For businesses to thrive, sales and marketing need to reforge their relationship. I’ve been writing about sales and sales management since the mid-1980s – that’s around 40 years. For almost 20 years, I was heading up a marketing communications agency. So, I’ve observed the sales and marketing relationship from both perspectives. During much of that time it is fair to… 

Introducing the Sales Excellence Review After a decade of serving the sales community, the International Journal of Sales Transformation is evolving. With this issue, we proudly preview our new identity: the Sales Excellence Review. We’re raising the bar further, committing to become the premier publication where sales thought leadership and sales science meets commercial reality. This change reflects not just… 

Why sales performance remains stubbornly stagnant. For decades, the sales profession has been on a quest for the mythical silver bullet: that magical solution promising to transform mediocre performers into quotacrushing superstars. From cutting-edge CRM systems to revolutionary sales methodologies, from eye-watering commission structures to AI-powered insights, the industry has thrown everything at the problem. Yet despite billions invested in…