July 27th, 2021 by Peter Amor
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…
July 26th, 2021 by Sakis Tassoudis
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…
July 26th, 2021 by Dr Colin MacKenzie
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,…
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
In the current ever-changing corporate world perennial adaptability is the key to sustainability and culture has become the conceptual foundation which should embrace ambiguity, uncertainty and complexity to ensure organisational success. Culture is not just mandated but it should be shaped at every level of the organisation and “even without a direct mandate from the top, people with passion, persistence…
April 26th, 2021 by Eileen Chua
“When we listen and celebrate what is both common and different, we become a wiser and more inclusive and a better organisation” – Pat Wadors, head of HR at LinkedIn. At SAP, we have set ourselves a target of achieving 10% of young talent in our workforce in South East Asia (SEA) by 2023. This is a two-fold increase from…
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…
November 9th, 2020 by Waldemar Adams
How storytelling can help bridge the gap between management and teams. “1In the beginning, God created the heavens and the earth.2The earth was without form and void, and darkness was over the face of the deep.3And God said, “Let there be light,” and there was light.4And God saw that the light was good.”Genesis, First Book of Moses Day 1 Since…
November 9th, 2020 by Rainer Stern
What are the required leadership behaviours that will help leaders succeed in the digital age, and to what extent do our leaders need to change their leadership behaviour in the future? Why is the concept of “digital” so important for us today? Technologies are changing the way customers conduct business. Communication has found new ways that I would have never…
November 6th, 2020 by Journal Of Sales Transformation
The pandemic has understandably forced a rapid…
November 6th, 2020 by Journal Of Sales Transformation
DO RIGID PROCESSES WORK IN TODAY’S WORLD…