Thursday, July 16th, 2026
Current sales competitions
NISC – Northeast Intercollegiate Sales Competition Cash…
Thursday, July 16th, 2026
Top sales talent: it’s a sellers’ market
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 onboarding: from early learning to first customer contact
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
Negotiating the path to hiring the best sales talent
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
Sales competitions 12.1 2026
Annual Robert Morris Sales Challenge Contact Jill…
Tuesday, November 25th, 2025
Personal Branding Tips
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
Elevate your selling with personal branding
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
Selling strategic investments
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
Your authentic personal brand
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
Stand out from the crowd
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
Six pillars of personal branding
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
ISP launches awards to recognise sales professionalism
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
Sales competitions 11.4 2025
12th European Sales Competition The European Sales…
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…