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Tuesday, October 13th, 2026
The doubled-edged sword that is AI Among the many mysteries in this age of accelerating AI, one of the most baffling is why so few sales organisations seem to see the current moment as an unmissable opportunity to get closer to their customers. Instead, AI is too often seen as a chance to bombard a largely unresponsive audience with a…
Tuesday, October 13th, 2026
Alchemist Group, the parent company behind a portfolio of brands specializing in sales and leadership execution recently launched a Global Product and Technology function to strengthen how it builds, delivers and scales learning products, intellectual property (IP), digital tools, and technology-enabled client experiences. The function will support brands under the Alchemist Group umbrella, including sales training company RAIN Group and…
Tuesday, October 13th, 2026
AI has profoundly affected how organisations, products and services can be found online. At the same time, it is reshaping lead-generation in unpredictable ways. Director of Results Driven Marketing, Iain Irvin is currently exploring the role that website content, entity consistency, digital PR, third-party mentions, citations, original research and online authority can play in how businesses are understood and surfaced…
Tuesday, October 13th, 2026
The AI lead-generation arms race is hotting up – that’s the view of social selling training and LinkedIn strategy business Maverrik. Sales organisations are using AI to research prospects, generate opening lines, write emails, build follow-up sequences and produce personalised-looking outreach at scale. At the same time, buyers and enterprise organisations are using AI tools to filter unsolicited sales messages….
Tuesday, October 13th, 2026
AI-powered trademark, brand protection, and anti-piracy solutions company Corsearch announced the appointment of Nicholas Langeveld as Chief Revenue Officer on 22 September. His mandate is to build the company’s commercial organization around a single mission: elevating the value of customers’ Brand IP by protecting the trust consumers place in their brands. As Chief Revenue Officer, he will lead Sales, Account…
Tuesday, October 13th, 2026
Why it’s vital to close the AI skills gap without losing customer trust. Today’s generation of marketing and sales professionals are privileged and challenged to be facing the most aggressive collision of operational efficiency and brand equity in the history of modern commerce. As artificial intelligence begins to reshape how marketing and sales departments operate, the Chartered Institute of Marketing…
Tuesday, October 13th, 2026
How to help sales and marketing get closer to the customer. Abstract Sales and marketing are told to get closer to the customer. In a complex sale, that instruction misfires because there is no single customer to get close to. There is a buying committee that never sits in one room, and most commercial teams optimise every function for the…
Friday, November 21st, 2025
Top tips for sales teams to get started with agentic AI. The next transformation in sales is already underway. One where AI moves from predicting outcomes to acting on them. Agentic AI, powered by generative models, is beginning to shoulder parts of the coordination, analysis, and execution that have long slowed down sales teams. By handling structured tasks, it frees…
Friday, November 21st, 2025
What is workslop? A recent article in Harvard Business Review coins a new term: “workslop” – poor-quality but plausible-looking work created using AI that is not fit for purpose. HBR defines workslop as “AI-generated work content that masquarades as good work but lacks the substance to meaningfully advance a given task”. Research by the BetterUp Labs team, in collaboration with…
Monday, July 7th, 2025
Gartner suggested last year that at least 30% of generative AI businesses in the testing phase would be abandoned after proof of concept by the end of 2025, according to a report in AI Business. Organisations have been struggling to justify genAI investments due to the substantial costs involved. The analyst firm found that early genAI adopters were finding that…
Monday, July 7th, 2025
Consumers report that social media is their least trusted source when making buying decisions; at the same time, it’s where they interact with family and friends, who also serve as their most trusted sources. These are among the latest findings in a 9 June article from consultants McKinsey: “State of the Consumer 2025: When disruption becomes permanent”. When ranking sources…
Monday, July 7th, 2025
Top-performing go-to-market teams have aligned on three objectives that unlock success in a so-called “AI-first” world, according to the State of Sales Enablement Report 2025 from enablement platform Highspot. The survey found: The 11th edition of the State of Sales Enablement Report surveyed some 350 enablement (46%), marketing (21%), sales (12%), and revenue operations (10%) professionals. +
Tuesday, April 8th, 2025
There is no doubt that sales can be an excellent and satisfying career. As a reader of this Journal, I hope that you already believe this as strongly as I do. I am encouraged by the work being done by a growing number of schools, educational establishments and bodies like the UK’s Institute of Sales Professionals (ISP) to establish and…
Tuesday, April 8th, 2025
Why winning globally starts with one consistent sales methodology. Global sales success demands precision, alignment and a relentless focus on delivering value. Yet many sales organizations expand internationally without a unified plan. This haphazard approach leads to fragmented strategies, inconsistent messaging and unpredictable results. To succeed globally, companies need a single, consistent playbook built on a proven sales methodology. This…
Tuesday, April 8th, 2025
Tight budgets, AI’s influence in buying and selling, negative buying experiences, and long purchase cycles are further complicating the B2B buying process and frustrating buyers and sellers alike. According to Forrester’s The State Of Business Buying, 2024 report, 86% of B2B purchases stall during the buying process and 81% of buyers express dissatisfaction with their chosen providers. While buyers rely…
Monday, April 7th, 2025
What core values should underpin sales from a customer perspective in 2025 and beyond? Back in 2009 a seminal doctoral thesis helped to usher in a new approach to sales: How can a client-centric values approach to selling lead to the co-creation of a new global selling mindset? Dr Philip Squire, who conducted the original research, is looking to run…
Friday, January 10th, 2025
How AI can help to create ideas and boost efficiency for key account managers. Implementing a strategic KAM plan that generates profitable growth for both the supplier and the key customer is notoriously difficult. As consultants and advisers to hundreds of key account managers working in multiple organisations and varied industries, we see talented managers struggle to be consistently effective…
Thursday, January 9th, 2025
How are B2B buyer expectations changing and where is B2B sales headed? In the previous edition of the Journal, we ran a story on McKinsey’s ninth global B2B Pulse report (released 12 September), which questioned 4,000 B2B decision-makers across eight major industries. This identified how B2B suppliers are responding to “consumer-like” purchasing demands from buyers. Here we talk to the…
Wednesday, January 8th, 2025
Investment in enablement tools such as sales content management and automation, training and coaching, buyer engagement, strategy and planning, and recent research is poised to increase, according to a 2024 survey by Seismic, an enablement firm headquartered in San Diego. Generation Enablement Report: The Rise of Enablement’s Influence found that most organisations (89%) plan to retain or increase investment next…
Monday, September 30th, 2024
Whilst AI is unlikely to completely replace salespeople in complex B2B environments, it certainly has the potential to make good salespeople even more effective. Here are a few of the most important ways in which salespeople are using AI: +
