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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
“Putting the customer at the heart” by Mark Bailey Rolls-Royce plc is a company that deals with power and propulsion and should not be confused with the motor-car company, which is entirely separate. Rolls-Royce plc provides power and propulsion systems for land, sea, and air, including nuclear submarines, military and civil aircraft, and major data centres. All of its systems…
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 Getting inside the head of a buyer (or what techniques and tips can you adopt to improve your commercial strategic negotiations?) John Viner-Smith has a Master’s in International Purchasing, and has been a senior category manager at JP Morgan, Dixons Stores Group and BP. He is a Founding Partner at Amplius Partners and…
Friday, November 26th, 2021
Waldemar Adams, Global Senior Vice President, SAP Customer Success COO Office; Grant Van Ulbrich, Director, Sales Transformation – International, Royal Caribbean International Q: What will be the top-three agenda items for sales leaders as businesses emerge from the pandemic? WA: 1) Ensure customer success. 2) Budget achievement and growth plans. 3) Manage their teams successfully, with empathy. GVU: Our focus…
Friday, November 26th, 2021
Mark Davies, Founder, Segment Pulse Limited, Visiting Fellow, Centre for Strategic Marketing and Sales, Cranfield School of Management, and The Advanced Services Group, Aston Business School; Dr Mark Hollyoake, Director, Customer Attuned and Associate Lecturer, University of the West of England; Tim Riesterer, Chief Strategy Officer, Corporate Visions; Dr Philip Squire, CEO, Consalia; Philip Styrlund, CEO, The Summit Group Q:…
Friday, November 26th, 2021
Dr Frank Cespedes, senior lecturer, Harvard Business School; Professor Mark Johnston, Professor of Marketing and Ethics, Rollins College; Professor Nick Lee, Warwick Business School; Dr Colin Mackenzie, specialist lecturer, Edinburgh Napier University; Dr Javier Marcos, Associate Professor, Strategic Sales Management and Negotiation, Cranfield School of Management; Dr Beth Rogers, Visiting Fellow, Cranfield School of Management Q: What will be the…
