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.

Positive selling

December 13th, 2017 by

Phill McGowan talks about entrepreneurial innovation and the art of creating sales opportunities. Serial entrepreneur and business consultant Phillip McGowan is studying for a doctorate at the University of Portsmouth, researching the causes of sales failure. Until now sales and the associated techniques have all been about discovery, but in today’s increasingly disruptive environment amid ways of working more usually… 


What works in sales enablement

December 13th, 2017 by

According to CSO Insights, only 13% of… 


2017 Q3 Research Review – edited by Jeremy Noad

September 22nd, 2017 by

These pages aim to keep readers informed of recently published research on sales-related topics, by including abstracts of peer-reviewed academic research published in a range of journals. In this edition, we have grouped them into four broad themes: sales performance, customer management, behavioural studies and systems and processes. Sales performance Applying adaptive selling plays a critical role in sales performance… 


The starting point of successful propositions

September 22nd, 2017 by

Introduction As Product Marketing Director of Sony Mobile my daily work entails the creation of propositions for consumers and business customers in Europe based on propositions that are created mainly in Tokyo headquarters. I decided to research how the propositions can be improved and my focus is on the starting point of proposition creation. The aim of this research is… 


How can intra-collaboration approaches enhance sales performance in a complex global enterprise?

September 22nd, 2017 by

Introduction Working most of my career for global companies like PWC, IBM and SAP, I have been confronted with solutions and services of rising complexity, which are sold and delivered to increasingly knowledgeable customers in a competitive and transforming global environment. The daily activities of my sales team in direct relation with its customer are central: they are understanding the… 


Decide or defer?

September 22nd, 2017 by

Here, we explore why salespeople need help creating urgency with executive decision makers. Stalled proposals and “no decisions” are arguably the biggest threat to your sales pipelines. There’s a good chance you lose more deals here than you lose to your traditional competitors. The big challenge often comes down to how you make your case to an executive buyer. It’s… 


Critical skills for 2020

September 20th, 2017 by

High levels of emotional intelligence applied the… 


2017 Q2 Research Review – edited by Jeremy Noad

April 23rd, 2017 by

These pages aim to keep readers informed of recently published research on sales-related topics, by including abstracts of peer-reviewed academic research published in a range of journals. In this edition, we have grouped them into five broad themes: sales performance, customer management, capability development, behavioural studies and systems and processes. Each paper has a summary at the start. Sales performance… 


When challenging the customer backfires

April 23rd, 2017 by

There’s a proper time to provoke the customer – it’s just not when you’re trying to keep them or get them to pay more, research shows. Provoking the customer, challenging the status quo, leading with an unexpected insight: these kinds of message are the lifeblood of the disruption-minded story you need to tell when you’re the outsider intent on convincing… 


Customer experience and digital

April 22nd, 2017 by

“Empowered customers are on the move: 40%… 


Analysis of Sales Account Manager talent data

January 29th, 2017 by

Review and summary of sales talent analytics findings based on data from over 1,000 recent Sales Account Manager assessments. This “hybrid role” is one that many organisations use as the bedrock of their sales strategy. To have a core of salespeople able to carry out a straightforward account management function, while also being able to fulfil a new-business sales role… 


2017 Q1 Research Review – edited by Jeremy Noad

January 29th, 2017 by

These pages aim to keep readers informed of recently published research on sales related topics, by including abstracts of peer-reviewed academic research published in a range of journals. In this edition, we have grouped them into four broad themes: sales performance, customer management, capability development, and behavioural studies. Each paper has a summary at the start. Sales performance A strong… 


Disrupt or defend?

January 29th, 2017 by

Delivering your most effective customer renewal message is your best opportunity to drive profitability. But what should that message be? When I last wrote for this publication, my piece addressed a messaging and skills approach for succeeding in what many B2B salespeople regard as the hardest but most rewarding type of sale: new customer acquisition. The skills approach I outlined… 


Aligning Sales and Business

January 21st, 2017 by

Sales Eductors Academy quotes a “recent study”… 


2016 Q4 Research Review – edited by Jeremy Noad

November 29th, 2016 by

These pages aim to keep readers informed of recently published research on sales-related topics, by including abstracts of peer-reviewed academic research published in a range of journals. We have grouped them in the following broad themes: sales performance; customer management; capability development; behavioural studies; and systems and processes. Improving sales performance is the goal of any sales leadership team. In… 


Real solutions

November 29th, 2016 by

This year’s Global Sales Transformation Event at the London Stock Exchange provided the opportunity for the first cohort of Consalia-Middlesex University Masters graduates to present their research findings. Carl Day, Channel Sales Director, Toshiba TEC UK: “Ethics – the DNA for value creation” Opening with the confession that he sells photocopiers, Day articulated his dilemma as being: how to professionalise… 


Sales professionals and revenue

November 29th, 2016 by

On average, 60.1% of a company’s revenues… 


Sales skills among emerging and established economies

November 3rd, 2016 by

Comparing Finland with the “new order” of global players. Finland may seem like a strange choice of country to act as a baseline when comparing sales skills around the globe. But consider the nation’s economic history and maybe it is a touchstone for how the rest of Europe is likely to evolve. As a country, Finland was Swedish ruled for… 


Brexit survey results

September 4th, 2016 by

Methodology The International Journal of Sales Transformation’s post-Brexit survey was carried out using Survey Monkey among a self-selecting group of subscribers to the Journal, in addition to the clients and contacts of CEB (Corporate Executive Board), Consalia, Cranfield University School of Management, the Summit Group, and the Women in Sales Awards. The survey consisted of 26 multiple-choice questions with the… 


2016 Q3 Research Review – edited by Jeremy Noad

September 3rd, 2016 by

These pages aim to keep readers informed of recently published research on sales related topics, by including abstracts of peer-reviewed academic research published in a range of journals. We have grouped them in the following broad themes: sales performance; customer management; capability development; behavioural studies; and systems and processes. In this edition, we start with three articles on sales performance….