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Tuesday, October 13th, 2026
Why it’s vital to close the AI skills gap without losing customer trust. Today’s generation of marketing and sales professionals are privileged and challenged to be facing the most aggressive collision of operational efficiency and brand equity in the history of modern commerce. As artificial intelligence begins to reshape how marketing and sales departments operate, the Chartered Institute of Marketing…
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
ISP events Details of upcoming events can be found at the Institute of Sales Professionals website. https://www.the-isp.org/events Where sales compensation goes wrong (and how to fix it) As a result of joining this event, you will know the link between effective compensation management and sales performance, which will enable you to build a sales team that’s motivated, aligned, and driving…
Friday, March 13th, 2026
Details of upcoming events can be found at the Institute of Sales Professionals website. https://www.the-isp.org/events SalesTV.Live – The Early Edition Thanks to a new partnership between the Institute of Sales Professionals and SalesTV.live – the weekly talk show by salespeople, for salespeople – ISP members can now access discussions with sales leaders, innovators, and front-line professionals from across the globe…
Thursday, November 20th, 2025
Details of upcoming events can be found at the Institute of Sales Professionals website. https://www.the-isp.org/events SalesTV.Live – The Early Edition Thanks to a new partnership between the Institute of Sales Professionals and SalesTV.live – the weekly talk show by salespeople, for salespeople – ISP members can now access discussions with sales leaders, innovators, and front-line professionals from across the globe…
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…
Thursday, September 25th, 2025
Details of upcoming events can be found at the Institute of Sales Professionals website. https://www.the-isp.org/events SalesTV.Live – The Early Edition Thanks to a new partnership between the Institute of Sales Professionals and SalesTV.live – the weekly talk show by salespeople, for salespeople – ISP members can now access discussions with sales leaders, innovators, and front-line professionals from across the globe…
Wednesday, July 9th, 2025
Details of upcoming events can be found at the Institute of Sales Professionals website. https://www.the-isp.org/events Strategies for Developing High-Performance Teams Attending this event will improve your understanding of the key drivers of sales performance, enabling you to design and deliver a simple strategy for training and developing your own high-performance team. 11 July 2025, 11.00 – 11.45 am BST How…
Thursday, April 10th, 2025
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Thursday, April 10th, 2025
Details of upcoming events can be found at the Institute of Sales Professionals website. https://www.the-isp.org/events Trends defining the future of B2B sales How AI, automation, and evolving buyer behaviours are reshaping B2B sales. 2 April 2025, 2.00 – 3.00 pm BST The fallacy of control: making sense of sales metric How to effectively use sales metrics to drive better performance…
Thursday, April 10th, 2025
Why leadership inspiration, collaborative learning, and joy impact us all. Wisdom 1: Learning starts with a curious mind “I have seven wisdoms for you. What you do with them is up to you. The only thing I ask of you is to remember them.” “The first wisdom is about curiosity. Any learning starts with a curious mind. Be curious and…
Wednesday, April 9th, 2025
How an MBA can enhance performance for sales professionals and leaders. In today’s competitive business landscape, exceptional sales performance requires more than persuasive communication and relationship-building skills. As markets become increasingly complex and data-driven, an MBA education can provide a significant competitive advantage for both salespeople and sales leaders. Here, we’ll explores how the strategic framework, analytical capabilities, and leadership…
Monday, January 13th, 2025
Details of upcoming events can be found at the Institute of Sales Professionals website. https://www.the-isp.org/events Delegating, motivating and coaching As a result of this event, you will know the best practices for delegation, coaching and motivating, which will enable you to create an individualised plan to develop a high-performing and happy team. Recommended audience: anyone in a sales leadership role. …
Monday, September 30th, 2024
Whilst AI is unlikely to completely replace salespeople in complex B2B environments, it certainly has the potential to make good salespeople even more effective. Here are a few of the most important ways in which salespeople are using AI: +
Monday, September 30th, 2024
Details of upcoming events can be found at the Institute of Sales Professionals website. https://www.the-isp.org/events Why you need to embrace two-faced strategies in the new era of buying As a result of joining this event, you will understand how the power of persuasion can amplify the influence and impact of customer focused teams, which will help you create strategies for…
Monday, September 30th, 2024
Learning is not just important; it’s essential for success in sales. When we saw the headline on the cover of this Journal (edition 9.5) “Do Salespeople Have Time to Learn” we were left with a massive feeling of déjà vu and drifted towards a discussion of what was top of the pop charts when we first heard that said. Thankfully,…
Thursday, September 19th, 2024
Sales professionals and academics discuss the current state of AI in sales, and look to the future. Bob Apollo, Chief Outcomes Officer, Inflexion-Point As we approach the era of AI in business and sales, it is vital to explore what the key tasks will be, as well as the skills and development paths needed to make a success of the…
Wednesday, September 18th, 2024
The Institute of Sales Professionals is publishing a new, modular version of the ISP Sales Framework outlining the knowledge, skills, behaviours, and tools required by sales professionals to be “effective and ethical in the prosecution of their profession, supporting personal development, professional advancement and improved business results”. Acting as a guide for effective, competent sales performance in line with organisational…
