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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, April 22nd, 2024
Is sales training dead? I recall reading a blog about the issue on LinkedIn back in 2016. Of course, it sought to refute this premise. That was then, but what of today? Well, the sales landscape has undoubtedly moved on, driven by evolving business practice, technology, and the advance of relatively new disciplines such as sales enablement. Firstly, the traditional…
Wednesday, October 11th, 2023
Do salespeople have time to learn? +
Wednesday, October 11th, 2023
Five negative effects of sales efficiency. Efficiency in the sales process is a good thing, right? Well, it all depends on what you mean by “efficiency”. The definition of “efficient” is: “achieving maximum productivity with minimum wasted effort or expense.” In parentheses, the Google dictionary notes, “(especially of a system or machine).” And it’s that last part, I want to…
Tuesday, September 5th, 2023
Continuing our new series of sales tips, Bob Apollo discusses five things to bear in mind when preparing for your next significant sales conversation. How we plan and prepare for a sales conversation has a huge impact on the outcome. Preparation: +
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…
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…
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…
Thursday, April 20th, 2023
How and why we ask questions is important. The twins of curiosity and ignorance Dr Marlys Witte is “a surgeon without hands”1, a researcher and educator of medical students and the self-proclaimed mother of the “medical ignorance” movement. She has not just adopted the Socratic method of educating through questions; her medical education model also develops the capability to be…
Thursday, April 20th, 2023
Recent research highlights differences in how sales leaders and sellers view the best ways to engage with prospects, but the majority agree that buyer centricity is the right approach overall – that’s according to a study conducted by sales training specialist ValueSelling Associates and L&D publication Training Industry. A significant majority of sales leaders (61%) believe it makes sense to…
Thursday, April 20th, 2023
A trio of important research-based sales books are in the pipeline this year and all are well worth checking out for different reasons. Book 1 The first of these is Transforming Sales Management: Lead Sales Teams Through Change by Grant Van Ulbrich, set for launch on 3 May 2023 along with the “Scared-So What” personal change app, which will be…
Thursday, April 20th, 2023
Fewer than half of sales leaders and…
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….
Friday, September 30th, 2022
Details of upcoming events can be found at the Institute of Sales Professionals website. https://www.the-isp.org/events Leadership in Sales (setting clear direction and getting out of the way!) – Sales Leader Round Table Tuesday 4 October 2022, 09:00 The impact of people culture to build trusting teams – Live Sales Leader Round Table Wednesday 5 October 2022, 08:30 Humanising the sales…
Friday, September 30th, 2022
National Sales Conference (UK) Thursday, 10 November…
Friday, September 30th, 2022
SAP’s Experiential Sales Learning programs allow salespeople to learn in the flow of their work. To ensure that business continued to flow, in 2020 most companies worldwide responded to the pandemic by making the transition to remote working. More recently, as some businesses began to require employees to work onsite again, others have been cementing a hybrid working model as…
