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When Geoffrey Moore published the first edition of Crossing the Chasm over 20 years ago, it rapidly became a B2B sales and marketing classic – rated by Inc. magazine as one of the top-ten marketing books of all time. Moore’s focus on the behavioural chasm that exists between innovators and pragmatist buyers was a revelation to a generation of technology… 

New research by Angie Dixey at Oxford Brookes University presents some interesting findings for organisations actively aiming to encourage managerial coaching. Dixey’s dissertation How Managers Experience Their Role As Coach: An Interpretative Phenomenological Analysis explored how the “preference towards a conversational nature of managerial coaching supports the sentiment found in leadership theory that coaching should be a way of managing,… 

Verbal acuity, an achievement-oriented personality, the ability to display situational dominance and inward pessimism are the key attributes of high-performing salespeople compared with their less-successful counterparts, according to a specialist in “sales linguistics”. Writing in Harvard Business Review on 18 March, Steve W Martin asked the question: “What separates high-performing salespeople who exceed their quota from underperformers who miss their… 

Sales leaders and academics gathered in the City of London on 26 February to celebrate the launch of the new International Journal of Sales Transformation. Celebrated author Professor Neil Rackham gave the keynote speech highlighting the importance of bridging the gap between sales academics and practitioners in terms of building a vibrant sales profession. He said: “The new International Journal… 

In the crowded UK office equipment market, what are the chances a manufacturer could double sales through its dealer channel within five years? Not only is it a tough goal but it’s one that Toshiba Tec UK expects to achieve a year ahead of schedule, according to the Indirect Division’s sales director Carl Day. Day attributes much of the success… 

High-achieving saleswomen in India have been celebrating the first ever Women in Sales Awards. The winners were announced last month. Ruchita Taneja Aggarwal, who is Director, North & East India Sales Head for Citibank, celebrated winning the award for Best Woman Sales Director and the overall accolade of “The Most Distinguished Saleswoman of the Year”. She says: “I hope this… 

In the male-dominated profession that is sales,…