Monday, February 19th, 2024

What salespeople need to succeed in a new sales role

Of course, every new salesperson needs to have a clear understanding of what they are selling. But product knowledge is never enough to ensure success. Bob Apollo lists five things every new (and existing) salesperson needs to master: +


Monday, February 19th, 2024

Five things to consider before stepping up to a sales management role

For many salespeople, their obvious career goal is to advance into sales management. Unfortunately, this can turn into a frustrating move. Here’s what aspiring sales managers need to consider: +


Monday, February 19th, 2024

Sales competitions 10.1 2024

UTISC – University of Toledo Invitational Sales… 


Friday, October 13th, 2023

Establishing your own personal development plan

No matter how comprehensive the training programme provided by their employer, salespeople need to establish and implement their own personal development plan. Bob Apollo highlights a few key considerations: +


Friday, October 13th, 2023

Sales competitions 9.5 2023

Steel City Sales Challenge hosted by Duquesne… 


Wednesday, September 6th, 2023

Sales competitions 9.4 2023

SEASAC-South East Asian Sales Competition hosted by… 


Monday, September 4th, 2023

In brief

RAIN Group launches Self- Study+ for sales teams Global sales training company RAIN Group announced the launch of Self- Study+ on 9 August. The new offering combines the “advantages of self-paced learning with the power of practice, feedback, and collaboration”, according to the Boston-headquartered company. The programme features 77 modules across critical skill areas and 11 standard learning journeys. Sellers… 


Monday, September 4th, 2023

Royal recognition for UK postal service’s sales training programmes

Royal Mail Group has won two prestigious awards for its sales training programmes delivered in partnership with sales business school Consalia. The UK postal service provider will receive two Princess Royal Training Awards, celebrating its “Inspiring Sales Mindsets for Growth Programme” and “B2B Sales Professional Degree Apprenticeship”. Established in 2016 and delivered by the City & Guilds Foundation, the Princess… 


Monday, July 10th, 2023

Sales competitions 9.3 2023

Keystone Sales Challenge hosted by Bloomsburg University,… 


Wednesday, July 5th, 2023

Students from 11 countries participate in European Sales Competition

Congratulations to all the students who participated in the European Sales Competition (ESC) hosted by Wittenborg University of Applied Sciences in Apeldoorn, Netherlands during May and June. This year’s competition saw twin parallel finals. Students were split into two groups, one selling software from ATOSS, a European company selling workforce management software, while the other main sponsor was TeamViewer, another… 


Friday, April 21st, 2023

Sales competitions 9.2 2023

RNMKRS-Spring 2023 (virtual) April 12-13, 2023https://www.rnmkrs.org TCCSTC… 


Tuesday, February 14th, 2023

Sales competitions 9.1 2023

VIRTUAL Redbird National Sales Competition, hosted by… 


Tuesday, February 14th, 2023

The SAP Masters alumni community: An ongoing transformational journey

You’ve achieved you Masters, but what next? Can the alumni group help to continue the transformation journey? By November 2019, our SAP Masters cohort was really hitting our stride. Collectively we (and I especially) were seeing success with our papers, we were learning new skills and many of us were seeing growth within our teams as our leadership practices improved…. 


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…