Tuesday, September 28th, 2021

Sales competitions 7.4 2021

The Great Northwoods Sales Warm Up –… 


Tuesday, September 28th, 2021

A new paradigm for CPD in sales

Why there needs to be a fresh approach to the personal development of sales executives and their managers. Many readers of this article may already be in superb sales organisations; however, for those in the sales field it will come as no surprise that many small-to-medium enterprises (SMEs) have little in the way of formal sales training that could be… 


Tuesday, July 27th, 2021

Sales competitions 7.3 2021

The Great Northwoods Sales Warm Up –… 


Tuesday, July 27th, 2021

Five key topics for KAMs

This year marks the 25th anniversary of the Cranfield Key Account Management Forum. Here’s what participants discussed in Q1. Key Account Management in a digital world Nico Smit, a Visiting Fellow from Cranfield University, discussed “Key Account Management in a Digital World”, focusing on how the increasing capability of digital systems can boost the value available to both suppliers and… 


Monday, July 26th, 2021

Psychological contract

Introducing the psychological contract into sales education The “psychological contract” approach in organisational terms makes claims for greater mutual commitment and motivation (Rousseau, 1995) and reciprocation (Coyle-Shapriro and Kessler, 2002). Best-practice practitioner sales training promotes trust-based relationship building, in order to overcome price objections and maintain profit margins. However, it does not necessarily explain how this can be achieved in… 


Monday, April 26th, 2021

Sales competitions 7.2 2021

Pensacola Pitch Collegiate Sales Competition – Hosted… 


Monday, April 26th, 2021

Open courses and events 7.2 2021

Sales Essentials for Success – Cranfield Executive Development 2-3 June 2021 Sales Essentials for Success gives you the tools to build and create a sales function that is strategically directed and controlled. You’ll gain a fundamental knowledge of the tactics that must be employed on a daily basis to succeed. £2,200 + VAT (concessions available) – execdev@cranfield.ac.uk +44 (0)1234 589292https://www.cranfield.ac.uk/som/open-executive-programmes/growing-businesses/sales-essentials-for-success… 


Monday, April 26th, 2021

APS events 7.2 2021

Webinar: Cracking the Code for Communicating Price Increases 29 April 2021, 15.00-15.45 pm BST (09.00 am CST) Tim Riesterer, Chief Strategy Officer at Corporate Visions – Nearly 70 percent of companies describe their price increase conversations as “50:50” or worse in terms of how well they go over with customers. It’s no surprise that most price increases aren’t received well…. 


Monday, April 26th, 2021

2021 7.2 Research Review – edited by Jeremy Noad

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, sales behaviours and sales automation. Sales… 


Friday, February 26th, 2021

Sales competitions 7.1 2021

NCSC VIRTUAL – National Collegiate Sales Competition… 


Friday, February 26th, 2021

Open courses and events 7.1 2021

Key Account Management Best Practice – Cranfield Executive Development 10, 12, 26 Mar 2021 – live online Joining an experienced group of fellow KAM practitioners, you will gain: State-of-the-art knowledge and tools for creating an effective key account management process. Strategic understanding on how to focus your time and attention appropriately in the development of key accounts. Improved collaboration skills… 


Friday, February 26th, 2021

APS events 7.1 2021

Webinar: Coaching your sales team through personal change. Why is it important? 4 March 2021, 14.00-14.45pm GMTPresented by Grant Van Ulbrich, Director, Sales Transformation – International, Royal Caribbean Cruises Ltd. We’ve all heard about change management through our work careers, and usually whenever organisations launch a new programme, there’s an element of change management that is involved. However, recent research… 


Friday, February 26th, 2021

2021 7.1 Research Review – edited by Jeremy Noad

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, capability development, and sales behaviours. Sales… 


Friday, February 26th, 2021

4 key sales reads

Four new books written by distinguished contributors to the Journal offer business leaders, sales professionals, students and academics new insights and guidance as they seek to navigate the complexities of selling and sales leadership today. Each of the authors delivers that rare combination of academic credibility and practical business experience. Sales Management That Works by Frank V Cespedes Rather than moving… 


Tuesday, November 10th, 2020

Open courses and events Q3 2020

Sales Essentials for Success – Cranfield Executive Development 18-20 November 2020 (live online); 8 February 2021 (face-to-face) £2,200 + VAT (concessions available) – execdev@cranfield.ac.uk +44 (0)1234 754500Sales Essentials for Success gives you the tools to build and create a sales function that is strategically directed and controlled. You’ll gain a fundamental knowledge of the tactics that must be employed on… 


Tuesday, November 10th, 2020

Conferences and exhibitions Q3 2020

National Sales Conference 20 – Digital Growth… 


Friday, November 6th, 2020

Focus on strategic planning and sales enablement

Sales methods must change in a post-COVID-19 world. It is often said that people buy from people. Many of the world’s top salespeople have relied on their personality and ability to quickly establish a rapport with customers to become highly successful. While this trend may continue in future, the dynamics of sales have to change dramatically in a post-COVID-19 world…. 


Thursday, July 9th, 2020

What’s it like working in sales?

A career in selling can be vibrant, fast-paced, bold and exciting. It can also be demanding, challenging and subject to long hours in a busy, target-driven environment. But the sales function is the bedrock of any business so, if you’re committed to developing client relationships and providing valuable solutions, sales can be a highly rewarding, dynamic and fulfilling long-term career…. 


Tuesday, July 7th, 2020

What are sales apprenticeships?

In the UK, sales apprenticeships are programmes that allow people to study for a professional qualification while being paid and receiving on-the-job training. Sometimes, off-site classroom training is also involved. Apprenticeships typically last one to three years. They’re open to anyone over the age of 16 and not in full-time education. As there’s no upper age limit, apprenticeships can be… 


Monday, July 6th, 2020

Test yourself with sales competitions

Sales competitions are attracting the attention of students from around the world because they are a great way for sales course participants to showcase themselves in front of prospective employers. Equally, many corporate employers have embraced sales competitions as a convenient way of checking out the best of the new crop of sales talent. Competitors who perform well are likely…