Tuesday, September 30th, 2025
Sales competitions 11.3 2025
Northeast Intercollegiate Sales Competition, NISC – Hosted…
Tuesday, September 30th, 2025
Five key questions a CEO should ask the sales leader/department to optimise revenue performance
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Tuesday, September 30th, 2025
Five key questions a CEO should ask a potential new CRO before hiring
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Tuesday, September 30th, 2025
Five key questions a sales leader should ask the new boss (the CEO) before accepting a CRO role
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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
Consalia opens fast track to sales degree apprenticeship
In collaboration with Middlesex University, Consalia has launched a seamless progression pathway allowing graduates of the Level 4 Sales Executive Apprenticeship to enter directly into the second year of its Level 6 B2B Sales Degree Apprenticeship. The initiative accelerates the route to a full degree, enabling learners to complete the qualification in just two years instead of three, without repeating…
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, July 9th, 2025
Sales competitions 11.2 2025
Northeast Intercollegiate Sales Competition, NISC – Hosted…
Wednesday, July 9th, 2025
Understanding my mental approach
Why self-awareness about your mental approach to sales can be critical for performance and wellbeing. We all know that ability skills and knowledge are important ingredients for success. But we all see examples of highly skilled and able people who struggle, and we see adequately skilled people thrive. The difference is often attributed to “attitude”. And there is good evidence…
Tuesday, July 8th, 2025
Don’t crash and burn out!
Latest Insights into wellbeing, motivation and sales performance. Sales performance is not just a function of skills and strategy; the wellbeing and motivation of salespeople profoundly influence it. Recent research and thought leadership converge on a clear message: sales teams thrive when their psychological needs are met, their stress is managed, and they feel motivated beyond just hitting a number….
Tuesday, July 8th, 2025
A science-based guide to motivating your team
The authors explore three theories every sales leader should master. Sales motivation isn’t rocket science – it’s far more complicated than that! While rockets (at least on the macro scale) follow predictable laws of physics, human motivation operates in the comparatively much messier realm of psychology, where individual differences, organizational contexts, and market pressures collide in unpredictable ways. Yet, too…
Monday, July 7th, 2025
The human factor
Exploring the vital relationship between wellbeing, motivation, and retention in modern sales. In too many sales environments, performance and productivity are largely seen as endpoints to be optimised through processes, metrics, tools, and training. However, there’s a growing recognition that sustainable sales performance is deeply rooted in human factors – in the wellbeing and motivation of sales professionals. I hope…
Monday, July 7th, 2025
How ISP helps both salespeople and employers
Despite being one of the most critical functions within any organisation – directly impacting revenue, customer relationships, and business growth – sales has historically lacked equivalent formal structures and standards to those that exist in professions such as law, accounting, or medicine. The Institute of Sales Professionals underlines that joining a recognised professional body for sales is an essential step…
Monday, July 7th, 2025
Sales Management Tips 101 – Boosting wellbeing, motivation and retention
Here are five practical steps that sales managers and leaders can take: +
Monday, July 7th, 2025
Motivation– a strategic imperative
Exploring the hidden driving force behind sales excellence. Why should we care about how motivated our salespeople are? Do we understand what motivates someone to do their best? How do the drivers of motivation vary between individuals, and can our best intentions demotivate our people? This edition of the Journal explores these questions. I think we can all agree that…
Thursday, April 10th, 2025
Sales Tips 101 – Making a career of sales
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Thursday, April 10th, 2025
Sales competitions 11.1 2025
Northeast Intercollegiate Sales Competition, NISC – Hosted…
Thursday, April 10th, 2025
The Joy of Learning: seven wisdoms
Why leadership inspiration, collaborative learning, and joy impact us all. Wisdom 1: Learning starts with a curious mind “I have seven wisdoms for you. What you do with them is up to you. The only thing I ask of you is to remember them.” “The first wisdom is about curiosity. Any learning starts with a curious mind. Be curious and…
Wednesday, April 9th, 2025
A Strategic Edge
How an MBA can enhance performance for sales professionals and leaders. In today’s competitive business landscape, exceptional sales performance requires more than persuasive communication and relationship-building skills. As markets become increasingly complex and data-driven, an MBA education can provide a significant competitive advantage for both salespeople and sales leaders. Here, we’ll explores how the strategic framework, analytical capabilities, and leadership…
