Resources

Looking for information about a training programme or academic paper, a book on a specific business topic, or details of an event? Need a refresher on a sales-related topic? Look no further; you’ve come to the right place.

Help us keep this section up to date: send details of your organisation or events to
editor@journalofsalestransformation.com.

Sales competitions 7.4 2021

September 28th, 2021 by

The Great Northwoods Sales Warm Up –… 


ISP events 7.4 2021

September 28th, 2021 by

Webinar: Outsourced sales – brand partners or guns for hire? 6 October 2021: 9.00 am – 9.45 am BST Dr Beth Rogers, Visiting Fellow at Cranfield University School of Management and examiner and lecturer in sales topics at two other universities in Europe. This talk explores research about the factors in the make-or-buy decision for sales activities and provides a… 


Conferences and exhibitions 7.4 2021

September 28th, 2021 by

Global Sales Transformation XVI 7 October 2021… 


Sales competitions 7.3 2021

July 27th, 2021 by

The Great Northwoods Sales Warm Up –… 


Conferences and exhibitions 7.3 2021

July 27th, 2021 by

AMA Virtual Summer Academic Conference (virtual event)… 


ISP events 7.3 2021

July 26th, 2021 by

Webinar: Sales leader round table (limited places) 16 July 2021: 9.00 am – 9.45 am BST Simon Goodison and Neil Massa, Directors of Smarter Not Harder Solutions Tips to support your team to achieve and exceed sales goals: Understand how the changes in the last 18 months shaped the lives of your team and how as a leader you can… 


Sales competitions 7.2 2021

April 26th, 2021 by

Pensacola Pitch Collegiate Sales Competition – Hosted… 


Open courses and events 7.2 2021

April 26th, 2021 by

Sales Essentials for Success – Cranfield Executive Development 2-3 June 2021 Sales Essentials for Success gives you the tools to build and create a sales function that is strategically directed and controlled. You’ll gain a fundamental knowledge of the tactics that must be employed on a daily basis to succeed. £2,200 + VAT (concessions available) – execdev@cranfield.ac.uk +44 (0)1234 589292https://www.cranfield.ac.uk/som/open-executive-programmes/growing-businesses/sales-essentials-for-success… 


Conferences and exhibitions 7.2 2021

April 26th, 2021 by

Forrester B2B Summit North America – online… 


APS events 7.2 2021

April 26th, 2021 by

Webinar: Cracking the Code for Communicating Price Increases 29 April 2021, 15.00-15.45 pm BST (09.00 am CST) Tim Riesterer, Chief Strategy Officer at Corporate Visions – Nearly 70 percent of companies describe their price increase conversations as “50:50” or worse in terms of how well they go over with customers. It’s no surprise that most price increases aren’t received well…. 


Cultural and emotional barriers which cause resistance to change

April 26th, 2021 by

Literature review “The true measure of leadership is to confront the anxiety of the people of their time.” This quote by Jacinda Ardern, current Prime Minister of New Zealand, beautifully summarises the essence of leadership and reveals a depth in leadership qualities only acknowledged and explored by a few. Through introspective and autoethnographic work on developing and applying the ability… 


Do millennials have a chance?

April 26th, 2021 by

The theme of my research is to explore the extent to which companies need to adapt and change to cater to a multi-generational workforce, define what the distinct differences really are using facts data, and in the process also draw out similarities. I will look at how stereotypes and unconscious bias skew realities, responses and attitudes. My research seeks to… 


Sales competitions 7.1 2021

February 26th, 2021 by

NCSC VIRTUAL – National Collegiate Sales Competition… 


Open courses and events 7.1 2021

February 26th, 2021 by

Key Account Management Best Practice – Cranfield Executive Development 10, 12, 26 Mar 2021 – live online Joining an experienced group of fellow KAM practitioners, you will gain: State-of-the-art knowledge and tools for creating an effective key account management process. Strategic understanding on how to focus your time and attention appropriately in the development of key accounts. Improved collaboration skills… 


Conferences and exhibitions 7.1 2021

February 26th, 2021 by

NSCM Virtual – National Conference in Sales… 


APS events 7.1 2021

February 26th, 2021 by

Webinar: Coaching your sales team through personal change. Why is it important? 4 March 2021, 14.00-14.45pm GMTPresented by Grant Van Ulbrich, Director, Sales Transformation – International, Royal Caribbean Cruises Ltd. We’ve all heard about change management through our work careers, and usually whenever organisations launch a new programme, there’s an element of change management that is involved. However, recent research… 


4 key sales reads

February 26th, 2021 by

Four new books written by distinguished contributors to the Journal offer business leaders, sales professionals, students and academics new insights and guidance as they seek to navigate the complexities of selling and sales leadership today. Each of the authors delivers that rare combination of academic credibility and practical business experience. Sales Management That Works by Frank V Cespedes Rather than moving… 


New sales realities

February 26th, 2021 by

Business leaders need to understand that it’s the fit of People, Process, Pricing, and Partners that drives sales effectiveness. Selling is changing. When managers make decisions based on obsolete assumptions, they fall victim to those who do understand cause-and-effect links between buying and selling. For over a half-century, buying has been framed in terms of a hierarchy-of-effects model: moving a… 


Sales competitions Q3 2020

November 10th, 2020 by

ESC – European Sales Competition (rescheduled) –… 


Open courses and events Q3 2020

November 10th, 2020 by

Sales Essentials for Success – Cranfield Executive Development 18-20 November 2020 (live online); 8 February 2021 (face-to-face) £2,200 + VAT (concessions available) – execdev@cranfield.ac.uk +44 (0)1234 754500Sales Essentials for Success gives you the tools to build and create a sales function that is strategically directed and controlled. You’ll gain a fundamental knowledge of the tactics that must be employed on…