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…
July 26th, 2021 by Sakis Tassoudis
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…
July 26th, 2021 by Colin MacKenzie
Introducing the psychological contract into sales education The “psychological contract” approach in organisational terms makes claims for greater mutual commitment and motivation (Rousseau, 1995) and reciprocation (Coyle-Shapriro and Kessler, 2002). Best-practice practitioner sales training promotes trust-based relationship building, in order to overcome price objections and maintain profit margins. However, it does not necessarily explain how this can be achieved in…
July 26th, 2021 by Dustin Deno
Exploring the last decade of sales and sales enablement and what’s in store for the next ten years. There’s no question that B2B sales and the ways in which we sell have rapidly and fundamentally changed during the past year. But how does that compare with the past decade and, more importantly, where is the industry headed next? For many…
July 26th, 2021 by Journal Of Sales Transformation
USED CAR BUYERS IN THE UK NOW…
July 26th, 2021 by Journal Of Sales Transformation
65% OF SELLERS SAY THEY “ALWAYS” PUT…
April 26th, 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, capability development, sales behaviours and sales automation. Sales…
April 26th, 2021 by Barbara Crane
Literature review “The true measure of leadership is to confront the anxiety of the people of their time.” This quote by Jacinda Ardern, current Prime Minister of New Zealand, beautifully summarises the essence of leadership and reveals a depth in leadership qualities only acknowledged and explored by a few. Through introspective and autoethnographic work on developing and applying the ability…
April 26th, 2021 by Eileen Chua
The theme of my research is to explore the extent to which companies need to adapt and change to cater to a multi-generational workforce, define what the distinct differences really are using facts data, and in the process also draw out similarities. I will look at how stereotypes and unconscious bias skew realities, responses and attitudes. My research seeks to…
April 23rd, 2021 by Journal Of Sales Transformation
DESPITE CONVENTIONAL WISDOM THAT BIG-TICKET SALES REQUIRE…
April 23rd, 2021 by Journal Of Sales Transformation
FOR SALESPEOPLE, THE DEMANDS OF THE CONNECTED…
April 23rd, 2021 by Journal Of Sales Transformation
Covid-19 has cemented omnichannel interactions as the…
February 26th, 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…
February 26th, 2021 by Journal Of Sales Transformation
THE KEY TO ACCELERATING REVENUE GROWTH FOR B2B SALES…
February 26th, 2021 by Journal Of Sales Transformation
REALIZING THE FULL POTENTIAL OF CROSS-SELLING AFTER…
November 9th, 2020 by Dr Jeremy Noad
The research review aims to help readers keep up to date on 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 three themes that focus on sales performance, customer management, and capability development. Sales Performance Combined…