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.

Don’t sacrifice effectiveness

October 11th, 2023 by

Five negative effects of sales efficiency. Efficiency in the sales process is a good thing, right? Well, it all depends on what you mean by “efficiency”. The definition of “efficient” is: “achieving maximum productivity with minimum wasted effort or expense.” In parentheses, the Google dictionary notes, “(especially of a system or machine).” And it’s that last part, I want to… 


Negotiation as a trading process

October 11th, 2023 by

How to dodge three avoidable mistakes when closing a deal. It is as if it were yesterday. I can still see their faces: stern, unbending, implacable. The setting was innocuous enough: a small meeting room in the hotel for which I was sales director. On one side of the table, I sat with the general manager, and on the other… 


Addressing underperformance

October 11th, 2023 by

Underperformance is not just about the individual; it can be a structural issue too. It would be an exceptionally lucky or gifted sales manager who has never had to address the issue of underperformance at some stage in their management career. Sometimes the causes appear to be external – changes in the market environment over which we have little influence… 


Coaching conversations

October 11th, 2023 by

My Coaching Promise ensures sales professionals have better sales conversations. In today’s hybrid world of both face-to-face and virtual customer conversations, ensuring the best of the limited time we get with customers is paramount. I find it odd that it’s taken for granted that sports professionals have multiple coaches, yet sales professionals struggle to get time with their managers, who… 


Gazing into the future

October 11th, 2023 by

We look into our crystal ball to understand how technology is reshaping business and wider society via Industry 4.0. We recently sat down with Henrik von Scheel, a leading speaker on AI and an expert on the Fourth Industrial Revolution. As the originator of the term, he is highly regarded by businesses and governments for his insight into digital trends…. 


Cowell takes delivery of classic electric Mini

October 11th, 2023 by

The arrival of Mini eMastered heralds the dawn of an exciting new era for David Brown Automotive, an iconic British brand recognised globally for its handbuilt automotive creations. Michelle Gay, Sales, & Marketing Director, David Brown Automotive, tells the Journal: “We’re delighted to reveal Simon Cowell’s car – one of the very first customer examples of our new Mini eMastered… 


News in brief

October 11th, 2023 by

Bluewater appoints EMEA sales director In September, water purification and beverage solutions specialist Bluewater announced the appointment of Fredrik Aminoff as sales director for EMEA and other key markets, including Southeast Asia. The move is designed to extend the company’s market reach. Based out of the Bluewater head office in central Stockholm, Aminoff brings a wealth of experience, having excelled… 


Electric superbike company appoints legendary CRO

October 11th, 2023 by

Electric superbike manufacturer Verge Motorcycles has appointed business and retail visionary George Blankenship as its new Chief Revenue Officer. With a career spanning more than 40 years, Blankenship is known for developing acclaimed retail strategies for world renowned brands such as software and computer maker Apple and electric car manufacturer Tesla. “Motorcycles have been manufactured with the same underlying format… 


Trust unlocks online sales

October 11th, 2023 by

A new report from “trust platform for digital commerce” Forter has found “alarming rates of false declines, cart abandonment, and trust issues” in online shopping. The 2023 Consumer Trust Premium Report explores the relationship between consumer shopping habits and brand trust. Over 73% of UK consumers have had a negative online shopping experience, with high rates of false declines (14%),… 


Homebuilder extends ISP membership

October 11th, 2023 by

Homebuilder Keepmoat has enrolled almost 120 sales professionals as members of the Institute of Sales Professionals as part of a focus on customer service through sales excellence. Announcing the move on 5 September, the ISP emphasised how the initiative will support continuous professional development of Keepmoat’s salespeople and promote high ethical standards. The salespeople will take the ISP’s registration exam… 


Transform for the future

September 5th, 2023 by

Anticipating the future puts you ahead of the game. Here is an innovative guide to driving change. Part I: We couldn’t possibly do that! How the “future readiness movement” began. It was the midst of the pandemic, and it was my first team meeting as I embarked in my new role as the Chief Operating Officer for SAP Asia Pacific… 


GenAI for sales messaging

September 5th, 2023 by

Gartner has devised its Generative Value Messaging… 


ISP upgrades education offerings

September 5th, 2023 by

The Institute of Sales Professionals is promising a fresh approach to learning and development for salespeople with a comprehensive upgrade of its sales qualifications. The ISP has announced a revamp of its Level 4 qualification for established salespeople and says further changes to other qualifications will be made over coming months. The changes promise more flexibility and focus for salespeople… 


Sales leaders celebrate forthcoming book launch

September 5th, 2023 by

Senior sales leaders from around the globe gathered in London on 7 July to celebrate the forthcoming launch of a unique new book they have created. Leadership Narratives: Reflective Journeys of Sales Professionals is due to be published by leading academic publisher Routledge in December 2023. The sales leaders flew in from as far afield as Nevada and Dubai and… 


Salespeople unhappy with their bosses

September 5th, 2023 by

Survey analysis from the somewhat unlikely source of casinohawks.com has found that employees in retail, healthcare and sales report being the unhappiest with their managers, most commonly attributing their dissatisfaction to low pay, micromanagement and a lack of communication. By comparison, employees working in the creative arts and design and charity and voluntary sectors were found to have the most… 


Sales, media and marketing need three years to prepare for AI

September 4th, 2023 by

A survey of 600 UK human resources managers and directors working in sales, media and marketing conducted in May 2023 indicates they will need three years to be ready for the impact of AI on the workplace. However, all of them believe it will deliver benefits. Fewer than one in five (18%) said they would be fully prepared for the… 


Appointments

September 4th, 2023 by

INTERNATIONAL COMMUNICATIONS consultancy, Trippant announced on 9 July that Alex Chamberlen has joined as Business Development Director. Chamberlen’s background is leading the new business team at Engage Digital Partners and serving as Managing Director at OMNIGON communications. He brings extensive experience in the tech and sports sectors, having led commercial teams for ESPN and CNN. FYLD, which specialises in AI-powered… 


Hybrid sales model can boost SaaS companies

September 4th, 2023 by

Product-led growth seeks to place the product at the epicentre of customer acquisition, retention, and expansion to achieve “lower sales costs, greater product virality, and higher net retention”. As such, the product itself plays a critical role in acquiring, growing, and retaining customers. This approach has traditionally been seen as a more effective way to engage SME businesses, while a… 


In brief

September 4th, 2023 by

RAIN Group launches Self- Study+ for sales teams Global sales training company RAIN Group announced the launch of Self- Study+ on 9 August. The new offering combines the “advantages of self-paced learning with the power of practice, feedback, and collaboration”, according to the Boston-headquartered company. The programme features 77 modules across critical skill areas and 11 standard learning journeys. Sellers… 


Royal recognition for UK postal service’s sales training programmes

September 4th, 2023 by

Royal Mail Group has won two prestigious awards for its sales training programmes delivered in partnership with sales business school Consalia. The UK postal service provider will receive two Princess Royal Training Awards, celebrating its “Inspiring Sales Mindsets for Growth Programme” and “B2B Sales Professional Degree Apprenticeship”. Established in 2016 and delivered by the City & Guilds Foundation, the Princess…