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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. We have grouped them in the following broad themes: sales performance; customer management; capability development; behavioural studies; and systems and processes In this edition, we start with four articles on sales performance. The…
Unfinished Business: Women, Men, Work, Family, Anne-Marie Slaughter, Oneworld, October 2015 Anne-Marie Slaughter argues why women (and men) can’t have it all. She looks at the hurdles women face in the workplace and sets out her vision for true equality between men and women with an action plan on how to get there. +
Insight Selling: How to sell value & differentiate your product with Insight Scenarios by Michael David Harris, paperback, 6 January 2014 How does a salesperson deliver insight so that it challenges the customer’s thinking without challenging the customer? That’s the question that this book will answer. Part one of this book examines why “Insight Selling” will help you sell value…
The Sales Bible: The Ultimate Sales Resource, Jeffrey Gitomer The new softbound edition of global sales authority Jeffrey Gitomer’s bestselling classic, The Sales Bible, has been updated and appended to include social media answers, and claims to offer the ultimate sales methods and strategies that really work every day, in real-world selling situations. +
Losing the Signal: The Untold Story Behind the Extraordinary Rise and Spectacular Fall of BlackBerry by Jacquie McNish and Sean Silcoff, Flatiron Books, 2015 The authors tell the story of how an engineer and a salesman came together to create a business communication device that conquered the world in the early 2000s, and how quickly it was toppled by the…
Brilliant Selling: What the Best Salespeople Know, Do and Say (Brilliant Business) by Jeremy Cassell and Tom Bird, Pearson paperback, 31 May 2012 Written by MD of performance improvement consultancy RTP (Release the Potential) Jeremy Cassell and RTP director Tom Bird, this book starts with the premise that you can sell anything you want and targets are always achievable. Whether…
Big Data in Practice: How 45 successful companies used big data analytics to deliver extraordinary results, Bernard Marr, hardcover 11 April 2016 Big data is on the tip of everyone’s tongue. Everyone understands its power and importance, but many fail to grasp the actionable steps and resources required to utilise it effectively. This book fills the knowledge gap by showing…
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. In this edition, we start with two articles on sales performance. The…
7 Steps To Sales Force Transformation: Driving Sustainable Change in Your Organization by Warren Shiver and Michael Perla, Palgrave MacMillan, January 2016, 978-1137548047, $35 Up to 75% of attempted transformations fail. According to authors Warren Shiver and Michael Perla, the root of the problem is two-fold: salespeople are notoriously reluctant to change, and all too often, even when the sales…
Best Practice in B2B Customer Satisfaction Surveys – A Practical Guide by John Coldwell and Howard Plomann This book has been written specifically for those who work in a B2B environment who want to get more from their customer satisfaction surveys. The authors claim that a well-planned and carefully implemented survey, which is properly followed through, should result in a…
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…
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…
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…
