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Friday, September 30th, 2022
When a group of non-native English speakers wanted to hone their English writing and speaking skills, they joined a programme exploring a range of literary genres via the work of a cross-section of authors. We set these business leaders the task of recounting their most memorable sales experiences in the Journal. In this special feature, we explore the rationale behind…
Thursday, September 29th, 2022
PERSONALISATION IS IMPORTANT TO CONSUMERS: COVID HAS…
Tuesday, May 3rd, 2022
Reports from Q1 2022 Sales tips from an advertising guy: Stephen Mangham Former Ogilvy Saatchi and Saatchi and Saatchi ad man Stephen Mangham shared his insightful views of the KAM market from the fresh perspective of someone who had a very successful career in advertising observing the companies that get things right and those that do not. Marketing is “the…
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, May 3rd, 2022
Being there is still important in the modern B2B sales process. Businesses increasingly communicate with customers and prospects in new ways as technology advances. Today’s sales reps use a variety of tools to accomplish their tasks – email, social media and video-chat tools among others. Consequently, traditional in-person sales meetings have become less common. Nevertheless, even as the B2B sales…
Friday, April 29th, 2022
AUGMENTED REALITY INCREASES SALES: SOME COMPANIES HAVE…
Friday, April 29th, 2022
BY 2025: 80% OF B2B SALES INTERACTIONS…
Friday, November 26th, 2021
Q: What are the top-three new agenda items that sales leaders will be thinking about for 2022? IM: Buying behaviours have evolved tremendously throughout the digital age, seeing the most accelerated growth specifically throughout the pandemic, and sellers must rapidly adapt accordingly. Working and living in the same space caused many people to rethink what is important to them, leading…
Friday, November 26th, 2021
Australian Institute of Sales, New Zealand Institute of Sales – Stuart Edmunds, Director; Association of Professional Sales – Andrew Hough, CEO Q: What will be the top-three agenda items for sales leaders as businesses emerge from the pandemic? SE: 1) Staffing (retention, attraction, development – with the skills shortage). 2) New-customer acquisition and accelerating pipeline. 3) Increasing virtual/remote selling capabilities….
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…
Friday, November 26th, 2021
In the bold new world of sales, a mental shift is required. The pandemic turned the whole world upside down: it made us shift our priorities away from things that we once thought were important to new ways of working and living. As people switch careers and re-evaluate how they spend their time, naturally their behaviours have fundamentally changed. In…
Friday, November 26th, 2021
What should B2B sales leaders be prioritising in 2022? As we head towards 2022, sales organisations are emerging from a tumultuous two years. Across many markets and industries, the sales function has had to cope with transformational changes that have been compressed into a short period of time. Inevitably, some sales organisations have managed to adapt better than others. They…
Monday, April 26th, 2021
How businesses must adapt to the new world of virtual selling. When the Coronavirus pandemic swept across the world in 2020, it is safe to say that all industries were dramatically disrupted and forced to reassess their operations and ways of working. However, the sales industry was one of the business sectors that was significantly turned on its head by…
Friday, April 23rd, 2021
How top sales innovators are embedding data and technology throughout their organisations to reimagine sales for the “next normal”. Sales has always been a “sensing” organisation, attuned to changes in customer sentiment, shifts in demand, and the requirements of different buying stages. But those senses are being flooded as customers shift to digital engagement, leaving sellers with more channels to cover…
