Tuesday, January 11th, 2022

The power of relationships and purpose

Digital is enhancing the way we manage business and sales organisations, but analytics are underpinned by relationships and human behaviours. The value tied up in customer relationships is vast but hard to measure; purpose is now a profit centre and predictable human behaviours can help us to forecast sales more accurately. These were just three of the key takeaways from… 


Monday, January 10th, 2022

TOTAL Coaching

Developing and implementing a coaching culture within a sales environment to effect real transformation in coaching across your organisation. Throughout my career in sales leadership with SKF, the Swedish-based world leader in supply of bearings, seals and rotating equipment solutions, I have considered the importance of continual improvement in individual and team performance to be a fundamental element towards success…. 


Monday, January 10th, 2022

Character to lead

We interviewed Kelly Garramone and Phil Styrlund to understand how character is a key driver of organisational success in sales. They explained how sales organisations can take part in some ground-breaking research that will drive performance. What is character science? Pioneered by Dr Fred Kiel (amongst others), character science is a new field of study that was born out of… 


Monday, January 10th, 2022

Creating an effective coaching culture

How embedded is coaching in your organisation? Let’s explore the fundamental question first: does coaching work and is it worth investing in a coaching culture? The use of coaching has increased, complementing established learning interventions and the research evidence of its effectiveness is robust. A recent review of quantitative studies concluded that workplace coaching does show a good effect size… 


Monday, January 10th, 2022

Is coaching the critical sales management skill?

It’s all about time, skills and mindset. Successful sales managers must master a range of important skills. They need to make sure that they recruit the right people and help them to realise their potential, encourage their teams to follow and contribute to the organisation’s learned best practices, ensure that opportunities are well-qualified, that pipelines are well managed and that… 


Friday, November 26th, 2021

Looking to 2025

Way ahead 50% of chief sales officers… 


Friday, November 26th, 2021

Foreword

As we tentatively emerge from the pandemic, the consensus is that selling has moved on significantly – and not just in the most immediately apparent ways like the switch to the hybrid selling world of virtual and in-person engagement and the accompanying transition from field sales to inside sales. Such changes will be persistent, despite some shortcomings (such as issues… 


Friday, November 26th, 2021

Technology

Q: What are the top-three new agenda items that sales leaders will be thinking about for 2022? IM: Buying behaviours have evolved tremendously throughout the digital age, seeing the most accelerated growth specifically throughout the pandemic, and sellers must rapidly adapt accordingly. Working and living in the same space caused many people to rethink what is important to them, leading… 


Friday, November 26th, 2021

The Professional Bodies

Australian Institute of Sales, New Zealand Institute of Sales – Stuart Edmunds, Director; Association of Professional Sales – Andrew Hough, CEO Q: What will be the top-three agenda items for sales leaders as businesses emerge from the pandemic? SE: 1) Staffing (retention, attraction, development – with the skills shortage). 2) New-customer acquisition and accelerating pipeline. 3) Increasing virtual/remote selling capabilities…. 


Friday, November 26th, 2021

The Practitioners

Waldemar Adams, Global Senior Vice President, SAP Customer Success COO Office; Grant Van Ulbrich, Director, Sales Transformation – International, Royal Caribbean International Q: What will be the top-three agenda items for sales leaders as businesses emerge from the pandemic? WA: 1) Ensure customer success. 2) Budget achievement and growth plans. 3) Manage their teams successfully, with empathy. GVU: Our focus… 


Friday, November 26th, 2021

The Consultants

Mark Davies, Founder, Segment Pulse Limited, Visiting Fellow, Centre for Strategic Marketing and Sales, Cranfield School of Management, and The Advanced Services Group, Aston Business School; Dr Mark Hollyoake, Director, Customer Attuned and Associate Lecturer, University of the West of England; Tim Riesterer, Chief Strategy Officer, Corporate Visions; Dr Philip Squire, CEO, Consalia; Philip Styrlund, CEO, The Summit Group Q:… 


Friday, November 26th, 2021

The Academics

Dr Frank Cespedes, senior lecturer, Harvard Business School; Professor Mark Johnston, Professor of Marketing and Ethics, Rollins College; Professor Nick Lee, Warwick Business School; Dr Colin Mackenzie, specialist lecturer, Edinburgh Napier University; Dr Javier Marcos, Associate Professor, Strategic Sales Management and Negotiation, Cranfield School of Management; Dr Beth Rogers, Visiting Fellow, Cranfield School of Management Q: What will be the… 


Friday, November 26th, 2021

This time it’s personal!

In the bold new world of sales, a mental shift is required. The pandemic turned the whole world upside down: it made us shift our priorities away from things that we once thought were important to new ways of working and living. As people switch careers and re-evaluate how they spend their time, naturally their behaviours have fundamentally changed. In… 


Friday, November 26th, 2021

No going back

What should B2B sales leaders be prioritising in 2022? As we head towards 2022, sales organisations are emerging from a tumultuous two years. Across many markets and industries, the sales function has had to cope with transformational changes that have been compressed into a short period of time. Inevitably, some sales organisations have managed to adapt better than others. They… 


Tuesday, September 28th, 2021

ISP events 7.4 2021

Webinar: Outsourced sales – brand partners or guns for hire? 6 October 2021: 9.00 am – 9.45 am BST Dr Beth Rogers, Visiting Fellow at Cranfield University School of Management and examiner and lecturer in sales topics at two other universities in Europe. This talk explores research about the factors in the make-or-buy decision for sales activities and provides a… 


Tuesday, September 28th, 2021

GADs: mindsets, methods and models

What makes a great global account director? What do we mean by great? Across both academia (Yip & Bink, 2007) and industry it is acknowledged that the main task of a GAD is to coordinate the sales and support of a company serving a customer that has negotiated global terms. Therefore, my definition of a great GAD is one who… 


Monday, September 27th, 2021

The role of trust in sales

If we expect our customers to trust us, we need to develop both an internal and an external culture of trust. Trust is an essential foundational element in any sales environment, and it can (and must) take many forms. Perhaps the most obvious manifestation lies in the relationship between the salesperson (and the vendor they represent) and the customer’s decision-making… 


Monday, September 27th, 2021

Four steps to embedding ethics

Sales ethics is essential in the new normal. Good business strategy Many companies, even entire industries, struggle to remain open during this ongoing period of challenging economic uncertainty. Business models that were shifting prior to the pandemic, such as the move from instore shopping to e-commerce, have accelerated because of the pandemic. Businesses are adjusting strategies to stay ahead of… 


Monday, September 27th, 2021

CSO post-Pandemic checklist

GARTNER SUGGESTS EIGHT STEPS TO CREATE COMPETITIVE… 


Tuesday, July 27th, 2021

Agile leadership

How applicable is agile leadership within a traditional organisational structure? The focus of my research project will be understanding what makes an agile leader and their ability to create and manage an agile organisation. What are the specific characteristics, cultural traits and mindset that define an agile leader and what makes them different? I investigate whether it is possible for…