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.

2022 8.5 Research Review – edited by Jeremy Noad

September 30th, 2022 by

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…. 


Personalisation drives growth Infographic

September 29th, 2022 by

PERSONALISATION IS IMPORTANT TO CONSUMERS: COVID HAS… 


2022 8.3 Research Review – edited by Jeremy Noad

May 3rd, 2022 by

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…. 


The rise of e-commerce

April 29th, 2022 by

IN THE US, B2B SELLERS ARE NOW… 


5 reasons AR matters to sales

April 29th, 2022 by

AUGMENTED REALITY INCREASES SALES: SOME COMPANIES HAVE… 


Digital evolution in sales: making sense

April 29th, 2022 by

BY 2025: 80% OF B2B SALES INTERACTIONS… 


TOTAL Coaching

January 10th, 2022 by

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…. 


Character to lead

January 10th, 2022 by

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… 


Brand Ethics

January 10th, 2022 by

ETHICS IS AT THE TOP OF THE… 


New era of selling

November 26th, 2021 by

Modern selling 92% think that remote workforces… 


Looking to 2025

November 26th, 2021 by

Way ahead 50% of chief sales officers… 


2021 7.4 Research Review – edited by Jeremy Noad

September 28th, 2021 by

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… 


The Trust Dividend

September 28th, 2021 by

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… 


GADs: mindsets, methods and models

September 28th, 2021 by

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… 


Avoid the parity trap

September 28th, 2021 by

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… 


CSO post-Pandemic checklist

September 27th, 2021 by

GARTNER SUGGESTS EIGHT STEPS TO CREATE COMPETITIVE… 


THE VALUE OF TRUST ONLINE

September 27th, 2021 by

OVER ONE THIRD (35%) OF UK ONLINE… 


2021 7.3 Research Review – edited by Jeremy Noad

July 27th, 2021 by

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… 


Agile leadership

July 27th, 2021 by

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… 


The Emerging Importance of Ethical Leadership

July 26th, 2021 by

Nostos (Ancient Greek: νόστος) is a theme common in Ancient Greek literature. It was brought to life in Homer’s Odyssey. Nostos concerns an epic hero returning home by the sea and retaining both his status and identity. In a metaphorical sense, I planned to use Homer’s Odyssey to draw upon my business life experiences and journey. Little did I know…