December 16th, 2017 by Dr Jeremy Noad
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 three broad themes: sales performance, customer management and behavioural studies. Sales Performance Can inexperienced sales professionals get lucky without working smart or hard? Inexperienced…
December 15th, 2017 by Kenneth Le Meunier-FitzHugh
Which cross-functional integration mechanisms improve the relationship between sales and marketing functions? The article by Douek on the importance of intra-collaboration between sales teams in complex sales situations in the previous edition of the Journal has highlighted the need to revisit the thorny subject of the internal relationship between sales and marketing functions. Previous research has established that where there…
December 14th, 2017 by Tim Riesterer
New research reveals the most effective story for making a breakthrough business case to executive-level buyers. In the previous issue of the Journal, I laid out why there’s serious urgency around salespeople needing to become better at making a compelling business case that moves executive-level decision-makers to buy now. I discussed how business proposals need to become more executive-relevant –…
December 13th, 2017 by Choi Yong Joo
Vice chancellor of the Seoul School of Integrated Science and Technology, Dr Choi Yong Joo discusses the research around trust, social capital and value in the context of Korea. Social capital Research on “social capital” as a new source of competitiveness is very much in full swing. In 1997, Professor Francis Fukuyama at Stanford University – a renowned academic and…
December 13th, 2017 by Deirdre Coleman
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…
December 13th, 2017 by Journal Of Sales Transformation
According to CSO Insights, only 13% of…
September 22nd, 2017 by Dr Jeremy Noad
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…
September 22nd, 2017 by Maurice van Tholen
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…
September 22nd, 2017 by Laurent Douek
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…
September 22nd, 2017 by Tim Riesterer
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…
September 20th, 2017 by Journal Of Sales Transformation
High levels of emotional intelligence applied the…
April 23rd, 2017 by Dr Jeremy Noad
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…
April 23rd, 2017 by Tim Riesterer and Professor Nick Lee
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…
April 22nd, 2017 by Journal Of Sales Transformation
“Empowered customers are on the move: 40%…
January 29th, 2017 by Andrew Dugdale
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…
January 29th, 2017 by Dr Jeremy Noad
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…
January 29th, 2017 by Tim Riesterer
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…
January 21st, 2017 by Journal Of Sales Transformation
Sales Eductors Academy quotes a “recent study”…
November 29th, 2016 by Dr Jeremy Noad
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…
November 29th, 2016 by Journal Of Sales Transformation
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…