Tuesday, May 3rd, 2022

2022 8.3 Research Review – edited by Jeremy Noad

The research review aims to help readers keep up to date with recently published research on sales-related topics. The review highlights short abstracts of academically peer-reviewed research. This selection of published research is from a range of academic journals. In this edition, the abstracts include four themes that focus on sales performance, customer management, behavioural studies, and systems and tools…. 


Tuesday, May 3rd, 2022

Selling face to face

Being there is still important in the modern B2B sales process. Businesses increasingly communicate with customers and prospects in new ways as technology advances. Today’s sales reps use a variety of tools to accomplish their tasks – email, social media and video-chat tools among others. Consequently, traditional in-person sales meetings have become less common. Nevertheless, even as the B2B sales… 


Tuesday, May 3rd, 2022

Value-pricing: 12 key points for implementing strategy

Value First, Then Price: Building Value-Based Pricing Strategies, edited by Andreas Hinterhuber and Todd C Snelgrove, is the definitive book on value selling. To celebrate the publication of the second edition we have interpreted some of the main points in one of the key chapters of the book: “Quantifying your value so customers are willing and able to pay for… 


Tuesday, May 3rd, 2022

Understanding true value

Engage buyers using the basics of value-based selling. We all know the frightening stats: buyers spend 17% of their time interacting with sales professionals, and nearly half (43%) prefer a completely rep-free experience (Gartner). Yes, this is alarming. However, this roadblock is just that, a roadblock – it’s not impassable. After all, the buying journey is complex and contains numerous… 


Monday, July 26th, 2021

Psychological contract

Introducing the psychological contract into sales education The “psychological contract” approach in organisational terms makes claims for greater mutual commitment and motivation (Rousseau, 1995) and reciprocation (Coyle-Shapriro and Kessler, 2002). Best-practice practitioner sales training promotes trust-based relationship building, in order to overcome price objections and maintain profit margins. However, it does not necessarily explain how this can be achieved in… 


Monday, July 26th, 2021

Past, present and future of sales enablement

Exploring the last decade of sales and sales enablement and what’s in store for the next ten years. There’s no question that B2B sales and the ways in which we sell have rapidly and fundamentally changed during the past year. But how does that compare with the past decade and, more importantly, where is the industry headed next? For many… 


Monday, July 26th, 2021

The three truths of sales enablement

Like any change-management programme, effective sales enablement is not rocket science but remains challenging to deliver. I am constantly amazed by the poor understanding of enablement in the go-to-market space. Many overcomplicate it; others oversimplify and dismiss its value. I recently delivered a webinar with the Sales Enablement Society, titled “The Only Enablement Operating Model You’ll Ever Need.” In that… 


Friday, April 23rd, 2021

Supercharging our sales conversations

Selling power comes not from how much conversation we manage to get through, but the quality of the conversation. Supercharging sales is the overall theme of this edition of the International Journal of Sales Transformation, so I thought it might be appropriate to focus on a topic that has long been a focus of mine: how can salespeople supercharge their… 


Friday, April 23rd, 2021

Omnichannel here to stay for B2B sales

Covid-19 has cemented omnichannel interactions as the… 


Friday, February 26th, 2021

New sales realities

Business leaders need to understand that it’s the fit of People, Process, Pricing, and Partners that drives sales effectiveness. Selling is changing. When managers make decisions based on obsolete assumptions, they fall victim to those who do understand cause-and-effect links between buying and selling. For over a half-century, buying has been framed in terms of a hierarchy-of-effects model: moving a… 


Friday, February 26th, 2021

Fast forward to the future

Waldemar Adams explains how SAP’s sales organisation moved quickly to adapt in a year of dramatic change. iJosT: What do you think are the most important issues around sales currently? W A: What we see is that we are anyhow in a transition in the world of selling that has now accelerated because of the pandemic situation. Most of it… 


Friday, February 26th, 2021

Here’s what’s changing

The key issues for B2B sales leaders in 2021. 2020 proved to be a challenging year for many B2B sales organisations. Certain sectors powered ahead (for example, anything associated with e-commerce or digital transformation) but many other industries suffered significant declines in demand. 2021 will inevitably bring further challenges. Whilst the emergence of effective vaccines offers some hope for recovery,… 


Friday, November 6th, 2020

What’s your customer’s unique value story?

Do you have compelling answers to three crucial customer questions: why change, why you, why now? Generic value propositions, while they might be of some use in persuading potential prospects to make initial contact with you as a potential vendor, aren’t very helpful when it comes to setting your customer’s expectations about the specific value that they will derive from… 


Thursday, May 28th, 2020

ABM and KAM in tandem

Account-based marketing is increasingly recognised as a highly effective approach to working with key accounts, so is of major interest to key account managers looking for new approaches. November’s KAMBP explored how to use ABM and KAM together. Bev Burgess, Senior Vice President & Practice Lead, and Dave Munn, President and CEO, introduced ITSMA (the Information Technology Services Marketing Association)… 


Friday, May 22nd, 2020

Solutions or outcomes?

Bob Apollo on Sales Methodologies In recent articles in this series, I’ve taken a look at some of today’s most widely adopted B2B sales methodologies. Many sales methodologies (in the interest, no doubt, of selling more books and training courses) claim to have a uniquely effective approach. Yet, and perhaps inevitably, each methodology has its strengths, weaknesses, and blind spots…. 


Tuesday, September 10th, 2019

Growing together (part 2)

Following up on our previous article in last issue of IJST, we continue the discussion on how to best work with your strategic customers to help create joint solutions for growth. What do the best do differently to create joint solutions? Leading companies that excel at collaboratively creating value with their customers are not trying to do a thousand things… 


Tuesday, September 10th, 2019

Spotlight on Strategic Selling

In the previous edition of the International Journal of Sales Transformation, I summarised some of the key aspects of the Sandler Selling System. In the second of my series of articles on today’s leading sales methodologies, I want to turn to another long-established approach: Strategic Selling® from the Miller Heiman Group. The Strategic Selling methodology is particularly effective in complex… 


Tuesday, September 10th, 2019

Questions or insights?

Context is important in sales meetings. Successful approaches vary according to the level and function of the executive you are speaking to and how far along the buying journey they may be. Writing in Harvard Business Review, Journal contributor Dr Frank Cespedes and Tracy DeCicco warn of the negative consequences of choosing the wrong sales approach for the circumstances, such… 


Tuesday, September 10th, 2019

Inside sales organisations risk losing 24% of employees

Some 24% of inside sellers are actively looking for a new job, with the three most common reasons being dissatisfaction with the competitiveness of compensation package, manager quality, and the degree of respect the organisation shows employees. That’s according to findings from Gartner’s Global Labor Market Survey. The survey also highlights factors that would pull sales representatives to similar jobs… 


Tuesday, June 25th, 2019

Growing together

How to work with strategic customers to create joint solutions for growth. Article summary Persistent, disruptive forces impacting profitable growth are intensifying, and as a result, companies in many industries face slower growth and accelerating commoditization of product and service margins. Given marketplace complexity and dynamic shifts in how customers buy, traditional business models are threatened and new strategies and…