Thursday, April 7th, 2016

Listen, validate, inspire

Jim Steele, President of Worldwide Sales and Chief Customer Officer of InsideSales.com talks about the use of cutting-edge science to accelerate sales for some of the world’s top companies. To have the chance of one “rocket ride” to success in a career is exciting enough. But Jim Steele, Chief Customer Officer of Provo, Utah headquartered InsideSales.com is now riding his… 

Thursday, January 28th, 2016

B2B must deliver seamless, holistic buying experience across human and digital assets

Research organization Forrester forecasts that 12% of all B2B sales in the United States will take place online by 2020. Last year, the company caused a few ripples when it predicted that the number of B2B salespeople in the United States would contract by one million over the next five years. In a recent report in the series, The B2B… 

Tuesday, July 7th, 2015

20% of US B2B sales jobs to go by 2020; only “consultants” to thrive

Forrester Research forecasts that one million US B2B salespeople will lose their jobs to self-service eCommerce by the year 2020. Its report Death Of A (B2B) Salesman estimates that, of the 4.5 million US workers employed in B2B sales and sales-related professions in 2012, just over 20% of all B2B salespeople will be displaced. Author Andy Hoar explains: “While B2B… 

Saturday, April 11th, 2015

Big data just got useful

From online shopping outfits to industrial conglomerates, airlines to pharmaceutical companies, businesses of all shapes and sizes are tapping into the immense resource that is business intelligence. No more do companies have to rely on out-of-date information on which to base key business decisions. Casey Stengel, the 1950s American Major League Baseball outfielder, famously said: “Never make predictions, especially about… 

Saturday, April 11th, 2015

From KAM to commission

Beth Rogers leafs through some recent Masters dissertations to see what has been exercising the minds of sales managers. One of the joys of running a course such as a top-up Masters programme for sales managers is that their learning is applied to their company, and both tutor and student can see the potential impact. One of the downsides is…