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Tuesday, October 13th, 2026
AI-powered trademark, brand protection, and anti-piracy solutions company Corsearch announced the appointment of Nicholas Langeveld as Chief Revenue Officer on 22 September. His mandate is to build the company’s commercial organization around a single mission: elevating the value of customers’ Brand IP by protecting the trust consumers place in their brands. As Chief Revenue Officer, he will lead Sales, Account…
Tuesday, October 13th, 2026
That gap – between holding the role and living it – is the most expensive and least examined leadership problem in strategic account management (SAM). Why executive sponsorship is a leadership behaviour, not a title. Ask a room full of senior executives how many sponsor a strategic account; most hands go up. Ask them what they actually did for that…
Thursday, July 16th, 2026
NISC – Northeast Intercollegiate Sales Competition Cash…
Thursday, July 16th, 2026
Why hiring great salespeople is a negotiation between two parties who both need to do their homework – it’s definitely not a one-way selection process. Anyone involved in sales recruitment for high-impact roles complains about the same thing: there just aren’t enough outstanding salespeople to go round. It’s not a new problem. Indeed, the underlying scarcity of genuinely top-performing salespeople…
Tuesday, July 14th, 2026
Sales leader and commercial change practitioner Dr Jeremy Noad has teamed up with sales education specialist Dr Beth Rogers to produce a practical book series for people entering professional selling. In this article, Beth explores how the challenges of onboarding new hires shaped their thinking. Recruiting salespeople is difficult, costly and timeconsuming. That makes the first months in role too…
Tuesday, July 14th, 2026
Why the right fit is vital for both employer and candidate. It seems like an obvious truism, but finding the right fit is vital for both employer and the candidate when it comes to hiring enterprise account executives and other top sales talent. Yet, recruiters sometimes appear to forget this. The process of hiring top-level sales talent is definitely not…
Friday, March 13th, 2026
Annual Robert Morris Sales Challenge Contact Jill…
Tuesday, November 25th, 2025
This edition focuses on the importance of personal branding in sales. Here are five top tips each for salespeople and their managers. Sales Tips 101 From a salesperson’s perspective Sales Management Tips 101 From a sales manager’s perspective: +
Tuesday, November 25th, 2025
Q: How have buyers needs and expectations changed recently? A: According to 2023 Challenger research into “How B2B buyers make purchase decisions”, buyers demand compelling insights and “won’t tolerate a meeting that doesn’t engage them and motivate them to action”. Moreover, when the Challenger team asked buyers about their opinions of seller skills in relation to providing a powerful sales…
Monday, November 24th, 2025
How to use capital budgeting as a sales methodology. Abstract Capital budgeting is a fundamental process in corporate finance involving the evaluation and selection of long-term investments that are in line with a company’s strategic objectives. When employed as a sales methodology, capital budgeting helps sales representatives present their products and services as strategic investments to potential clients. This approach…
Monday, November 24th, 2025
Moving beyond the personal branding noise. Personal brand has earned its place in 2025’s buzzword bingo. The term triggers something different in everyone. For some, it’s an eyeroll; for others, it’s anxiety about keeping up. Some people are energised by it. My friend Anna hates it altogether because she refuses to be pigeonholed or put in a box. Your personal…
Monday, November 24th, 2025
Personal branding as a competitive advantage in a world of AI and automation. Personal branding has been a fashionable term for some years now and it is often taken as something “we all need to do”. Yet, very often we don’t stop and ask why. For this reason, personal branding seldom has the strategic attention that it perhaps deserves. In…
Monday, November 24th, 2025
Why your personal brand is built one conversation at a time. When social media consultants talk about “personal brand” many instinctively think of LinkedIn. They talk about polished profiles, regular posts, and carefully curated content. There is no doubt that a strong digital presence can raise visibility and credibility. It might make potential customers more willing to respond to our…
Friday, November 21st, 2025
The Institute of Sales Professionals has launched a new scheme to recognise organisations’ commitment to professionalism in sales. The Investor in Sales Award will celebrate businesses that invest in the development and impact of their sales teams, recognising organisations’ commitment to building and sustaining professional, ethical and high-performing sales teams and culture. ISP managing director Guy Lloyd tells the Journal:…
Thursday, November 20th, 2025
12th European Sales Competition The European Sales…
Tuesday, September 30th, 2025
Northeast Intercollegiate Sales Competition, NISC – Hosted…
Tuesday, September 30th, 2025
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Tuesday, September 30th, 2025
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Tuesday, September 30th, 2025
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Monday, September 29th, 2025
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…
