Wednesday, April 24th, 2024

How to establish trust with customers

Trust plays a major role in our prospective customer’s decision-making. Here are a few of the most important ways in which salespeople can establish trust: +

Monday, April 22nd, 2024

News in brief April 2024

The Institute of Sales Professionals has announced that two training organisations have joined the ranks of its endorsed training organisations. Competitive Edge is an awardwinning trainer that helps to develop high-performing sales teams and leaders. Meanwhile, Alate Business Growth specialises in business-tobusiness sales training for technology companies, across IT, telecoms, and software as a service (SaaS) in diverse global and… 

Monday, April 22nd, 2024

Education inspectorate grades Consalia’s Senior Sales Leadership apprenticeship programme outstanding

Consalia’s Senior Sales Leadership apprenticeship programme has been graded outstanding by UK education inspectorate Ofsted, the sales business school announced recently. The inspection took place over three days in February. Questionnaires were sent in advance to employers and apprentices and the government inspectors also conducted detailed interviews with Consalia’s Academy Team, apprentices, employers, and delivery partners Middlesex University and Runway… 

Monday, April 22nd, 2024

Is sales training dead?

Is sales training dead? I recall reading a blog about the issue on LinkedIn back in 2016. Of course, it sought to refute this premise. That was then, but what of today? Well, the sales landscape has undoubtedly moved on, driven by evolving business practice, technology, and the advance of relatively new disciplines such as sales enablement. Firstly, the traditional… 

Monday, February 19th, 2024

What salespeople need to succeed in a new sales role

Of course, every new salesperson needs to have a clear understanding of what they are selling. But product knowledge is never enough to ensure success. Bob Apollo lists five things every new (and existing) salesperson needs to master: +

Monday, February 19th, 2024

Five things to consider before stepping up to a sales management role

For many salespeople, their obvious career goal is to advance into sales management. Unfortunately, this can turn into a frustrating move. Here’s what aspiring sales managers need to consider: +

Monday, February 19th, 2024

ISP events 10.1 2024

Details of upcoming events can be found at the Institute of Sales Professionals website. Social selling: Sales Leader Round Table This round table is for Fellows and Sales Leaders. Wednesday 21 February 2024, 9.00–10.00 am Leveraging your imposter syndrome As a result of joining this event, you will know more about imposter syndrome, the four different types and strategies… 

Friday, October 13th, 2023

Establishing your own personal development plan

No matter how comprehensive the training programme provided by their employer, salespeople need to establish and implement their own personal development plan. Bob Apollo highlights a few key considerations: +

Friday, October 13th, 2023

ISP events 9.5 2023

Details of upcoming events can be found at the Institute of Sales Professionals website. Accelerating Sales Growth in 2024: Sales Leader Round Table Know how to prepare for growth in the coming year, which will give you confidence to lead your team to hit their targets in 2024. Wednesday, 18 October 2023, 09.00 Prepare and present sales solutions Know… 

Wednesday, October 11th, 2023

Time for CPD

Do salespeople have time to learn? +

Wednesday, October 11th, 2023

Addressing underperformance

Underperformance is not just about the individual; it can be a structural issue too. It would be an exceptionally lucky or gifted sales manager who has never had to address the issue of underperformance at some stage in their management career. Sometimes the causes appear to be external – changes in the market environment over which we have little influence… 

Wednesday, October 11th, 2023

Coaching conversations

My Coaching Promise ensures sales professionals have better sales conversations. In today’s hybrid world of both face-to-face and virtual customer conversations, ensuring the best of the limited time we get with customers is paramount. I find it odd that it’s taken for granted that sports professionals have multiple coaches, yet sales professionals struggle to get time with their managers, who… 

Wednesday, September 6th, 2023

ISP events 9.4 2023

Details of upcoming events can be found at the Institute of Sales Professionals website. Resilient leadership in high performance environments Participants will understand the essence of leadership and how their resilience and positivity are important in achieving challenging goals and in building teams which thrive and prosper. Tuesday, 12 September 2023, 09.00 Developing a sales strategy which delivers competitive… 

Tuesday, September 5th, 2023

Becoming an effective coach

Following on from our new Sales Tips 101 column, Bob Apollo presents a parallel series of tips for sales managers, starting with the “Keys to effective coaching”. Coaching is perhaps the most important task of any sales manager, and the thing most likely to impact their team’s performance. Here are five principles to bear in mind when developing our ability… 

Monday, September 4th, 2023

In brief

RAIN Group launches Self- Study+ for sales teams Global sales training company RAIN Group announced the launch of Self- Study+ on 9 August. The new offering combines the “advantages of self-paced learning with the power of practice, feedback, and collaboration”, according to the Boston-headquartered company. The programme features 77 modules across critical skill areas and 11 standard learning journeys. Sellers… 

Monday, September 4th, 2023

Royal recognition for UK postal service’s sales training programmes

Royal Mail Group has won two prestigious awards for its sales training programmes delivered in partnership with sales business school Consalia. The UK postal service provider will receive two Princess Royal Training Awards, celebrating its “Inspiring Sales Mindsets for Growth Programme” and “B2B Sales Professional Degree Apprenticeship”. Established in 2016 and delivered by the City & Guilds Foundation, the Princess… 

Monday, July 10th, 2023

ISP events 9.3 2023

Details of upcoming events can be found at the Institute of Sales Professionals website. Motivation This webinar aims to help you understand how to draw on your hidden energy levels to improve your productivity and results. Tuesday, 4 July 2023, 09.00 Focusing your sales strategy in a changing world As a result of joining this event, your will know… 

Wednesday, July 5th, 2023

Sales strategy 101

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

Students from 11 countries participate in European Sales Competition

Congratulations to all the students who participated in the European Sales Competition (ESC) hosted by Wittenborg University of Applied Sciences in Apeldoorn, Netherlands during May and June. This year’s competition saw twin parallel finals. Students were split into two groups, one selling software from ATOSS, a European company selling workforce management software, while the other main sponsor was TeamViewer, another… 

Friday, April 21st, 2023

ISP events 9.2 2023

Details of upcoming events can be found at the Institute of Sales Professionals website. Do I need to know about change management to lead in sales? As a result of joining this event, participants will know the importance of change management in sales which will enable them to gain access to tools to help them learn and embed personal…