First-time manager
September 1st, 2023 by Bob ApolloNavigating the transition from sales to sales management. For many successful and ambitious salespeople, their first move into sales management is perhaps the defining moment in their career. Some will succeed. Some will fail. Some will make the move and then wish they had never abandoned the simpler life of a salesperson. And some will remain perfectly happy avoiding the…
The top five sales myths
July 6th, 2023 by Bryn ThompsonMaybe it’s time to re-examine what you may have always taken for granted. Salespeople are born not made Whilst having confidence, a positive attitude and being generally likeable are all useful traits, they do not guarantee success in sales. The skills required to be effective take years to learn and hone. Too many sellers are thrown in at the deep…
Sales strategy 101
July 5th, 2023 by Rana SalmanThree ways to analyse sales strategies to determine gaps and identify opportunities for improvement. I’ve been selling and consulting for almost two decades now. During that time, I’ve had the chance to collaborate with sales organizations worldwide, assisting them with their sales strategies and designing sales enablement programmes to bridge gaps. Based on my experience, analyzing sales strategies is crucial…
Students from 11 countries participate in European Sales Competition
July 5th, 2023 by Journal Of Sales TransformationCongratulations to all the students who participated in the European Sales Competition (ESC) hosted by Wittenborg University of Applied Sciences in Apeldoorn, Netherlands during May and June. This year’s competition saw twin parallel finals. Students were split into two groups, one selling software from ATOSS, a European company selling workforce management software, while the other main sponsor was TeamViewer, another…
New VP global sales for German media monitoring service
July 5th, 2023 by Journal Of Sales TransformationGerman digital media monitoring service PMG Presse-Monitor has expanded its management team with the appointment of Michelle Harold as Vice President Global Sales. She will lead PMG’s international sales team from 5 June. With her extensive experience in the digital transformation of content, Harold will lead PMG’s market expansion based on the company’s ongoing investment and commitment to innovation in…
Close Brothers Asset Finance invites Sales Academy applicants
July 5th, 2023 by Journal Of Sales TransformationUK merchant banking group, Close Brothers Asset Finance is inviting applications to join its sales academy, which aims to attract new and diverse talent into the sector from across the UK. Six positions are available in this year’s sales academy, and experience in finance or sales is not a prerequisite. The role is being advertised at £32,500 basic salary plus…
Sales leaders should position technology as “teammate”
July 5th, 2023 by Journal Of Sales TransformationAnalysts suggests that sales organizations which actively position technology as a “teammate” for sellers – rather than just another tool – will unlock seller productivity and enable highquality deals. Speakers at the Gartner CSO & Sales Leader Conference 2023, in Las Vegas on 16-17 May, explored how technology – particularly artificial intelligence – is key in augmenting the unique value…
A third of CROs to establish GenAI ops team within two years
July 5th, 2023 by Journal Of Sales TransformationSome 35% of chief revenue officers (CROs) will establish a generative AI operations team within their go-to market (GTM) organization by 2025, according to a June statement from Gartner. The focus on generative AI will democratize, accelerate and enable the production of buyer-centric messaging and content, the technology research and consulting firm claims. “There is a great burden on sellers…
Complexity will save salespeople
July 5th, 2023 by Bob ApolloWhat are tomorrow’s most important sales competencies? We’re entering a “brave new world of sales”, fuelled by the convergence of evolving B2B buying behaviours and the availability of AI-based new technologies. Is change the only constant, or do some of the traditional attributes of a successful salesperson remain important? I think it’s clear that many relatively simple pre- and postsales…
Questions, questions, questions!
April 20th, 2023 by Claudia FilsingerHow and why we ask questions is important. The twins of curiosity and ignorance Dr Marlys Witte is “a surgeon without hands”1, a researcher and educator of medical students and the self-proclaimed mother of the “medical ignorance” movement. She has not just adopted the Socratic method of educating through questions; her medical education model also develops the capability to be…
Sales leadership and CRM
April 20th, 2023 by Bob ApolloWhat role should sales leadership play in their organisation’s deployment of CRM? A CRM application lies at the centre of the technology stack of most sales organisations. It often represents one of the most significant investments made to support sales effectiveness. And yet both organisations and users often express frustration with both the user experience and the quality of the…
Are you delusional?
April 20th, 2023 by David KeanDon’t rely on “hopium” – the mindset that blocks agency growth and loses deals. I once had a boss who said, “I think we got away with that one” after just being told by the chairman of a global cereal brand our creative proposals were “the biggest load of crap ever seen”. We were fired the next day. The agency…
Salespeople and leaders differ on key aspects of buyer centricity
April 20th, 2023 by Journal Of Sales TransformationRecent research highlights differences in how sales leaders and sellers view the best ways to engage with prospects, but the majority agree that buyer centricity is the right approach overall – that’s according to a study conducted by sales training specialist ValueSelling Associates and L&D publication Training Industry. A significant majority of sales leaders (61%) believe it makes sense to…
Three sales books with a difference
April 20th, 2023 by Journal Of Sales TransformationA trio of important research-based sales books are in the pipeline this year and all are well worth checking out for different reasons. Book 1 The first of these is Transforming Sales Management: Lead Sales Teams Through Change by Grant Van Ulbrich, set for launch on 3 May 2023 along with the “Scared-So What” personal change app, which will be…
UK housebuilder recognised for sales ethics
February 13th, 2023 by Journal Of Sales TransformationPersimmon is the first homebuilder to achieve the Institute of Sales Professional’s Investor in Sales award. The award recognises commitment to develop strong customer relationships based on integrity, trust, and ethical selling. To date, 114 sales advisers have been fully accredited with the ISP with more to follow. Meanwhile, staff turnover within its sales excellence programme has fallen by 70%…
SEASAC draws over 100 competitors
February 13th, 2023 by Journal Of Sales TransformationOver 100 students from universities across South-East Asia recently competed in three rounds of the latest South-East Asia Sales Competition (SEASAC) 2022, sponsored by paint manufacturer PT Propan Raya. The competition offered participants a “great sales educational experience” one of the leading judges for the final round, Dr Colin Mackenzie told the Journal. The qualifying round was completed on 13-15…
20% cuts in pharma commercial roles?
February 13th, 2023 by Journal Of Sales TransformationThe way that pharmaceutical and medical device companies market and sell their products is on the cusp of major change, according to a paper from industry consultancy Impatient Health. Significant cuts are expected across commercial departments in 2023. “By the end of the year we will see 20% trimmed in commercial roles, at both HQ and country level,” the authors…
Apprenticeships offer better ROI than traditional degrees
February 13th, 2023 by Journal Of Sales TransformationMarking the start of National Apprenticeship Week on 6 February 2023, senior UK Treasury minister John Glen has called for students to undertake apprenticeships as an alternative to a traditional university degree. As part of the government’s campaign to boost apprenticeships, the Chief Secretary to the Treasury says that apprenticeships can offer better ROI for young people and will also…
3 key business technologies for 2023
February 13th, 2023 by Journal Of Sales TransformationToo many cooks…
November 28th, 2022 by PJ NisbetHow a single sales methodology can help to reap global benefits I am constantly amazed at how quickly companies that invest in a sales training methodology are led astray and lose out on the benefits it can deliver. Often, as the roll-out draws to a close, someone proposes a new “shiny toy”. Incredibly, they go for it, short-circuiting all the…