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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…
Monday, April 7th, 2025
Chief sales officers must evolve with rapid market changes and emerging technological influences to succeed. That’s the message from research and advisory firm, Gartner. As the global marketplace evolves at an unprecedented pace, Gartner says it has identified the top seven commercial threats facing sales leaders in 2025. “There is increasing pressure on leaders to enhance performance amidst macroeconomic fluctuations,”…
Wednesday, April 24th, 2024
Researching prospects can be a time-consuming activity but is essential to success. Used judiciously, AI can help streamline the process. Then it’s time to make contact… See Sales Tips 101 “Opening a conversation” +
Wednesday, April 24th, 2024
Trust plays a major role in our prospective customer’s decision-making. Here are a few of the most important ways in which salespeople can establish trust: +
Monday, February 19th, 2024
2024 is going to be challenging, so what are the significant issues for KAMs this year? We asked some respected commentators. What a decade it has been so far: a global pandemic, war in Europe and the Mediterranean, increasing geopolitical uncertainty and uncoupling of global supply chains, the widespread adoption of artificial intelligence (for good and ill), recession in major…
Wednesday, October 11th, 2023
Electric superbike manufacturer Verge Motorcycles has appointed business and retail visionary George Blankenship as its new Chief Revenue Officer. With a career spanning more than 40 years, Blankenship is known for developing acclaimed retail strategies for world renowned brands such as software and computer maker Apple and electric car manufacturer Tesla. “Motorcycles have been manufactured with the same underlying format…
Wednesday, October 11th, 2023
A new report from “trust platform for digital commerce” Forter has found “alarming rates of false declines, cart abandonment, and trust issues” in online shopping. The 2023 Consumer Trust Premium Report explores the relationship between consumer shopping habits and brand trust. Over 73% of UK consumers have had a negative online shopping experience, with high rates of false declines (14%),…
Tuesday, September 5th, 2023
Continuing our new series of sales tips, Bob Apollo discusses five things to bear in mind when preparing for your next significant sales conversation. How we plan and prepare for a sales conversation has a huge impact on the outcome. Preparation: +
Monday, July 10th, 2023
In the first of a new series, Bob Apollo outlines some five things to bear in mind when researching, targeting and prioritising your most valuable prospects: If we do the research and use it to inform our prospecting priorities and programmes, we will inevitably generate much better qualified opportunities and convert them more effectively into satisfied customers. +
Thursday, April 20th, 2023
We’ve seen the hype, but what is the future of AI in sales? You were either asleep for the past few months or marooned on a desert island if you missed the hype surrounding ChatGPT, OpenAI’s artificial intelligence chatbot that was launched in November 2022. The system quickly became a social media sensation due to its detailed responses and articulate…
Thursday, April 20th, 2023
What role should sales leadership play in their organisation’s deployment of CRM? A CRM application lies at the centre of the technology stack of most sales organisations. It often represents one of the most significant investments made to support sales effectiveness. And yet both organisations and users often express frustration with both the user experience and the quality of the…
Thursday, April 20th, 2023
Recent research highlights differences in how sales leaders and sellers view the best ways to engage with prospects, but the majority agree that buyer centricity is the right approach overall – that’s according to a study conducted by sales training specialist ValueSelling Associates and L&D publication Training Industry. A significant majority of sales leaders (61%) believe it makes sense to…
Thursday, April 20th, 2023
Fewer than half of sales leaders and…
Monday, February 13th, 2023
As buyers become ever more demanding, companies…
Friday, September 30th, 2022
Cranfield KAM Forum has now restarted face-to-face sessions in parallel with its online seminars. The success and popularity of the online seminars has demonstrated that there is benefit from them continuing in parallel with the face-to-face sessions. As always, the speakers and subject were chosen to be particularly relevant to key account managers building and maintaining business in the current…
Friday, September 30th, 2022
The research review aims to help readers keep up to date with recently published research on sales-related topics. The review highlights short abstracts of academically peer-reviewed research. This selection of published research is from a range of academic journals. In this edition, the abstracts include four themes that focus on sales performance, capability development, behavioural studies, and systems and tools….
Thursday, September 29th, 2022
PERSONALISATION IS IMPORTANT TO CONSUMERS: COVID HAS…
Tuesday, May 3rd, 2022
The research review aims to help readers keep up to date with recently published research on sales-related topics. The review highlights short abstracts of academically peer-reviewed research. This selection of published research is from a range of academic journals. In this edition, the abstracts include four themes that focus on sales performance, customer management, behavioural studies, and systems and tools….
Tuesday, January 11th, 2022
Reports from the Q2 and Q3 sessions While things are slowly returning to normal, the Cranfield KAM Forum seminars are continuing to complement the regular face-to face meetings that will resume when it is safe to do so. The webinars continue to address both strategic and operational themes and personal development topics of interest for key account managers. In this…
