November 28th, 2022 by Journal Of Sales Transformation
1. UNDERSTAND SALES TALENT Sales isn’t for…
September 30th, 2022 by Dr Jeremy Noad
The research review aims to help readers keep up to date with recently published research on sales-related topics. The review highlights short abstracts of academically peer-reviewed research. This selection of published research is from a range of academic journals. In this edition, the abstracts include four themes that focus on sales performance, capability development, behavioural studies, and systems and tools….
September 29th, 2022 by Journal Of Sales Transformation
PERSONALISATION IS IMPORTANT TO CONSUMERS: COVID HAS…
May 3rd, 2022 by Dr Jeremy Noad
The research review aims to help readers keep up to date with recently published research on sales-related topics. The review highlights short abstracts of academically peer-reviewed research. This selection of published research is from a range of academic journals. In this edition, the abstracts include four themes that focus on sales performance, customer management, behavioural studies, and systems and tools….
April 29th, 2022 by Journal Of Sales Transformation
IN THE US, B2B SELLERS ARE NOW…
April 29th, 2022 by Journal Of Sales Transformation
AUGMENTED REALITY INCREASES SALES: SOME COMPANIES HAVE…
April 29th, 2022 by Journal Of Sales Transformation
BY 2025: 80% OF B2B SALES INTERACTIONS…
January 10th, 2022 by David Norris
Developing and implementing a coaching culture within a sales environment to effect real transformation in coaching across your organisation. Throughout my career in sales leadership with SKF, the Swedish-based world leader in supply of bearings, seals and rotating equipment solutions, I have considered the importance of continual improvement in individual and team performance to be a fundamental element towards success….
January 10th, 2022 by Nick de Cent
We interviewed Kelly Garramone and Phil Styrlund to understand how character is a key driver of organisational success in sales. They explained how sales organisations can take part in some ground-breaking research that will drive performance. What is character science? Pioneered by Dr Fred Kiel (amongst others), character science is a new field of study that was born out of…
January 10th, 2022 by Journal Of Sales Transformation
ETHICS IS AT THE TOP OF THE…
November 26th, 2021 by Journal Of Sales Transformation
Modern selling 92% think that remote workforces…
November 26th, 2021 by Journal Of Sales Transformation
Way ahead 50% of chief sales officers…
September 28th, 2021 by Dr Jeremy Noad
The research review aims to help readers keep up to date with recently published research on sales-related topics. The review highlights short abstracts of academically peer-reviewed research. This selection of published research is from a range of academic journals. In this edition, the abstracts include four themes that focus on sales performance, customer management and sales automation. Sales Performance Being…
September 28th, 2021 by Mark Hollyoake, Dr Melanie Ashleigh and Professor Malcolm Higgs
The strategic implications of trust building in B2B client relationships and the way towards enhancing them to create mutual economic value. Trust is recognised as a central concept in relationship marketing (Blois 1999) and this may be attributed to the significant impact on many outcomes in this area (Seppanen, Blomquist and Sundquist (2007). This paper considers the strategic implications of…
September 28th, 2021 by Luke P Skinner
What makes a great global account director? What do we mean by great? Across both academia (Yip & Bink, 2007) and industry it is acknowledged that the main task of a GAD is to coordinate the sales and support of a company serving a customer that has negotiated global terms. Therefore, my definition of a great GAD is one who…
September 28th, 2021 by Tim Riesterer
Differentiating your solutions in highly competitive categories. Are you struggling to create a truly unique value proposition that sets you apart from your competition? You’re not alone. In fact, 88 percent of marketers and sellers surveyed by B2B DecisionLabs aren’t confident their buyers understand what makes their solution unique or valuable. In well-defined categories, many companies can solve the same…
September 27th, 2021 by Journal Of Sales Transformation
GARTNER SUGGESTS EIGHT STEPS TO CREATE COMPETITIVE…
September 27th, 2021 by Journal Of Sales Transformation
OVER ONE THIRD (35%) OF UK ONLINE…
July 27th, 2021 by Dr Jeremy Noad
The research review aims to help readers keep up to date with recently published research on sales-related topics. The review highlights short abstracts of academically peer-reviewed research. This selection of published research is from a range of academic journals. In this edition, the abstracts include four themes that focus on sales performance, customer management, capability development and sales behaviours. Sales…
July 27th, 2021 by Peter Amor
How applicable is agile leadership within a traditional organisational structure? The focus of my research project will be understanding what makes an agile leader and their ability to create and manage an agile organisation. What are the specific characteristics, cultural traits and mindset that define an agile leader and what makes them different? I investigate whether it is possible for…