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.

The critical combination: focus, process and people

January 28th, 2016 by

Bob Apollo on Building Scalable Businesses What can businesses do to ensure that they establish the platform for predictable, reliable and sustainable revenue and market share growth? I’m going to assume that you have a product or service that people want to buy. But that’s clearly not enough. I want to highlight three critical (and timeless) principles that have always… 


The case for ethical sales behaviour

January 28th, 2016 by

Ethics is the foundation stone for trust between sellers and buyers. A core task for all sales professionals is to ethically balance responsibility to shareholders with a duty of integrity towards customers. At work, sales professionals are much more likely to be driven by following rules than in their personal lives. Rules are an insufficiently robust mechanism to guide behaviour… 


New qualification option

January 28th, 2016 by

Sales professionals now have a new option to gain a high-status sales qualification. This year, Middlesex University – in conjunction with global sales transformation company Consalia – is making its award-winning Masters programmes available to individuals and small groups for the first time. Consalia marketing director Phil Linter tells the Journal: “Previously we’ve only been able to offer professional sales… 


B2B must deliver seamless, holistic buying experience across human and digital assets

January 28th, 2016 by

Research organization Forrester forecasts that 12% of all B2B sales in the United States will take place online by 2020. Last year, the company caused a few ripples when it predicted that the number of B2B salespeople in the United States would contract by one million over the next five years. In a recent report in the series, The B2B… 


Women who lead

January 28th, 2016 by

We asked three women for their views… 


It’s all about the client

October 31st, 2015 by

Authenticity, cultural fit and solving client problems are just some of keys to selling professional services, reports Chris Alder. Too many people in professional services do too little to understand the business of their clients – let alone clients’ specific issues and concerns. That’s a startling conclusion from a white paper published by sales training specialists Huthwaite International.1 Add in… 


Can the Internet of Things create a new wave of value?

October 31st, 2015 by

Dr Beth Rogers ask whether the “Internet of Things” is set to transform the sales paradigm yet further. Imagine a future where customers’ needs are met even before the customer has identified them or a salesperson has prompted for them. It is a future where the role of the salesperson is focused on high-profile change projects, rooted in idea generation… 


Do you qualify as a winner?

October 31st, 2015 by

The rewards for going after a choice piece of business can be huge, but making the right decisions can mean life or death. In today’s fiercely competitive environment the consequences of failure can indeed be career changing – for all the wrong reasons. Qualifying sales opportunities effectively is arguably the most important thing any company large or small will do,… 


Discipline: what works best – for the individual, the team, and the organization?

October 31st, 2015 by

What can we discover from research about the best way of dealing with problem salespeople? In the 15 years I have spent working with frontline sales managers, one particular issue has loomed larger than any other. Specifically, when a sales manager is faced with a problem with one or more of their salespeople, how best should they deal with it?… 


Should time spent travelling to work be paid?

October 31st, 2015 by

Sales organisations in Europe may be facing the prospect of having to pay salespeople without an office base for the time they spend travelling to and from first and last appointments. This follows the European Court of Justice (ECJ) ruling that journeys from home to work and back should be treated as working time. The EJC ruling could mean some… 


Power imbalances don’t preclude trust

October 31st, 2015 by

Power imbalances between companies of different types and sizes do not prevent them from establishing successful relationships, as long as both organisations’ business strategies are compatible. The development of trust in business-to-business relationships calls for “goal congruence”, according to a recent University of Eastern Finland and Cranfield University study. Authors, Mika Gabrielsson, Professor of International Business of the University of… 


Salespeople fail to research customers’ needs confirms international buyers survey

October 31st, 2015 by

There are significant opportunities for salespeople to chase as the market opens up and customers search for increased value and innovation from suppliers, not just lower prices. That’s one of the principal findings from a global survey of buyers launched at the UK’s National Sales Conference in Coventry on 8 October. Introduced at the event by managing director Sam North,… 


Reinventing pharma sales

October 31st, 2015 by

Profound change is sweeping through the pharmaceutical… 


Fixing the broken financial services model

July 6th, 2015 by

How can sales survive in a banking sector beset by scandal? Interest rate hedging products where businesses were mis-sold complex insurance deals… tax dodging… manipulation of the London interbank lending rate (LIBOR) to boost profit from trades… money laundering… the manipulation of foreign exchange rates by out-of-control rogue traders – these have been the scandals which for many have come… 


To improve sales, pay more attention to presales

July 5th, 2015 by

As buying behaviour becomes more sophisticated, presales has emerged as a vital engine in the sales pipeline, argues McKinsey & Co. At a time when CEOs are on a constant quest for growth, there is a promising but often overlooked capability available close to home: presales. Building on our analysis of what drives performance in our book Sales Growth, we… 


Competing against “do nothing”

July 5th, 2015 by

If you’re involved in complex sales in a B2B environment, your most significant competitor is almost certainly not another vendor, but the status quo. According to the latest findings from Sirius Decisions, Sales Benchmark Index and many other respected researchers, an increasingly common outcome for even well-qualified sales opportunities is not a win, or a competitive loss, but a decision… 


TACK International buyer survey

July 4th, 2015 by

Development specialist TACK International is set to unveil the findings from the 7th edition of its “Buyers’ Views of Salespeople” study at the National Sales Conference on 8 October. Previous research identified that price is not always a key purchase motivator. A quarter of respondents indicated that a number of factors were ahead of price in determining their buying decisions:… 


Employer survey exposes cracks in hiring process

July 4th, 2015 by

When hiring sales executives, over 58% of employers believed that “salespeople should know what they are doing”, according to joint research from the British Institute for Learning & Development (BILD) and the Universal Sales Skills Audit (USSA). Just over 58% of employers also reported that “maybe some [sales executives] aren’t as good as we would like” and only 38% of… 


Women achievers celebrate North America sales awards

July 4th, 2015 by

Oracle’s Christina Lammers triumphed at the inaugural Women in Sales Awards North America event at the Fairmont Copley Plaza in Boston, Massachusetts on 18 June. She won the Best Woman Sales Manager category and the overall award for Most Distinguished Sales Woman Of The Year. Lammers, Regional Manager Emerging Markets, Oracle, said: “it is an absolute honour that I have… 


No plans for sales in schools despite demands for more vocational education

July 4th, 2015 by

Industry leaders are calling for a comprehensive shake-up of the UK’s educational system to reflect the needs of employers. This includes delivering a mix of academic and vocational options for 14-18-year-olds. However, there is no mention of how sales might fit into these plans. In a recent speech at the Sunday Times Festival of Education at Wellington College, John Cridland,…