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Monday, September 30th, 2024
Whilst AI is unlikely to completely replace salespeople in complex B2B environments, it certainly has the potential to make good salespeople even more effective. Here are a few of the most important ways in which salespeople are using AI: +
Monday, September 30th, 2024
Details of upcoming events can be found at the Institute of Sales Professionals website. https://www.the-isp.org/events Why you need to embrace two-faced strategies in the new era of buying As a result of joining this event, you will understand how the power of persuasion can amplify the influence and impact of customer focused teams, which will help you create strategies for…
Monday, September 30th, 2024
Learning is not just important; it’s essential for success in sales. When we saw the headline on the cover of this Journal (edition 9.5) “Do Salespeople Have Time to Learn” we were left with a massive feeling of déjà vu and drifted towards a discussion of what was top of the pop charts when we first heard that said. Thankfully,…
Thursday, September 19th, 2024
Sales professionals and academics discuss the current state of AI in sales, and look to the future. Bob Apollo, Chief Outcomes Officer, Inflexion-Point As we approach the era of AI in business and sales, it is vital to explore what the key tasks will be, as well as the skills and development paths needed to make a success of the…
Wednesday, September 18th, 2024
The Institute of Sales Professionals is publishing a new, modular version of the ISP Sales Framework outlining the knowledge, skills, behaviours, and tools required by sales professionals to be “effective and ethical in the prosecution of their profession, supporting personal development, professional advancement and improved business results”. Acting as a guide for effective, competent sales performance in line with organisational…
Wednesday, April 24th, 2024
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
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
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
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? 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
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
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
UTISC – University of Toledo Invitational Sales…
Monday, February 19th, 2024
Details of upcoming events can be found at the Institute of Sales Professionals website. https://www.the-isp.org/events 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
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
Steel City Sales Challenge hosted by Duquesne…
Friday, October 13th, 2023
Details of upcoming events can be found at the Institute of Sales Professionals website. https://www.the-isp.org/events 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
Do salespeople have time to learn? +
Wednesday, October 11th, 2023
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…
