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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…
Monday, September 29th, 2025
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
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
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
Northeast Intercollegiate Sales Competition, NISC – Hosted…
Wednesday, July 9th, 2025
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
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
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…
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