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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, behavioural studies, and systems and tools. Sales performance An account manager’s relationship with their customer service team is more effective…
28 February 2018, 9.00 – 1.00 pm, London, UK Sales is set to become one of the most popular apprenticeship subjects under the new apprenticeship levy structure. The Association of Professional Sales, as leader in this area, is here to support apprentices and employers to understand more and to connect individuals on different stages of their own sales apprenticeship journey….
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 tools. Sales performance Top-performing salespeople contribute significantly to the success of their firm…
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. Sales performance Sales organisations need to transform Professional sales and sales management are…
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 tools. Sales performance Value-based selling is critical for sales excellence A value-based…
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…
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…
Jeb Blount (author), Anthony Iannarino (foreword) The sales profession is in the midst of a perfect storm. Buyers have more power more information, more at stake, and more control over the sales process than any time in history. Technology is bringing disruptive change at an ever–increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo. Deteriorating…
Mark Weinberg Why do sales organisations fall short? Every day, expert consultants like Mike Weinberg are called on by companies large and small to find the answer – and it’s one that may surprise you. Typically, the issue lies not with the sales team – but with how it is being led. Through their attitude and actions, senior executives and…
Aaron Ross, Jason Lemkin Why are you struggling to grow your business when everyone else seems to be crushing their goals? If you needed to triple revenue within the next three years, would you know exactly how to do it? Doubling the size of your business, tripling it, even growing ten times larger isn’t about magic. There’s a template that…
Mark Davies During the recessionary period of 2008-9, many organizations followed a business model that was ill-suited to long-term prosperity and strong profits, instead focusing on cost-cutting initiatives in order to survive. Post-recession, there is more optimism around investment, but changing from an entrenched cost-focused strategy can prove to be challenging. Infinite Value offers a value-based business model approach, which…
