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.

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. 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,… 


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. 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,… 


GADs: mindsets, methods and models

September 28th, 2021 by

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… 


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? Introduction “Just because you fail once doesn’t mean you are going to fail at everything.” – Marilyn Monroe History has shown through all endeavours, be it in business, sport or academics, that those who are able to adapt to change and remain open to new ideas are the most likely… 


The Emerging Importance of Ethical Leadership

July 26th, 2021 by

A modern-day Odyssey in search of ethics and purpose in leadership. Background I have observed increasing concerns about the potentially unfortunate fate of organisations and society in the event of ethics and purpose not playing an important role in leadership, human relationship and our behaviour. Therefore, I strongly believe that it is the responsibility of today’s leaders to communicate to… 


Psychological contract

July 26th, 2021 by

Introducing the psychological contract into sales education Introduction This paper discusses the relevance of the “psychological contract” to the sales process and its potential contribution to the field of sales education. This viewpoint has emerged through the author’s 40 years etic and emic perspectives of direct observation of sales executives, five years involvement in national and international university sales competitions,… 


Past, present and future of sales enablement

July 26th, 2021 by

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… 


MAJOR PURCHASES BY MOBILE PHONE

July 26th, 2021 by

USED CAR BUYERS IN THE UK NOW… 


BUYERS’ PERCEPTIONS DIFFER FROM SELLERS’

July 26th, 2021 by

65% OF SELLERS SAY THEY “ALWAYS” PUT…