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Thursday, April 20th, 2023
Recent research highlights differences in how sales leaders and sellers view the best ways to engage with prospects, but the majority agree that buyer centricity is the right approach overall – that’s according to a study conducted by sales training specialist ValueSelling Associates and L&D publication Training Industry. A significant majority of sales leaders (61%) believe it makes sense to…
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…
Thursday, April 20th, 2023
Fewer than half of sales leaders and…
Tuesday, February 14th, 2023
Details of upcoming events can be found at the Institute of Sales Professionals website. https://www.the-isp.org/events Pick fights! How to make your business/proposition stand out in a crowded marketplace and set yourself apart from your competition Mark Blackmore, Director, Lammore Consulting offers essential advice to make your business or your proposition stand out in a crowded marketplace.Wednesday 8 February 2023, 09:00…
Monday, February 13th, 2023
Over 100 students from universities across South-East Asia recently competed in three rounds of the latest South-East Asia Sales Competition (SEASAC) 2022, sponsored by paint manufacturer PT Propan Raya. The competition offered participants a “great sales educational experience” one of the leading judges for the final round, Dr Colin Mackenzie told the Journal. The qualifying round was completed on 13-15…
Monday, February 13th, 2023
Marking the start of National Apprenticeship Week on 6 February 2023, senior UK Treasury minister John Glen has called for students to undertake apprenticeships as an alternative to a traditional university degree. As part of the government’s campaign to boost apprenticeships, the Chief Secretary to the Treasury says that apprenticeships can offer better ROI for young people and will also…
Friday, September 30th, 2022
Ohio Collegiate Sales Competition – Cleveland State…
Friday, September 30th, 2022
SAP’s Experiential Sales Learning programs allow salespeople to learn in the flow of their work. To ensure that business continued to flow, in 2020 most companies worldwide responded to the pandemic by making the transition to remote working. More recently, as some businesses began to require employees to work onsite again, others have been cementing a hybrid working model as…
Friday, September 30th, 2022
When a group of non-native English speakers wanted to hone their English writing and speaking skills, they joined a programme exploring a range of literary genres via the work of a cross-section of authors. We set these business leaders the task of recounting their most memorable sales experiences in the Journal. In this special feature, we explore the rationale behind…
Thursday, September 29th, 2022
Every salesperson has the potential to improve their storytelling skills. As human beings, we have evolved over the generations to use stories to communicate. Moreover, one of the key factors that sets today’s most effective salespeople apart from the rest is their ability to share compelling, relevant anecdotes – typically the experiences of other existing customers – that resonate with…
Thursday, September 29th, 2022
Stories are not only enduring; they help drive business. Telling stories is what humans do; it is fundamental to the human experience. We’ve been telling stories for tens of millennia: 30,000 years at least. Cave paintings in the Grotte Chauvet-Pont d’Arc, located in the Auvergne district of France, date back 30,000 years and represent the oldest known storyboard to be…
Friday, April 22nd, 2022
ESC-European Sales Competition – Han University of…
Monday, January 10th, 2022
Three perspectives on enhancing sales skills through sales competitions. What are the challenges of being a sales competition director? Johannes Reiterer: Directors of a sales competition are faced with various challenges. One of the biggest is to establish a realistic and challenging competition case study. The case requires development of a concrete and consistent storyline, generation of briefings for role-play…
Monday, January 10th, 2022
NCSSC – National Collegiate Sports Sales Championship…
Friday, November 26th, 2021
Q: What are the top-three new agenda items that sales leaders will be thinking about for 2022? IM: Buying behaviours have evolved tremendously throughout the digital age, seeing the most accelerated growth specifically throughout the pandemic, and sellers must rapidly adapt accordingly. Working and living in the same space caused many people to rethink what is important to them, leading…
Friday, November 26th, 2021
Australian Institute of Sales, New Zealand Institute of Sales – Stuart Edmunds, Director; Association of Professional Sales – Andrew Hough, CEO Q: What will be the top-three agenda items for sales leaders as businesses emerge from the pandemic? SE: 1) Staffing (retention, attraction, development – with the skills shortage). 2) New-customer acquisition and accelerating pipeline. 3) Increasing virtual/remote selling capabilities….
Friday, November 26th, 2021
Waldemar Adams, Global Senior Vice President, SAP Customer Success COO Office; Grant Van Ulbrich, Director, Sales Transformation – International, Royal Caribbean International Q: What will be the top-three agenda items for sales leaders as businesses emerge from the pandemic? WA: 1) Ensure customer success. 2) Budget achievement and growth plans. 3) Manage their teams successfully, with empathy. GVU: Our focus…
Friday, November 26th, 2021
Mark Davies, Founder, Segment Pulse Limited, Visiting Fellow, Centre for Strategic Marketing and Sales, Cranfield School of Management, and The Advanced Services Group, Aston Business School; Dr Mark Hollyoake, Director, Customer Attuned and Associate Lecturer, University of the West of England; Tim Riesterer, Chief Strategy Officer, Corporate Visions; Dr Philip Squire, CEO, Consalia; Philip Styrlund, CEO, The Summit Group Q:…
Friday, November 26th, 2021
Dr Frank Cespedes, senior lecturer, Harvard Business School; Professor Mark Johnston, Professor of Marketing and Ethics, Rollins College; Professor Nick Lee, Warwick Business School; Dr Colin Mackenzie, specialist lecturer, Edinburgh Napier University; Dr Javier Marcos, Associate Professor, Strategic Sales Management and Negotiation, Cranfield School of Management; Dr Beth Rogers, Visiting Fellow, Cranfield School of Management Q: What will be the…
