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This study, adapted from a 2018 University of Portsmouth Business School MA Sales Management dissertation, explores the adaptive sales model and its suitability for cross-cultural sales into China. The author was surprised at the lack of cross-cultural awareness and understanding in global sales and communication, with even established exporting enterprises lacking an ability to fully engage and communicate effectively with…
This project explores a new approach to change management to enable better value for people. “The measure of intelligence is the ability to change” To a certain extent, I agree with this quote, attributed to Einstein, not because it is from a man recognised as a genius, but because it seems to make sense. There is a qualifying aspect in…
How to introduce a collaborative change methodology to further support embedding of a sales academy into an organization. “How will I introduce a collaborative change methodology to further support the embedding of the SPARK Sales Academy into our organisation?” Simon Sinek (2011) tells us to start with “why”. My concern begins to formulate by asking myself, “Why did my sales…
These pages aim to keep readers up to date with recently published research on sales-related topics. The review highlights short abstracts of academically peer-reviewed research from a range of academic journals. In this edition, the abstracts are across three themes that focus on sales performance, customer management, and behavioural studies. Sales Performance Ethical leadership leads to higher sales performance Given…
Understanding the science of unforgettable selling presentations. Controlling your 10% For over a century, scientists have studied how much people remember (and conversely, how much they forget) after being exposed to new information. A psychological concept called the “Forgetting Curve” (Figure 1) suggests that people lose information over time when they make no effort to retain it. In the first…
How can we, with an improved understanding of SAP’s purpose and promise, support global account leaders to strengthen their business conversations and relevance? During one of the meetings with SAP’s Corporate Strategy team we discussed the Maslow pyramid (Maslow 1943: 370-396) and how it links to the maturity of partnerships. We wondered if purpose is considered as the highest level…
New, controlled field test proves effectiveness of online alternative. When it comes to creating lasting behaviour change in salespeople, the assumption is that virtual sales skills training is a pale imitation of in-person classroom training. But what if an online training alternative could be proven as effective, if not more effective than classroom training? Can you imagine the possibilities for…
How a unified negotiations approach drives customer loyalty and more revenue for SAP. The digital revolution is having a dramatic effect on the sales world. Listening to the customer, taking their concerns and strategic objectives on board, and using their feedback to identify the best possible solution has always proved to be an effective strategy. However, sales success can also…
World-class sellers don’t expect success; they prepare for it. On the face of it, sellers appear to be on a winning streak. New figures from CSO Insights (the research division of Miller Heiman Group) reveal that, over the period 2017–19, sales organisations globally saw a 7% increase across both revenue and quota target attainment. However, before sales teams are too…
These pages aim to keep readers up to date with recently published research on sales-related topics. The review highlights short abstracts of academically peer-reviewed research from a range of academic journals. In this edition, the abstracts are across two themes that focus on sales performance and sales behaviours Sales Performance Fail fast in the initial stages of the sales process…
The approach advocated by so many executive access strategies finished dead last. Original research explores messaging approaches for gaining access to senior execs… and which approach works best. Getting meetings with senior executives has never been more important, but any salesperson you ask will say that it’s now harder than ever. The conventional wisdom is that, if you want to…
As B2B buying behaviour evolves, how can sales organisations adapt? This is the third of a series of articles in which Dr Simon Kelly, Dr Paul Johnston and Stacey Danheiser explore customer value and differentiation. In this article they offer an early view into their latest research around the roles and competencies required by salespeople to help their organisations differentiate…
Context is important in sales meetings. Successful approaches vary according to the level and function of the executive you are speaking to and how far along the buying journey they may be. Writing in Harvard Business Review, Journal contributor Dr Frank Cespedes and Tracy DeCicco warn of the negative consequences of choosing the wrong sales approach for the circumstances, such…
Some 24% of inside sellers are actively looking for a new job, with the three most common reasons being dissatisfaction with the competitiveness of compensation package, manager quality, and the degree of respect the organisation shows employees. That’s according to findings from Gartner’s Global Labor Market Survey. The survey also highlights factors that would pull sales representatives to similar jobs…
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