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Friday, March 13th, 2026
In a world where technology has outpaced the theory, how do we define a new operating framework for sales and marketing? Here is a question that, in my view at least, should not still need asking in 2026: what is the actual difference between marketing and sales? Ask ten senior commercial leaders and you will get ten different answers. Ask…
Friday, March 13th, 2026
Some 65% of chief marketing officers say advances in AI will dramatically change the CMO role in the next two years, a recent Gartner survey reveals. Yet only 32% say significant changes are needed to the CMO profile and skill set, according to the business and technology insights company. Conducted from August through October 2025 among 402 senior marketing leaders…
Friday, March 13th, 2026
Use this checklist to assess your current interface with marketing – and the customer. If you can’t answer “yes” to the following questions or don’t know the answers, it may be time to revisit the alignment between sales and marketing in your organisation – and your customer focus. 1. Go-to-market strategy 2. Buyer confidence and customer focus 3. KPIs, accountability…
Friday, March 13th, 2026
Are sales and marketing functions strategically aligned to optimise business? We asked a range of experts – practitioners, academics and consultants – six questions about the interaction of sales and marketing in a B2B environment. We sought their views on how well sales and marketing organisations typically collaborate to support the aims of a business. We asked them how the…
Friday, March 13th, 2026
For businesses to thrive, sales and marketing need to reforge their relationship. I’ve been writing about sales and sales management since the mid-1980s – that’s around 40 years. For almost 20 years, I was heading up a marketing communications agency. So, I’ve observed the sales and marketing relationship from both perspectives. During much of that time it is fair to…
Friday, March 13th, 2026
ABM Is no longer a marketing tactic; it’s a commercial operating model. Account-Based Marketing (ABM) has an identity crisis, but not because it is losing relevance. Quite the opposite. ABM has become so commercially potent that describing it as a marketing approach is no longer accurate. In nine years of running the Global ABM Conference, we have witnessed ABM evolve…
Friday, March 13th, 2026
What if marketing, sales, sales enablement, and customer success align around a mandate to eliminate barriers to buyer confidence and ensure customers achieve their desired business. There’s a growing recognition that the challenge in complex B2B sales isn’t just about creating demand or building pipeline. The challenge lies in ensuring that we eliminate the barriers to buyer confidence – before,…
Friday, March 13th, 2026
20 years on from HBR’s seminal “Ending the War” paper, how can business leaders align sales and marketing to maximise market performance? When Philip Kotler, Neil Rackham, and Sujay Krishnaswamy published “Ending the War Between Sales and Marketing” in Harvard Business Review (2006), they gave managers a language for an enduring organisational tension. Sales and marketing, they argued, were structurally…
Friday, November 21st, 2025
The Institute of Sales Professionals has launched a new scheme to recognise organisations’ commitment to professionalism in sales. The Investor in Sales Award will celebrate businesses that invest in the development and impact of their sales teams, recognising organisations’ commitment to building and sustaining professional, ethical and high-performing sales teams and culture. ISP managing director Guy Lloyd tells the Journal:…
Tuesday, September 30th, 2025
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Tuesday, September 30th, 2025
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Tuesday, September 30th, 2025
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Monday, April 22nd, 2024
B2B trust research: what’s next? Abstract New academic research on trust will build on insights generated through Mark Hollyoake’s 2020 doctoral thesis (see previous article). They aim to dig deeper into the role of the “Boundary Spanner in relational trust development”, based on eight years of academic research through the University of Southampton. The original research Boundary spanners: What are…
Monday, April 22nd, 2024
Consalia’s Senior Sales Leadership apprenticeship programme has been graded outstanding by UK education inspectorate Ofsted, the sales business school announced recently. The inspection took place over three days in February. Questionnaires were sent in advance to employers and apprentices and the government inspectors also conducted detailed interviews with Consalia’s Academy Team, apprentices, employers, and delivery partners Middlesex University and Runway…
Friday, October 13th, 2023
Sales managers have a responsibility to identify, understand and address the root causes of individual underperformance in their teams. Here are a few of the key considerations: +
Friday, October 13th, 2023
By 2026, B2B organizations that unify their…
Tuesday, September 5th, 2023
Anticipating the future puts you ahead of the game. Here is an innovative guide to driving change. Part I: We couldn’t possibly do that! How the “future readiness movement” began. It was the midst of the pandemic, and it was my first team meeting as I embarked in my new role as the Chief Operating Officer for SAP Asia Pacific…
Tuesday, September 5th, 2023
Following on from our new Sales Tips 101 column, Bob Apollo presents a parallel series of tips for sales managers, starting with the “Keys to effective coaching”. Coaching is perhaps the most important task of any sales manager, and the thing most likely to impact their team’s performance. Here are five principles to bear in mind when developing our ability…
Friday, July 7th, 2023
Grant van Ulbrich is Global Director of Sales Transformation at Royal Caribbean Group. His learning journey has taken him via a Master’s in Leading Sales Transformation to a doctorate in sales transformation, a new book, and the creation of a bespoke model for personal change. Q: What motivated you to create a new personal change model for sales? A: I…
Thursday, July 6th, 2023
In this summary of his doctoral thesis, Grant Van Ulbrich explores how his public works have highlighted how sales can be transformed to sell within and beyond an organization. Introduction In this synopsis of my doctoral thesis, I draw on my professional work in the public domain (ie, public works) to highlight how sales can be transformed to sell within…
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