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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. Introduction The USA has led the way in developing and promoting sales competitions for university students. However, this dominance is quietly being challenged by the Europeans and universities across Southeast Asia. There are different factors at play around the world as well as alternative pedogeological approaches. This article discusses the challenges…
Monday, January 10th, 2022
NCSSC – National Collegiate Sports Sales Championship…
Friday, November 26th, 2021
Rod Barthet, CEO, Kyocera Document Solutions UK; Iain Masson, RVP UK & Nordics, Showpad 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…
Friday, November 26th, 2021
Australian Institute of Sales, New Zealand Institute of Sales – Stuart Edmunds, Director; Association of Professional Sales – Andrew Hough, CEO Stuart Edmund’s overview from New Zealand In reality, we’re probably not a lot different from anywhere else in the world – more of the same, but different, and we’ll have twice what we needed pre-pandemic in the post-pandemic world….
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 Introductory…
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…
Tuesday, September 28th, 2021
Why there needs to be a fresh approach to the personal development of sales executives and their managers. Many readers of this article may already be in superb sales organisations; however, for those in the sales field it will come as no surprise that many small-to-medium enterprises (SMEs) have little in the way of formal sales training that could be…
Tuesday, July 27th, 2021
This year marks the 25th anniversary of the Cranfield Key Account Management Forum. Here’s what participants discussed in Q1. In 2021 we mark the 25th anniversary of the Key Account Management Forum at Cranfield University. Following the Covid-19 pandemic the Cranfield KAM Forum has created a series of on-line seminars to complement the regular face-to face meetings that will resume…
Monday, July 26th, 2021
Introducing the psychological contract into sales education Introduction This paper discusses the relevance of the “psychological contract” to the sales process and its potential contribution to the field of sales education. This viewpoint has emerged through the author’s 40 years etic and emic perspectives of direct observation of sales executives, five years involvement in national and international university sales competitions,…
Monday, July 26th, 2021
Webinar: Sales leader round table (limited places) 16 July 2021: 9.00 am – 9.45 am BST Simon Goodison and Neil Massa, Directors of Smarter Not Harder Solutions Tips to support your team to achieve and exceed sales goals: Understand how the changes in the last 18 months shaped the lives of your team and how as a leader you can…
Monday, April 26th, 2021
Pensacola Pitch Collegiate Sales Competition – Hosted…
Monday, April 26th, 2021
Sales Essentials for Success – Cranfield Executive Development 2-3 June 2021 Sales Essentials for Success gives you the tools to build and create a sales function that is strategically directed and controlled. You’ll gain a fundamental knowledge of the tactics that must be employed on a daily basis to succeed. £2,200 + VAT (concessions available) – execdev@cranfield.ac.uk +44 (0)1234 589292https://www.cranfield.ac.uk/som/open-executive-programmes/growing-businesses/sales-essentials-for-success…
Monday, April 26th, 2021
Webinar: Cracking the Code for Communicating Price Increases 29 April 2021, 15.00-15.45 pm BST (09.00 am CST) Tim Riesterer, Chief Strategy Officer at Corporate Visions – Nearly 70 percent of companies describe their price increase conversations as “50:50” or worse in terms of how well they go over with customers. It’s no surprise that most price increases aren’t received well….
Friday, April 23rd, 2021
March 2021 may well prove to be a turning point in the standing in which the UK’s sales profession is held. Two of the organisations serving the sales community have announced a merger to create a unified professional body. The relatively recently founded Association of Professional Sales (APS) is merging with the much older Institute of Sales Management (ISM) to…
