Tuesday, September 30th, 2025

Sales execution reimagined

Bridging sales process and methodology for optimal performance. Too many times, we see sales organisations get dazzled by the latest buzzword (“MEDDIC 1 this,” “Challenger that”), after some consulting firm sells it like it’s the silver bullet that addresses low quota attainment. Or an executive grabs the hot new sales book and declares it to be the next gospel: for… 

Tuesday, September 30th, 2025

The power of adaptation

Although adaptive selling can transform sales performance, it’s not a silver bullet. We all know that the best salespeople don’t always follow the script. While reps might start out reciting memorized pitches, as they develop they learn to read the room, adjust their approach, and craft solutions that resonate with each unique customer. This distinction captures the essence of adaptive… 

Tuesday, September 30th, 2025

Safety, problem solving and creating value between organisations

ISP managing director Guy Lloyd and Warwick Business School’s Professor Nick Lee are in conversation with celebrated sales researcher and author Professor Neil Rackham, known for his pioneering sales research and developing the SPIN methodology. Guy Lloyd: What are the big changes you’ve seen in selling activity since you were doing your research for SPIN Selling? Neil Rackham: I think… 

Tuesday, September 30th, 2025

Growing sales is easy…and yet

A sales leader challenges common misconceptions around “silver bullet”, short-term tactics to boost sales. It’s the end of the fiscal period, sales have been tracking well but the OI/EBITDA 1 number isn’t where it should be, so Sales needs to sell more. Its budget time and we grew well last year, but the plan is for up to 40% growth… 

Monday, September 29th, 2025

Understanding situational fluency

Shining a spotlight on some common B2B sales methodologies Research demonstrates that B2B sales organisations which adopt thoughtful, principled approaches to selling benefit from higher win rates, shorter cycles, and improved forecast accuracy. But no one published methodology fits every context or situation. Some excel in major account management, others in questioning techniques, stakeholder mapping, or opportunity qualification. The idea… 

Monday, September 29th, 2025

There is no silver bullet

Why the future of B2B selling must be situationally adaptive. For decades, authors of books about selling have sought to promote the perfect methodology – the idea that there is “one best way” to sell. Whether SPIN, Challenger, Value Selling, Sandler, Miller-Heiman, MEDDPICC or many other approaches, each has claimed to provide the formula for sales success. But in today’s… 

Monday, September 29th, 2025

The elusive silver bullet

Why sales performance remains stubbornly stagnant. For decades, the sales profession has been on a quest for the mythical silver bullet: that magical solution promising to transform mediocre performers into quotacrushing superstars. From cutting-edge CRM systems to revolutionary sales methodologies, from eye-watering commission structures to AI-powered insights, the industry has thrown everything at the problem. Yet despite billions invested in… 

Wednesday, October 11th, 2023

Don’t sacrifice effectiveness

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…