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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: +
Developing a contract between coachee and coach works to improve virtual sales coaching. +
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: +
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…
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 +
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. +
In this summary of his doctoral thesis, Grant Van Ulbrich explores how his public works have highlighted how sales can be transformed to sell within and beyond an organization. Introduction In this synopsis of my doctoral thesis, I draw on my professional work in the public domain (ie, public works) to highlight how sales can be transformed to sell within…
Understanding best practices for a buyer-centric sales approach. A buyer-centric approach to selling is table stakes in today’s competitive business landscape – and yet, buyer-centric approaches across companies and industries seem to be vastly different. It begs the question: How do sales leaders and sales representatives interpret buyer-centricity and are they aligned on its crucial components? To further explore this…
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 behavioural studies. Sales performance Salesperson…
This paper has been adapted from the author’s Masters project and discusses how leaders can best cultivate “superpowers” that are applicable to multi-generational organisations and teams. Background During my time at the SAP Global Platinum Customer Unit in Walldorf (Germany), I was invited for a meeting with the Dutch SAP Managing Director. During that meeting he offered me the job…
How can effective coaching support the retention of employees within an organisation? Introduction This work-based project covers the topic of employee retention. The subject is very relevant for my organisation as we are 20 months into what’s being labelled the Great Resignation (Klotz, 2021). Employee talent is the lifeline of any business. My research project investigated how a successful coaching…
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….
You’ve achieved you Masters, but what next? Can the alumni group help to continue the transformation journey? By November 2019, our SAP Masters cohort was really hitting our stride. Collectively we (and I especially) were seeing success with our papers, we were learning new skills and many of us were seeing growth within our teams as our leadership practices improved….
Tackling obstacles to transformational leadership in corporations. What does it mean to transform and how will you know when it is time? It is likely that we have seen, heard, or felt transformation at some point in our lives. If we were to go around the room and provide descriptions, there is a good chance our definitions will be different….
As AI-guided selling takes hold, ethics remains an important foundational principle. Abstract Recent advancements in Artificial Intelligence (AI) research, development, and application have sparked a broad debate about the ethics of AI systems. As a result, several ethical frameworks have been published in recent years. These guidelines include normative concepts and recommendations aimed at assisting organisations in capitalising on the…
How can sales leaders inspire cultural change so sales talent can thrive? Participants and speakers from leading organisations such as BT, SAP, Sharp, UCAS and Vodafone came together at the London Stock Exchange on 1 December 2022 for Consalia’s 17th annual Global Sales Transformation event to discuss professional development for sales teams and individuals, as well as the wider sales profession. …
