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Tuesday, September 30th, 2025
ISP managing director Guy Lloyd and Warwick Business School’s Professor Nick Lee are in conversation with celebrated sales researcher and author Professor Neil Rackham, known for his pioneering sales research and developing the SPIN methodology. Guy Lloyd: What are the big changes you’ve seen in selling activity since you were doing your research for SPIN Selling? Neil Rackham: I think…
Tuesday, September 30th, 2025
A sales leader challenges common misconceptions around “silver bullet”, short-term tactics to boost sales. It’s the end of the fiscal period, sales have been tracking well but the OI/EBITDA 1 number isn’t where it should be, so Sales needs to sell more. Its budget time and we grew well last year, but the plan is for up to 40% growth…
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
Agentic AI-powered revenue execution platform, Aviso announced a strategic partnership with UK sales business school Consalia on 16 September. The initiative aims to address a critical challenge facing chief revenue officers: sales teams struggling to effectively embed AI tools and autonomous agents into workflows and company culture. “AI succeeds when it aligns with human psychology, not when it fights it,”…
Wednesday, October 11th, 2023
Do salespeople have time to learn? Salespeople hold extensive power, influencing buying decisions that potentially have significant commercial impact and which can dictate both the future trajectory of their customers and the success of their own organisations. With so much responsibility falling on the shoulders of their salespeople, why then don’t more companies embed a learning culture within their sales…
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…
Wednesday, September 6th, 2023
What will be the impact of artificial intelligence on business? There is a fierce debate (not to mention a lot of hype) surrounding the future impact of artificial intelligence, related both to its potential benefits and also to the not inconsiderable dangers of introducing AI into business and society. On the one hand, AI investment has been growing rapidly over…
Tuesday, September 5th, 2023
Anticipating the future puts you ahead of the game. Here is an innovative guide to driving change. Part I: We couldn’t possibly do that! How the “future readiness movement” began. It was the midst of the pandemic, and it was my first team meeting as I embarked in my new role as the Chief Operating Officer for SAP Asia Pacific…
Monday, July 10th, 2023
In the first of a new series, Bob Apollo outlines some five things to bear in mind when researching, targeting and prioritising your most valuable prospects: If we do the research and use it to inform our prospecting priorities and programmes, we will inevitably generate much better qualified opportunities and convert them more effectively into satisfied customers. +
Monday, July 10th, 2023
McKinsey research (published 11 May 2023) suggests…
Wednesday, July 5th, 2023
Three ways to analyse sales strategies to determine gaps and identify opportunities for improvement. I’ve been selling and consulting for almost two decades now. During that time, I’ve had the chance to collaborate with sales organizations worldwide, assisting them with their sales strategies and designing sales enablement programmes to bridge gaps. Based on my experience, analyzing sales strategies is crucial…
Wednesday, July 5th, 2023
Analysts suggests that sales organizations which actively position technology as a “teammate” for sellers – rather than just another tool – will unlock seller productivity and enable highquality deals. Speakers at the Gartner CSO & Sales Leader Conference 2023, in Las Vegas on 16-17 May, explored how technology – particularly artificial intelligence – is key in augmenting the unique value…
Wednesday, July 5th, 2023
Some 35% of chief revenue officers (CROs) will establish a generative AI operations team within their go-to market (GTM) organization by 2025, according to a June statement from Gartner. The focus on generative AI will democratize, accelerate and enable the production of buyer-centric messaging and content, the technology research and consulting firm claims. “There is a great burden on sellers…
Wednesday, July 5th, 2023
What are tomorrow’s most important sales competencies? We’re entering a “brave new world of sales”, fuelled by the convergence of evolving B2B buying behaviours and the availability of AI-based new technologies. Is change the only constant, or do some of the traditional attributes of a successful salesperson remain important? I think it’s clear that many relatively simple pre- and postsales…
Thursday, April 20th, 2023
The research review aims to help readers keep up to date with recently published research on sales-related topics. The review highlights short abstracts of academically peer-reviewed research. This selection of published research is from a range of academic journals. In this edition, the abstracts include four themes that focus on sales performance, customer management, and behavioural studies. Sales performance Salesperson…
Thursday, April 20th, 2023
We’ve seen the hype, but what is the future of AI in sales? You were either asleep for the past few months or marooned on a desert island if you missed the hype surrounding ChatGPT, OpenAI’s artificial intelligence chatbot that was launched in November 2022. The system quickly became a social media sensation due to its detailed responses and articulate…
Thursday, April 20th, 2023
What role should sales leadership play in their organisation’s deployment of CRM? A CRM application lies at the centre of the technology stack of most sales organisations. It often represents one of the most significant investments made to support sales effectiveness. And yet both organisations and users often express frustration with both the user experience and the quality of the…
Thursday, April 20th, 2023
A trio of important research-based sales books are in the pipeline this year and all are well worth checking out for different reasons. Book 1 The first of these is Transforming Sales Management: Lead Sales Teams Through Change by Grant Van Ulbrich, set for launch on 3 May 2023 along with the “Scared-So What” personal change app, which will be…
Tuesday, February 14th, 2023
The research review aims to help readers keep up to date with recently published research on sales-related topics. The review highlights short abstracts of academically peer-reviewed research. This selection of published research is from a range of academic journals. In this edition, the abstracts include four themes that focus on sales performance, customer management, behavioural studies, and systems and tools….
Tuesday, February 14th, 2023
You’ve achieved you Masters, but what next? Can the alumni group help to continue the transformation journey? By November 2019, our SAP Masters cohort was really hitting our stride. Collectively we (and I especially) were seeing success with our papers, we were learning new skills and many of us were seeing growth within our teams as our leadership practices improved….
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