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.

Mapping Motivation

January 28th, 2016 by

Mapping Motivation – Unlocking the Key to Employee Energy and Engagement by James Sale, Gower, January 2016, 978-1-4724-5927-5, £45 Selling successfully is hugely dependent on motivation and author James Sales seeks to provide the definitive book on the subject – its language and metrics are full of knowledge, insight and practical tips. The contents explore the concept and roots of… 


2015 Q4 Research Review – edited by Jeremy Noad

October 31st, 2015 by

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


Learning and entertainment

October 1st, 2015 by

An eclectic mix of celebrity speakers, business… 


Notes from Japan

October 1st, 2015 by

Roger Byatt offers his personal reflections on… 


The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results

October 1st, 2015 by

Matthew Dixon and Brent Adamson, authors of The Challenger Sale, with Pat Spenner and Nick Toman The Challenger Customer is the long-awaited sequel to the bestselling sales classic The Challenger Sale, the book which introduced the controversial idea that challenging the customer is the key to sales success. But it turns out that’s only half the story: it’s not just… 


Neil Rackham on sales excellence

July 7th, 2015 by

Renowned sales researcher and thought-leader Professor Neil… 


Choose your words carefully

July 7th, 2015 by

Dr Rein Sikveland, a research associate and… 


Injecting some fizz into soft drink sales

July 7th, 2015 by

Revitalising a soft drinks category and conversational… 


Return on Character

July 6th, 2015 by

Nick de Cent, Editor of the International Journal of Sales Transformation, recommends Return on Character by Dr Fred Kiel is based around original research and wider studies of psychology, genetics and neuroscience. Exploring the relationship between the character of business leaders and company performance, Dr Kiel found that character-driven leaders and their teams consistently deliver five times greater returns for… 


Relevance by Phil Styrlund

July 6th, 2015 by

Nick de Cent, Editor of the International Journal of Sales Transformation, recommends Relevance by Phil Styrlund, Tom Hayes and Marian Deegan sets out to explain how we can avoid commoditisation by seeking to be relevant. They advocate four key principles in this search for relevance: authenticity, mastery, empathy and action. This book is easy to read and packed with personal… 


Sales Growth: Five Proven Strategies From The World’s Sales Leaders

July 6th, 2015 by

Nick de Cent, Editor of the International Journal of Sales Transformation, recommends Sales Growth: Five Proven Strategies From The World’s Sales Leaders is by those bright sparks at McKinsey. Authors Thomas Baumgartner, Homayoun Hatami and Jon Vander Ark offer a practical blue-print for achieving this goal based around what world-class sales executives are doing to find and capture growth and… 


Behind The Cloud

July 6th, 2015 by

Nick Christian, managing director of Turnstone Sales, says: “Behind The Cloud by Marc Benioff is a very interesting insight into the growth and strategy of one of the world’s most disruptive and successful businesses (salesforce.com). Really strong sales insight delivered in a practical and, at times humorous way. It’s not a heavy academic paper, but a really easy-to-read book with… 


The Checklist Manifesto

July 6th, 2015 by

Bob Apollo, Managing Partner at Inflexion-Point and Journal columnist says: “I’ve been inspired by The Checklist Manifesto by Atul Gawande, which is not directly about selling but highly relevant to eliminating avoidable errors in the sales process. All these books are very well thumbed, even the digital copies!” +


Crossing the Chasm

July 6th, 2015 by

Bob Apollo, Managing Partner at Inflexion-Point and Journal columnist says: “I’ve been inspired by Crossing the Chasm by Geoffrey Moore, which many regard as the bible for technology marketers, and very relevant to selling”. +


Insight Selling by Mike Shultz

July 6th, 2015 by

Bob Apollo, Managing Partner at Inflexion-Point and Journal columnist says: “I’ve been inspired by Insight Selling by Mike Shultz and John Doerr, which rebalances the importance of relationships; Sales Growth by Thomas Baumgartner, Homayoun Hatami and Jon Vander Ark, three very bright McKinsey types. I really like the section on micro-segmentation”. +


The Challenger Sale

July 6th, 2015 by

Bob Apollo, Managing Partner at Inflexion-Point and Journal columnist says: “I’ve been inspired by The Challenger Sale by Matthew Dixon and Brent Adamson on the power of constructive provocation but undervalues relationships”. +


Predictable Revenue

July 6th, 2015 by

Bob Apollo, Managing Partner at Inflexion-Point and Journal columnist says: “I’ve been inspired by Predictable Revenue by ArronRoss and Marylou Tyler, which is great on systematic customer acquisition”. +


What Great Salespeople Do

July 6th, 2015 by

Bob Apollo, Managing Partner at Inflexion-Point and Journal columnist says: “I’ve been inspired by What Great Salespeople Do by MichaelBosworth and Ben Zoldan, which illustrates the power of storytelling”. +


Let’s Get Real or Let’s Not Play

July 6th, 2015 by

Bob Apollo, Managing Partner at Inflexion-Point and Journal columnist says: “I’ve been inspired by Let’s Get Real or Let’s Not Play by Mahan Khalsa and Randy Illig, which focuses on developing win-win relationships”. +


Value Merchants

July 6th, 2015 by

Todd Snelgrove Global Manager, Value with SKF, says: “I think Value Merchants is one of the best. Jim Anderson from Kellogg, Nirmalya Kumar, LBS. About getting paid for value created.” +