Research Centre

Credible research is the foundation of the Journal’s approach to understanding what works and what doesn’t in sales. Most importantly, it tells us why. Here you’ll find the latest research from academic institutions, top consultancies and industry sales leaders – including the Journal’s own specially commissioned research – interpreted from a business perspective.

Using AI to prepare for sales conversations

September 30th, 2024 by

Whilst AI is unlikely to completely replace salespeople in complex B2B environments, it certainly has the potential to make good salespeople even more effective. Here are a few of the most important ways in which salespeople are using AI: +


Leveraging AI to coach your salespeople

September 30th, 2024 by

There is no doubt that AI is going to play an increasingly important role in facilitating complex B2B sales. Here are a few ways in which sales managers can harness AI to coach their salespeople more effectively: +


Keep on learning… to be successful

September 30th, 2024 by

Learning is not just important; it’s essential for success in sales. When we saw the headline on the cover of this Journal (edition 9.5) “Do Salespeople Have Time to Learn” we were left with a massive feeling of déjà vu and drifted towards a discussion of what was top of the pop charts when we first heard that said. Thankfully,… 


5 essential steps for targeting customers

April 24th, 2024 by

Researching prospects can be a time-consuming activity but is essential to success. Used judiciously, AI can help streamline the process. Then it’s time to make contact… See Sales Tips 101 “Opening a conversation” +


How to establish trust with customers

April 24th, 2024 by

Trust plays a major role in our prospective customer’s decision-making. Here are a few of the most important ways in which salespeople can establish trust: +


Establishing trust with your sales team

April 23rd, 2024 by

Sales managers need to both trust and be trusted by their sales team. Here are a few of the most important ways in which this can be established: +


Do you need trust to challenge?

April 22nd, 2024 by

In this dissertation from an MA SALES MANAGEMENT programme in 2017-18, the author explores the extent to which trust is important when applying the Challenger Selling approach. The Challenger Sale (hereafter Challenger) is a selfconsidered advancement in value-based selling (Dixon and Adamson, 2011). The approach caught the critical attention of the selling profession and academia (Rapp, Bachrach, Panagopoulos, and Ogilvie,… 


Leap of faith

April 22nd, 2024 by

B2B trust research: what’s next? Abstract New academic research on trust will build on insights generated through Mark Hollyoake’s 2020 doctoral thesis (see previous article). They aim to dig deeper into the role of the “Boundary Spanner in relational trust development”, based on eight years of academic research through the University of Southampton. The original research Boundary spanners: What are… 


What salespeople need to succeed in a new sales role

February 19th, 2024 by

Of course, every new salesperson needs to have a clear understanding of what they are selling. But product knowledge is never enough to ensure success. Bob Apollo lists five things every new (and existing) salesperson needs to master: +


Five things to consider before stepping up to a sales management role

February 19th, 2024 by

For many salespeople, their obvious career goal is to advance into sales management. Unfortunately, this can turn into a frustrating move. Here’s what aspiring sales managers need to consider: +


Addressing individual underperformance

October 13th, 2023 by

Sales managers have a responsibility to identify, understand and address the root causes of individual underperformance in their teams. Here are a few of the key considerations: +


Build a go-to-market coalition

October 13th, 2023 by

By 2026, B2B organizations that unify their… 


Establishing your own personal development plan

October 13th, 2023 by

No matter how comprehensive the training programme provided by their employer, salespeople need to establish and implement their own personal development plan. Bob Apollo highlights a few key considerations: +


My Coaching Promise

September 6th, 2023 by

Developing a contract between coachee and coach works to improve virtual sales coaching. +


GenAI for sales messaging

September 5th, 2023 by

Gartner has devised its Generative Value Messaging… 


Opening a conversation

September 5th, 2023 by

Continuing our new series of sales tips, Bob Apollo discusses five things to bear in mind when preparing for your next significant sales conversation. How we plan and prepare for a sales conversation has a huge impact on the outcome. Preparation: +


Becoming an effective coach

September 5th, 2023 by

Following on from our new Sales Tips 101 column, Bob Apollo presents a parallel series of tips for sales managers, starting with the “Keys to effective coaching”. Coaching is perhaps the most important task of any sales manager, and the thing most likely to impact their team’s performance. Here are five principles to bear in mind when developing our ability… 


Mobile malware

July 10th, 2023 by

The rising number of mobile malware attacks is in many cases attributable to people not protecting their smartphones, according to IT support specialists CloudTech24[NdC1] . What can you do? Here are five tips:  [NdC1]Please keep the link +


Targeting

July 10th, 2023 by

In the first of a new series, Bob Apollo outlines some five things to bear in mind when researching, targeting and prioritising your most valuable prospects: If we do the research and use it to inform our prospecting priorities and programmes, we will inevitably generate much better qualified opportunities and convert them more effectively into satisfied customers. +


How AI is disrupting sales and marketing

July 10th, 2023 by

McKinsey research (published 11 May 2023) suggests…