 2022)

September 30th, 2022 by

“Putting the customer at the heart” by Mark Bailey Rolls-Royce plc is a company that deals with power and propulsion and should not be confused with the motor-car company, which is entirely separate. Rolls-Royce plc provides power and propulsion systems for land, sea, and air, including nuclear submarines, military and civil aircraft, and major data centres. All of its systems… 


Get in the flow

September 30th, 2022 by

SAP’s Experiential Sales Learning programs allow salespeople to learn in the flow of their work. To ensure that business continued to flow, in 2020 most companies worldwide responded to the pandemic by making the transition to remote working. More recently, as some businesses began to require employees to work onsite again, others have been cementing a hybrid working model as… 


Focus on storytelling

September 30th, 2022 by

When a group of non-native English speakers wanted to hone their English writing and speaking skills, they joined a programme exploring a range of literary genres via the work of a cross-section of authors. We set these business leaders the task of recounting their most memorable sales experiences in the Journal. In this special feature, we explore the rationale behind… 


Making conflict work

September 29th, 2022 by

While conflict needs to be managed well, it can also be productive. Conflict is a frequent challenge among business relationships with customers, partners and suppliers. Inside organisations, conflicts within teams and cross-functionally are also common, yet sales professionals often feel ill-equipped to manage conflict well. Unresolved conflict can spread and grow, and result in stress and well-being issues for those… 


Top sellers are storytellers

September 29th, 2022 by

Every salesperson has the potential to improve their storytelling skills. As human beings, we have evolved over the generations to use stories to communicate. Moreover, one of the key factors that sets today’s most effective salespeople apart from the rest is their ability to share compelling, relevant anecdotes – typically the experiences of other existing customers – that resonate with… 


Why is storytelling so powerful?

September 29th, 2022 by

Stories are not only enduring; they help drive business. Telling stories is what humans do; it is fundamental to the human experience. We’ve been telling stories for tens of millennia: 30,000 years at least. Cave paintings in the Grotte Chauvet-Pont d’Arc, located in the Auvergne district of France, date back 30,000 years and represent the oldest known storyboard to be… 


Without character, ethics is just a rule book

July 4th, 2022 by

Almost every leader claims to be ethical in business, but do they have the character to foster trust? Ethics, necessary but not sufficient Corporate scandals from Enron to Freddie Mac occurred despite the fact that the organizations and individuals leading them were operating in environments governed by a code of ethics. Yet, people still behaved poorly. Why? Why do people… 


ISP heartened by Chancellor’s attitude to vocational training

May 5th, 2022 by

The Institute of Sales Professionals says it is encouraged by the UK’s finance minister Rishi Sunak’s Spring Statement in which the Chancellor of the Exchequer promised to look at tax incentives to boost vocational training. The ISP is urging the government to focus on professional sales skills and qualifications to close the skills gap and promote a more business-like attitude… 


Cranfield KAM Forum online

May 3rd, 2022 by

Reports from Q1 2022 Sales tips from an advertising guy: Stephen Mangham Former Ogilvy Saatchi and Saatchi and Saatchi ad man Stephen Mangham shared his insightful views of the KAM market from the fresh perspective of someone who had a very successful career in advertising observing the companies that get things right and those that do not. Marketing is “the… 


News in brief

May 3rd, 2022 by

SalesWorks appoints trainers Consultancy SalesWorks has appointed Cara Pepper and Alzaysha Johnson as sales training leads. The role sees them working with clients to design and deliver sales training programmes, tailor programmes for advanced reps to refine and improve their skills, and spotlight areas of focus to up-skill teams, improve processes and increase revenue. +


Philip Morris sales apprenticeship scheme

May 3rd, 2022 by

Philip Morris Limited (PML) opened its first sales apprenticeship scheme to applicants in February. The first group was scheduled to start work in April across four English cities: Nottingham; Northampton; Sheffield and London. +


Measure behaviours as well as outcomes

May 3rd, 2022 by

Only 25% of sales organizations are directly measuring sales behaviours that drive sales success, claims ValueSelling Associates. “Our research findings mean that 75% of sales teams are driving down the interstate with their focus fixed on the rear-view mirror,” President and CEO, Julie Thomas tells the Journal. +


B2B a top UK priority says MP

May 3rd, 2022 by

The importance of business-to-business (B2B) selling for jobs and growth in the UK was highlighted at Westminster on 19 April. In a debate at Westminster Hall, Mark Pawsey MP called for government support and recognition for the professional B2B sales sector. The MP, who leads the All-Party Parliamentary Group (APPG) for Professional Sales, explained that the UK has struggled to recruit and… 


Selling face to face

May 3rd, 2022 by

Being there is still important in the modern B2B sales process. Businesses increasingly communicate with customers and prospects in new ways as technology advances. Today’s sales reps use a variety of tools to accomplish their tasks – email, social media and video-chat tools among others. Consequently, traditional in-person sales meetings have become less common. Nevertheless, even as the B2B sales… 


Value-pricing: 12 key points for implementing strategy

May 3rd, 2022 by

Value First, Then Price: Building Value-Based Pricing Strategies, edited by Andreas Hinterhuber and Todd C Snelgrove, is the definitive book on value selling. To celebrate the publication of the second edition we have interpreted some of the main points in one of the key chapters of the book: “Quantifying your value so customers are willing and able to pay for… 


The secret power of introverts

May 3rd, 2022 by

Too shy to sell? Why organisations need introverts. Do you ever hear the words “introvert” and “sales” in the same sentence and wonder if it is even possible to be successful in sale and shy or introverted? The conventional stereotype is that sales is an extrovert’s playground, but the reality is that this is simply not true.Countless industry giants are… 


Understanding true value

May 3rd, 2022 by

Engage buyers using the basics of value-based selling. We all know the frightening stats: buyers spend 17% of their time interacting with sales professionals, and nearly half (43%) prefer a completely rep-free experience (Gartner). Yes, this is alarming. However, this roadblock is just that, a roadblock – it’s not impassable. After all, the buying journey is complex and contains numerous…