Insight

Do you need to understand a sales-related topic in more depth? Respected business thought-leaders and academics shine the light on current issues facing the global sales community.

Imagine…

November 9th, 2020 by

How will leadership change in the digital future? Imagine… You are strolling on a boardwalk by the beach. The warm rays of the sun are tickling your nose as you savour the beautiful scenery. Suddenly, darkness takes over, the sun vanishes, and there is a mist in the air. A tornado! A huge swirling spout of water, this massive monster… 


Mind the (skills) gap!

November 9th, 2020 by

The team’s work began in late 2016, when it was observed that sales metrics for SAP sales executives – while in line with or slightly above industry standards – were not meeting sales management expectations. With a worldwide digital transformation in full swing, it was imperative that SAP’s sales executives were well-trained to help customers understand and implement emerging innovations… 


Focus on sales technology

November 9th, 2020 by

Beyond the gimmick Digital sales rooms: are they fact or fancy? For some time, the sales industry has been considering how innovations like augmented reality (AR) and virtual reality (VR) can support the sales process. However, for many, they simply represents a gimmick rather than a genuine means of engaging with buyers and adding value to the experience. However, with… 


What’s your customer’s unique value story?

November 6th, 2020 by

Do you have compelling answers to three crucial customer questions: why change, why you, why now? Generic value propositions, while they might be of some use in persuading potential prospects to make initial contact with you as a potential vendor, aren’t very helpful when it comes to setting your customer’s expectations about the specific value that they will derive from… 


The Magic 6

November 6th, 2020 by

How to lead virtual (and hybrid) meetings. In spring 2020, meetings changed. Instead of physically meeting up with colleagues, everything moved online during lockdown. Of course, sales teams have been catching up with colleagues in the field by phone or video chat for years, but, in March, everything went remote: team meetings, client meetings and much, much more. While meetings… 


Keeping sales enablement simple

May 22nd, 2020 by

Breaking down complexity to boost sales performance. There’s no denying it, the buying process is more complicated, longer and involves more stakeholders than ever before. But in contrast to this change, product life cycles are becoming much shorter and salespeople are feeling the pressure. Getting to grips with increasingly complex products and solutions in a short time means salespeople not… 


Acumen, agility and sales archetypes

May 22nd, 2020 by

Nick de Cent is in conversation with Philip Stylund, discussing sales strategy post-COVID-19 and the blended world of the future. Nick de Cent: In these times of great uncertainty, do you predict that the rush to online sales that we’re seeing will further broaden the divide between simple and complex sales in B2B? And what I mean by that is:… 


Resourceful humans, not just human resources

May 22nd, 2020 by

How to manage and lead through the current crisis with the wisdom of Aristotle. In a recent London Business School poll, we asked an audience of over 1,000 senior executives how as leaders they would like to look back on the current crisis. They could choose from five possible outcomes – for them personally as well as for their organisations:… 


Sales and the COVID crisis

May 22nd, 2020 by

We asked leading academics, professional bodies and consultants for their views on how sales leaders can best respond to the COVID-19 crisis. Unprecedented is a word we hear being bandied about a lot since the emergence of the COVID-19 virus. Nevertheless, the situation we all face is indeed unprecedented, and the world will never be exactly the same again, even… 


Solutions or outcomes?

May 22nd, 2020 by

Bob Apollo on Sales Methodologies In recent articles in this series, I’ve taken a look at some of today’s most widely adopted B2B sales methodologies. Many sales methodologies (in the interest, no doubt, of selling more books and training courses) claim to have a uniquely effective approach. Yet, and perhaps inevitably, each methodology has its strengths, weaknesses, and blind spots…. 


They’re only words!

December 13th, 2019 by

In the digital era, perhaps more than ever before, it is becoming increasingly apparent to advertisers that they must carefully consider what vocabulary will most likely resonate with members of their target audiences in order to communicate effectively with them. Should salespeople be following this lead? Some ten years’ ago I authored a book featuring 52 separate selling skills.* One… 


Professional sales and the “differentiation conundrum”

December 12th, 2019 by

How salespeople can make a difference in helping their organisation stand-out from competitors, in ways that resonate with customers. In our book Value-ology (Kelly, Johnston and Danheiser 2017), we drew attention to Qvidian’s research that showed 58% of deals end up in no decision because the customer has not been convinced of the value being offered, which means your biggest… 


Spotlight on SPIN® Selling

December 12th, 2019 by

Following my initial two “Spotlight on…” articles on Sandler and Strategic Selling, I now want to turn my attention to another long-established, widely adopted and still-relevant sales methodology: SPIN® Selling from Huthwaite International. The concepts behind SPIN® were the result of extensive research by Neil Rackham and his colleagues into the patterns of success and failure in complex B2B sales…. 


Navigating choppy economic waters

September 10th, 2019 by

World-class sellers don’t expect success; they prepare for it. On the face of it, sellers appear to be on a winning streak. New figures from CSO Insights (the research division of Miller Heiman Group) reveal that, over the period 2017–19, sales organisations globally saw a 7% increase across both revenue and quota target attainment. However, before sales teams are too… 


Growing together (part 2)

September 10th, 2019 by

Following up on our previous article in last issue of IJST, we continue the discussion on how to best work with your strategic customers to help create joint solutions for growth. What do the best do differently to create joint solutions? Leading companies that excel at collaboratively creating value with their customers are not trying to do a thousand things… 


Research identifies three key sales competencies

September 10th, 2019 by

As B2B buying behaviour evolves, how can sales organisations adapt? This is the third of a series of articles in which Dr Simon Kelly, Dr Paul Johnston and Stacey Danheiser explore customer value and differentiation. In this article they offer an early view into their latest research around the roles and competencies required by salespeople to help their organisations differentiate… 


Spotlight on Strategic Selling

September 10th, 2019 by

In the previous edition of the International Journal of Sales Transformation, I summarised some of the key aspects of the Sandler Selling System. In the second of my series of articles on today’s leading sales methodologies, I want to turn to another long-established approach: Strategic Selling® from the Miller Heiman Group. The Strategic Selling methodology is particularly effective in complex… 


Growing together

June 25th, 2019 by

How to work with strategic customers to create joint solutions for growth. Article summary Persistent, disruptive forces impacting profitable growth are intensifying, and as a result, companies in many industries face slower growth and accelerating commoditization of product and service margins. Given marketplace complexity and dynamic shifts in how customers buy, traditional business models are threatened and new strategies and… 


Selling in a sea of sameness

June 25th, 2019 by

When your competitors are floating in a sea of sameness you need to make sure you are waving not drowning. In the second of a series of articles in which Dr Simon Kelly and Dr Paul Johnston explore customer value and differentiation, they are joined by co-author Stacey Danheiser to ask: are you selling in a sea of sameness? In… 


Spotlight on Sandler

June 25th, 2019 by

In this, the first of a series of articles on sales methodologies, I want to turn the spotlight onto Sandler Selling. Introduced by the late David Sandler in 1967 as an antidote to conventional product-centric, hard-sales tactics, the approach aims to achieve a more equitable balance of power between the buyer and the seller. By emphasising rapport-building and empathy, and…