Wednesday, April 24th, 2024

How to establish trust with customers

Trust plays a major role in our prospective customer’s decision-making. Here are a few of the most important ways in which salespeople can establish trust: +

Tuesday, April 23rd, 2024

Establishing trust with your sales team

Sales managers need to both trust and be trusted by their sales team. Here are a few of the most important ways in which this can be established: +

Monday, April 22nd, 2024

News in brief April 2024

The Institute of Sales Professionals has announced that two training organisations have joined the ranks of its endorsed training organisations. Competitive Edge is an awardwinning trainer that helps to develop high-performing sales teams and leaders. Meanwhile, Alate Business Growth specialises in business-tobusiness sales training for technology companies, across IT, telecoms, and software as a service (SaaS) in diverse global and… 

Monday, April 22nd, 2024

Education inspectorate grades Consalia’s Senior Sales Leadership apprenticeship programme outstanding

Consalia’s Senior Sales Leadership apprenticeship programme has been graded outstanding by UK education inspectorate Ofsted, the sales business school announced recently. The inspection took place over three days in February. Questionnaires were sent in advance to employers and apprentices and the government inspectors also conducted detailed interviews with Consalia’s Academy Team, apprentices, employers, and delivery partners Middlesex University and Runway… 

Monday, April 22nd, 2024

Is sales training dead?

Is sales training dead? I recall reading a blog about the issue on LinkedIn back in 2016. Of course, it sought to refute this premise. That was then, but what of today? Well, the sales landscape has undoubtedly moved on, driven by evolving business practice, technology, and the advance of relatively new disciplines such as sales enablement. Firstly, the traditional… 

Monday, February 19th, 2024

What salespeople need to succeed in a new sales role

Of course, every new salesperson needs to have a clear understanding of what they are selling. But product knowledge is never enough to ensure success. Bob Apollo lists five things every new (and existing) salesperson needs to master: +

Monday, February 19th, 2024

Five things to consider before stepping up to a sales management role

For many salespeople, their obvious career goal is to advance into sales management. Unfortunately, this can turn into a frustrating move. Here’s what aspiring sales managers need to consider: +

Monday, February 19th, 2024

Sales competitions 10.1 2024

UTISC – University of Toledo Invitational Sales… 

Monday, February 19th, 2024

ISP events 10.1 2024

Details of upcoming events can be found at the Institute of Sales Professionals website. Social selling: Sales Leader Round Table This round table is for Fellows and Sales Leaders. Wednesday 21 February 2024, 9.00–10.00 am Leveraging your imposter syndrome As a result of joining this event, you will know more about imposter syndrome, the four different types and strategies… 

Friday, October 13th, 2023

Establishing your own personal development plan

No matter how comprehensive the training programme provided by their employer, salespeople need to establish and implement their own personal development plan. Bob Apollo highlights a few key considerations: +

Friday, October 13th, 2023

Sales competitions 9.5 2023

Steel City Sales Challenge hosted by Duquesne… 

Friday, October 13th, 2023

ISP events 9.5 2023

Details of upcoming events can be found at the Institute of Sales Professionals website. Accelerating Sales Growth in 2024: Sales Leader Round Table Know how to prepare for growth in the coming year, which will give you confidence to lead your team to hit their targets in 2024. Wednesday, 18 October 2023, 09.00 Prepare and present sales solutions Know… 

Wednesday, October 11th, 2023

Time for CPD

Do salespeople have time to learn? +

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… 

Wednesday, October 11th, 2023

Negotiation as a trading process

How to dodge three avoidable mistakes when closing a deal. It is as if it were yesterday. I can still see their faces: stern, unbending, implacable. The setting was innocuous enough: a small meeting room in the hotel for which I was sales director. On one side of the table, I sat with the general manager, and on the other… 

Wednesday, October 11th, 2023

Addressing underperformance

Underperformance is not just about the individual; it can be a structural issue too. It would be an exceptionally lucky or gifted sales manager who has never had to address the issue of underperformance at some stage in their management career. Sometimes the causes appear to be external – changes in the market environment over which we have little influence… 

Wednesday, October 11th, 2023

Coaching conversations

My Coaching Promise ensures sales professionals have better sales conversations. In today’s hybrid world of both face-to-face and virtual customer conversations, ensuring the best of the limited time we get with customers is paramount. I find it odd that it’s taken for granted that sports professionals have multiple coaches, yet sales professionals struggle to get time with their managers, who… 

Wednesday, September 6th, 2023

Sales competitions 9.4 2023

SEASAC-South East Asian Sales Competition hosted by… 

Wednesday, September 6th, 2023

ISP events 9.4 2023

Details of upcoming events can be found at the Institute of Sales Professionals website. Resilient leadership in high performance environments Participants will understand the essence of leadership and how their resilience and positivity are important in achieving challenging goals and in building teams which thrive and prosper. Tuesday, 12 September 2023, 09.00 Developing a sales strategy which delivers competitive… 

Tuesday, September 5th, 2023

Opening a conversation

Continuing our new series of sales tips, Bob Apollo discusses five things to bear in mind when preparing for your next significant sales conversation. How we plan and prepare for a sales conversation has a huge impact on the outcome. Preparation: +