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Monday, September 30th, 2024
Learning is not just important; it’s essential for success in sales. When we saw the headline on the cover of this Journal (edition 9.5) “Do Salespeople Have Time to Learn” we were left with a massive feeling of déjà vu and drifted towards a discussion of what was top of the pop charts when we first heard that said. Thankfully,…
Monday, September 30th, 2024
Here are five ways to revolutionize sales coaching with AI….. Adoption of AI has exploded over the past year, forever changing the sales profession and bringing about a paradigm shift in sales coaching. This transformative technology offers new ways to enhance performance while nurturing the invaluable human-to-human relationships that underpin successful sales endeavours. Sales professionals have already embraced AI to…
Thursday, September 19th, 2024
Sales professionals and academics discuss the current state of AI in sales, and look to the future. Bob Apollo, Chief Outcomes Officer, Inflexion-Point As we approach the era of AI in business and sales, it is vital to explore what the key tasks will be, as well as the skills and development paths needed to make a success of the…
Wednesday, September 18th, 2024
Research by a training company suggests that prospecting advice from US sales and marketing executives has remained notably consistent over the past five years. Key findings highlight the importance of personalization and research, value proposition clarity and creative engagement techniques in successful prospecting. “The sales profession has seen seismic shifts, from the rise of remote sales to the proliferation of…
Monday, April 22nd, 2024
The Institute of Sales Professionals has announced that two training organisations have joined the ranks of its endorsed training organisations. Competitive Edge is an awardwinning trainer that helps to develop high-performing sales teams and leaders. Meanwhile, Alate Business Growth specialises in business-tobusiness sales training for technology companies, across IT, telecoms, and software as a service (SaaS) in diverse global and…
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…
Monday, February 19th, 2024
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
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: +
Friday, February 16th, 2024
What should a salesperson expect from their first few days in a new sales role? I suppose this article could have been titled “What do I wish I had known or done in my first day as a salesperson?” And maybe I might have benefited from reading it then – but that was a long time ago, and in a…
Friday, October 13th, 2023
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: +
Monday, September 4th, 2023
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 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
In the first of a new series, Bob Apollo outlines some five things to bear in mind when researching, targeting and prioritising your most valuable prospects: If we do the research and use it to inform our prospecting priorities and programmes, we will inevitably generate much better qualified opportunities and convert them more effectively into satisfied customers. +
Thursday, July 6th, 2023
Understanding best practices for a buyer-centric sales approach. A buyer-centric approach to selling is table stakes in today’s competitive business landscape – and yet, buyer-centric approaches across companies and industries seem to be vastly different. It begs the question: How do sales leaders and sales representatives interpret buyer-centricity and are they aligned on its crucial components? To further explore this…
Thursday, July 6th, 2023
Maybe it’s time to re-examine what you may have always taken for granted. Salespeople are born not made Whilst having confidence, a positive attitude and being generally likeable are all useful traits, they do not guarantee success in sales. The skills required to be effective take years to learn and hone. Too many sellers are thrown in at the deep…
Wednesday, July 5th, 2023
Three ways to analyse sales strategies to determine gaps and identify opportunities for improvement. I’ve been selling and consulting for almost two decades now. During that time, I’ve had the chance to collaborate with sales organizations worldwide, assisting them with their sales strategies and designing sales enablement programmes to bridge gaps. Based on my experience, analyzing sales strategies is crucial…
Wednesday, July 5th, 2023
What are tomorrow’s most important sales competencies? We’re entering a “brave new world of sales”, fuelled by the convergence of evolving B2B buying behaviours and the availability of AI-based new technologies. Is change the only constant, or do some of the traditional attributes of a successful salesperson remain important? I think it’s clear that many relatively simple pre- and postsales…
Monday, November 28th, 2022
How a single sales methodology can help to reap global benefits I am constantly amazed at how quickly companies that invest in a sales training methodology are led astray and lose out on the benefits it can deliver. Often, as the roll-out draws to a close, someone proposes a new “shiny toy”. Incredibly, they go for it, short-circuiting all the…
Monday, November 28th, 2022
Why development is so much more than just training. In “Hiring salespeople with talent” (see pages 6-7), I explored the challenges involved in making good sales hires. Now I want to shift attention to some of the key things we need to do if we are to fully develop the potential of the talented salespeople that we have just hired….
