Select the content CATEGORY and/or article TAG from the dropdown menus to find the sales topic you need. Then press the FILTER BUTTON to display list of relevant articles. Use the SEARCH CONTENT field (top left) to search by author or for a specific phrase or word.
Search hundreds of articles on sales by keyword or author's name. Simply enter your search phrase/word and click the search icon.
Tuesday, February 14th, 2023
Tackling obstacles to transformational leadership in corporations. What does it mean to transform and how will you know when it is time? It is likely that we have seen, heard, or felt transformation at some point in our lives. If we were to go around the room and provide descriptions, there is a good chance our definitions will be different….
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…
Thursday, September 29th, 2022
While conflict needs to be managed well, it can also be productive. Conflict is a frequent challenge among business relationships with customers, partners and suppliers. Inside organisations, conflicts within teams and cross-functionally are also common, yet sales professionals often feel ill-equipped to manage conflict well. Unresolved conflict can spread and grow, and result in stress and well-being issues for those…
Monday, July 4th, 2022
Almost every leader claims to be ethical in business, but do they have the character to foster trust? Ethics, necessary but not sufficient Corporate scandals from Enron to Freddie Mac occurred despite the fact that the organizations and individuals leading them were operating in environments governed by a code of ethics. Yet, people still behaved poorly. Why? Why do people…
Friday, April 22nd, 2022
Details of upcoming events can be found at the Institute of Sales Professionals website. https://www.the-isp.org/events Sales Cycle Best Practice – New Thinking Thursday 5 May 2022, 09:00 Push Back Against Post-Pandemic Procurement Pressure Tuesday 10 May 2022, 09:00 Buyer Behaviour – What are the key drivers in the decision-making process? Tuesday 24 May 2022, 09:00 Improving your Proposals Wednesday 25…
Tuesday, January 11th, 2022
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
Developing and implementing a coaching culture within a sales environment to effect real transformation in coaching across your organisation. Abstract Within sales organisations the value and importance of coaching is acknowledged as a key element to the continuing success of the business, including the development and retention of employees in the organisation. In recent years, the importance of this aspect,…
Monday, January 10th, 2022
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
How embedded is coaching in your organisation? Introduction In the past few decades, coaching has become an established professional learning method. Some sales organisations have dedicated staff coaches, but leaders tend to underuse coaching to tap into the full potential and motivation of their teams. Frequently job ads for sales leaders include the requirement to coach; however, many feel underequipped,…
Monday, January 10th, 2022
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…
Monday, January 10th, 2022
Details of upcoming can be found at the Institute of Sales Professionals website. https://www.the-isp.org/events +
Friday, November 26th, 2021
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
Rod Barthet, CEO, Kyocera Document Solutions UK; Iain Masson, RVP UK & Nordics, Showpad 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…
Friday, November 26th, 2021
Australian Institute of Sales, New Zealand Institute of Sales – Stuart Edmunds, Director; Association of Professional Sales – Andrew Hough, CEO Stuart Edmund’s overview from New Zealand In reality, we’re probably not a lot different from anywhere else in the world – more of the same, but different, and we’ll have twice what we needed pre-pandemic in the post-pandemic world….
Friday, November 26th, 2021
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
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 Introductory…
Friday, November 26th, 2021
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
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
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…
© 2025 copyright the Sales Transformation Hub
and the International Journal Of Sales Transformation.
The International Journal of Sales Transformation brought to you by the ISP
COOKIE POLICY | PRIVACY POLICY
