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Tuesday, July 28th, 2026
The 2026 DMA Awards opened for entries on 7 July. The Data & Marketing Association (DMA) is inviting brands, agencies, charities, marketing and technology partners to submit the campaigns, programmes and innovations that have defined the past year. Now in its 46th year, the DMA Awards is among the UK’s longestrunning marketing awards, recognising work that combines strategic thinking, outstanding…
Tuesday, July 28th, 2026
In today’s tech world, when it comes to prospecting, the strongest performers unify channels, workflows, and reporting around a single view of the buyer. However, fragmentation and lack of integration is holding sales teams back, according to a whitepaper from B2B outreach specialists Sopro. The Brighton-based lead-gen company argues that, while sales and marketing organisations now use a growing mix…
Tuesday, July 28th, 2026
The International Journal of Sales Transformation has reverted to its original ownership, following a year under the auspices of the Institute of Sales Professionals. Founding editor Nick de Cent says: “I’d like to thank the ISP for their input to the Journal and offering us a home for a year. We are excited now to be going forward as an…
Thursday, July 16th, 2026
Journal’s come home The International Journal of Sales Transformation has reverted to its original ownership, following a year under the auspices of the Institute of Sales Professionals. Founding editor Nick de Cent says: “I’d like to thank the ISP for their input to the Journal and offering us a home for a year. We are excited now to be going…
Thursday, July 16th, 2026
96% of CMOs are excited about AI, yet 71% express anxiety and 80% believe AI could put their own role at risk. Artificial intelligence could unlock up to $90 billion in improved marketing returns in the US alone, according to new research. Yet, fewer than 10% of organisations have successfully scaled AI across marketing or captured AI’s true value across…
Thursday, July 16th, 2026
What defines a “supplier-switch” moment for customers has shifted for a third time in a decade. Rising buyer expectations and the acceleration of AI capabilities are driving a wedge between B2B market growth leaders and laggards. This divide may prove to be deeper than both the consumerisation of business buying and the surge in e-commerce self-serve that emerged during the…
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
The typical buying decision now includes 13 internal stakeholders and nine external influencers, with that number rising for more complex or strategic purchases, according to research and advisory firm Forrester. And, while generative AI is fundamentally reshaping how business buyers discover, evaluate, and purchase products and services, it has also become something of a “double-edged sword” in the buying process….
Friday, March 13th, 2026
With AI agents poised to reshape sales, sales leaders must rethink strategies to unlock true value, business and technology insights company, Gartner warns. By 2028, AI agents will outnumber human sellers by ten times, yet fewer than 40% of sellers will report that AI agents have improved their productivity, it claims. As AI agents become ubiquitous, Gartner advises that sales…
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…
Tuesday, November 25th, 2025
This edition focuses on the importance of personal branding in sales. Here are five top tips each for salespeople and their managers. Sales Tips 101 From a salesperson’s perspective Sales Management Tips 101 From a sales manager’s perspective: +
Tuesday, November 25th, 2025
Q: How have buyers needs and expectations changed recently? A: According to 2023 Challenger research into “How B2B buyers make purchase decisions”, buyers demand compelling insights and “won’t tolerate a meeting that doesn’t engage them and motivate them to action”. Moreover, when the Challenger team asked buyers about their opinions of seller skills in relation to providing a powerful sales…
Monday, November 24th, 2025
Your brand’s secret weapon: the salesperson connection you’re probably ignoring. When a salesperson identifies with the brand, they don’t just work for a company, they see the brand’s wins and losses as personal. It’s easy as a sales leader, or a field sales rep, to focus on territories, quotas, and compensation plans – but that’s not the whole story. In…
Monday, November 24th, 2025
Moving beyond the personal branding noise. Personal brand has earned its place in 2025’s buzzword bingo. The term triggers something different in everyone. For some, it’s an eyeroll; for others, it’s anxiety about keeping up. Some people are energised by it. My friend Anna hates it altogether because she refuses to be pigeonholed or put in a box. Your personal…
