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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….
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….
Developing and implementing a coaching culture within a sales environment to effect real transformation in coaching across your organisation. Abstract Within sales organisations the value and importance of coaching is acknowledged as a key element to the continuing success of the business, including the development and retention of employees in the organisation. In recent years, the importance of this aspect,…
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…
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 strategic implications of trust building in B2B client relationships and the way towards enhancing them to create mutual economic value. Abstract There is a noticeable lack of clarity around the construct of trust in the business to business (B2B) context. The thesis on which this article is based considers how trust building antecedents operate dynamically within a B2B relationship,…
What makes a great global account director? Introduction I began my Global Account Director journey five years ago, following my successful completion of SAP’s Sales Academy Programme. I started out working as an Account Manager alongside the Global Account Director (GAD) in developing new sales opportunities for one of SAP’s most important banking customers and subsequently have taken ownership of…
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…
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…
