Latest News

The doubled-edged sword that is AI Among the many mysteries in this age of accelerating AI, one of the most baffling is why so few sales organisations seem to see the current moment as an unmissable opportunity to get closer to their customers. Instead, AI is too often seen as a chance to bombard a largely unresponsive audience with a… 

Siemens and Salesforce announced a new collaboration at the Dreamforce event in San Francisco on 15 September. The initiative involves combining Salesforce’s AI platform Agentforce with Siemens’ Teamcenter Service Lifecycle Management (SLM). The two organisations aim to help industrial companies become agentic enterprises at scale by putting engineering-grade answers directly into sales, service, and customer workflows. They claim that this… 

Alchemist Group, the parent company behind a portfolio of brands specializing in sales and leadership execution recently launched a Global Product and Technology function to strengthen how it builds, delivers and scales learning products, intellectual property (IP), digital tools, and technology-enabled client experiences. The function will support brands under the Alchemist Group umbrella, including sales training company RAIN Group and… 

The global economy is stabilizing, but the fiscal support that cushioned successive shocks since 2020 is unlikely to play the same role in the year ahead, according to the World Economic Forum’s Chief Economists’ Outlook, published on 22 September. A majority (56%) of chief economists surveyed expect the global outlook to remain stable or improve, a sharp improvement from May,… 

Nominations for the UK’s National Sales Awards 2027 close on 9 October with the finalists due to be announced on 19 October. Sponsored by Huthwaite International, Mercuri International and Salesloft, the awards cover various categories, including sales director, sales team, sales manager, account manager, enablement pro and “rising star”. The judging process will be managed remotely and online, according to… 

AI has profoundly affected how organisations, products and services can be found online. At the same time, it is reshaping lead-generation in unpredictable ways. Director of Results Driven Marketing, Iain Irvin is currently exploring the role that website content, entity consistency, digital PR, third-party mentions, citations, original research and online authority can play in how businesses are understood and surfaced… 

The AI lead-generation arms race is hotting up – that’s the view of social selling training and LinkedIn strategy business Maverrik. Sales organisations are using AI to research prospects, generate opening lines, write emails, build follow-up sequences and produce personalised-looking outreach at scale. At the same time, buyers and enterprise organisations are using AI tools to filter unsolicited sales messages…. 

AI-powered trademark, brand protection, and anti-piracy solutions company Corsearch announced the appointment of Nicholas Langeveld as Chief Revenue Officer on 22 September. His mandate is to build the company’s commercial organization around a single mission: elevating the value of customers’ Brand IP by protecting the trust consumers place in their brands. As Chief Revenue Officer, he will lead Sales, Account… 

Why it’s vital to close the AI skills gap without losing customer trust. Today’s generation of marketing and sales professionals are privileged and challenged to be facing the most aggressive collision of operational efficiency and brand equity in the history of modern commerce. As artificial intelligence begins to reshape how marketing and sales departments operate, the Chartered Institute of Marketing… 

How to size a key account, from this year’s share of wallet to a decade of lifetime value. Somewhere in your business, probably this quarter, a group of senior people will sit in a room and decide where next year’s money goes. New markets will be discussed, acquisitions perhaps, product launches. At some point, your key account – the one… 

How to help sales and marketing get closer to the customer. Abstract Sales and marketing are told to get closer to the customer. In a complex sale, that instruction misfires because there is no single customer to get close to. There is a buying committee that never sits in one room, and most commercial teams optimise every function for the… 

That gap – between holding the role and living it – is the most expensive and least examined leadership problem in strategic account management (SAM). Why executive sponsorship is a leadership behaviour, not a title. Ask a room full of senior executives how many sponsor a strategic account; most hands go up. Ask them what they actually did for that… 

A search for “Hiring top sales talent” has uncovered 33 relevant articles from the International Journal of Sales Transformation which are listed below. These are just a few of the hundreds of insights available in our comprehensive knowledgebase. Many of the articles shown below are available exclusively to subscribers, so you’ll need a subscription to access the full content. Get… 

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…