My Journey

Every career is a journey – and sales is a profession of infinite variety. In a series of in-depth profiles, we talk to sales leaders from every industry about their roles, their thinking, their routes to success, what works and what doesn’t.

Achieving mastery

December 18th, 2018 by

Participating in a Masters programme is a significant commitment. We asked two leaders about their journey. “Not all readers are leaders, but all leaders are readers” Stephen Gaskell is Director E-Commerce, Retail & Distribution at SONY Mobile. A member of SONY’s leadership programme, he has been on a journey of transformation in establishing his business unit within SONY Mobile. He… 

The ambiguity advantage

September 21st, 2018 by

For Camilla Harder Hartvig, the single trait that has defined her successful leadership has been a willingness to address uncertainty and get comfortable with it. She shares how she’s learned to transform complexity and ambiguity into something that creates enduring value. Some of the most important leadership lessons learned by Camilla Harder Hartvig were forged in the crucible of calamity…. 

Be prepared for a rollercoaster

May 17th, 2018 by

Dual WISA award winner, Emma-Leigh Waters only started her career in sales two years ago after a move from finance. Here, she talks about the value of accelerated and experiential learning, how resilient salespeople think, and how trusting the process and finding balance have worked for her. Fresh from scoring her double whammy win at the Women in Sales Awards… 

Hear my voice: lessons in inclusive leadership

March 5th, 2018 by

For Samantha Wessels diversity and inclusion is a business imperative. Here she explains why she is passionate about getting more women into sales and specifically into technology. If you haven’t mastered operations you’re going to suffer. Effective sales operations is an essential component for effective sales management. Sales is at the forefront of the organisation, and can drive organisational transformation… 

Creating value with hybrid IT

December 13th, 2017 by

Hewlett Packard Enterprise (HPE) is building its strategy around the proposition that the right mix of private cloud, public cloud, managed cloud and traditional IT infrastructure will play a pivotal role in speeding innovation and growth. HPE is currently in the midst of transforming itself, reflecting the IT industry’s evolution from selling standardized hardware and software to providing more flexible,… 

Collaborating to change

January 28th, 2017 by

Some 18 months ago, BT Global Services set out on a major programme of sales and marketing transformation. We talk to Chris Blundell about the story so far. There was a time when Chris Blundell spent his time driving from customer to customer in a yellow van – back in the day Blundell was a telecom engineer. Now, however, his… 

Born to transform

January 28th, 2017 by

Incoming Executive VP & President of International Business at Allergan, Marc Princen is invigorated by what he does best – building and transforming businesses – and he’s about to apply his extensive leadership experience in his new role in the medical aesthetics, eye care, GI and neurology space. Marc Princen is a newbie having just taken up his position with… 

From sales to leadership

September 3rd, 2016 by

Tim Walbert, CEO, Horizon Pharma, explains how doing right by the patient can still lead to significant profits, but hiring the right sort of sales representatives is crucial. Tim Walbert helped to launch two of the world’s biggest-selling drugs, Humira and Celebrex, and is now in charge of a $3 billion company with big ambitions – plus he knows what… 

Listen, validate, inspire

April 7th, 2016 by

Jim Steele, President of Worldwide Sales and Chief Customer Officer of talks about the use of cutting-edge science to accelerate sales for some of the world’s top companies. To have the chance of one “rocket ride” to success in a career is exciting enough. But Jim Steele, Chief Customer Officer of Provo, Utah headquartered is now riding his… 

Differentiation in a crowded market

January 28th, 2016 by

Sony Mobile account director Sarah Edge recently received the “Best woman in technology sales” accolade at the 2015 Women in Sales Awards. Her career has spanned the breadth of marketing, procurement and, more recently, sales. Last December, at a London’s plush Savoy hotel, Sarah Edge was delighted to learn her hard work was being recognised when she was named winner… 

Hard yards

July 5th, 2015 by

Head of sales for global snacks company Mondelez International, Andy Tosney talks about how simplification and standardisation of sales processes is transforming the organisation and delivering a powerful boost to company revenues. Andy Tosney is passionate about what he does…. “I’ve never had a day in my life when I’ve woken up and not wanted to go to work. I… 

You lead to serve

April 7th, 2015 by

EMC vice-president and one of the driving forces behind the Association of Professional Sales, Andy Hough talks about leadership, career development and his aspirations for the sales profession. You lead to serve – this key principle has guided Andy Hough throughout his career, and it’s one that he has sought to demonstrate right from the outset, even while participating in…