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Monday, July 27th, 2020
In a major step forward for professional selling, UK professional body the Association of Professional Sales has highlighted the achievements of 15 young salespeople who have become the first to complete a new, nationally recognized apprenticeship in sales. The pioneering 15 have successfully completed the Level 4 apprenticeship for sales executives. They have been trained by their employers and the…
Thursday, July 9th, 2020
A career in selling can be vibrant, fast-paced, bold and exciting. It can also be demanding, challenging and subject to long hours in a busy, target-driven environment. But the sales function is the bedrock of any business so, if you’re committed to developing client relationships and providing valuable solutions, sales can be a highly rewarding, dynamic and fulfilling long-term career….
Thursday, July 9th, 2020
Never before have there been so many options for students, apprentices and aspiring sales professionals to study and gain valuable qualifications and commercial experience. Academic sales programmes are available to those anticipating a sales career either as university and college courses for undergraduate students on leaving school or at postgraduate level. Postgraduate options (often aimed at more experienced individuals) include…
Tuesday, July 7th, 2020
In the UK, sales apprenticeships are programmes that allow people to study for a professional qualification while being paid and receiving on-the-job training. Sometimes, off-site classroom training is also involved. Apprenticeships typically last one to three years. They’re open to anyone over the age of 16 and not in full-time education. As there’s no upper age limit, apprenticeships can be…
Monday, July 6th, 2020
Sales competitions are attracting the attention of students from around the world because they are a great way for sales course participants to showcase themselves in front of prospective employers. Equally, many corporate employers have embraced sales competitions as a convenient way of checking out the best of the new crop of sales talent. Competitors who perform well are likely…
Thursday, July 2nd, 2020
A job in sales can give you the skills to become a future business leader. The skills you need Many people think that to be successful in sales you need to be able to talk. It’s true; being able to communicate well is massively important but the “gift of the gab” is not required now, and frankly, never was. What…
Thursday, May 28th, 2020
Account-based marketing is increasingly recognised as a highly effective approach to working with key accounts, so is of major interest to key account managers looking for new approaches. November’s KAMBP explored how to use ABM and KAM together. Bev Burgess, Senior Vice President & Practice Lead, and Dave Munn, President and CEO, introduced ITSMA (the Information Technology Services Marketing Association)…
Thursday, May 28th, 2020
How to make virtual sales presentations more engaging, more memorable and more effective. In an instant, the number of salespeople delivering remote presentations has reached 100%. But how do they feel about virtual sales calls, versus in-person meetings? Not good, according to our recent industry survey of over 500 B2B salespeople. Over 70% of salespeople believe that remote selling is…
Tuesday, May 26th, 2020
Identifying a B2B buyer’s post-decision “cognitive states” – consonance and dissonance – and how to accommodate them. Cognitive dissonance is experienced when a person suffers from the unpleasant and conflicted state of being “in two minds about something” – in other words, concurrently holding two or more contradictory cognitions (ie, perceptions, attitudes or beliefs). The concept became popularised among marketers…
Friday, May 22nd, 2020
Nick de Cent is in conversation with Philip Stylund, discussing sales strategy post-COVID-19 and the blended world of the future. Nick de Cent: In these times of great uncertainty, do you predict that the rush to online sales that we’re seeing will further broaden the divide between simple and complex sales in B2B? And what I mean by that is:…
Wednesday, September 11th, 2019
New, controlled field test proves effectiveness of online alternative. When it comes to creating lasting behaviour change in salespeople, the assumption is that virtual sales skills training is a pale imitation of in-person classroom training. But what if an online training alternative could be proven as effective, if not more effective than classroom training? Can you imagine the possibilities for…
Tuesday, September 10th, 2019
As B2B buying behaviour evolves, how can sales organisations adapt? This is the third of a series of articles in which Dr Simon Kelly, Dr Paul Johnston and Stacey Danheiser explore customer value and differentiation. In this article they offer an early view into their latest research around the roles and competencies required by salespeople to help their organisations differentiate…
Tuesday, June 25th, 2019
CPD is vital in today’s sales world, and the “Journal” is aiming to help. Continuing professional development is widely recognised as fundamental to the improvement of standards and skills for individuals, their industries and professions. Yet, until recently, CPD has not been top of the agenda in sales. Why? Let’s face it, sales may be the world’s oldest profession, but…
Thursday, March 21st, 2019
There is a general recognition – backed by the latest research from CSO Insights and others – that sales organisations that have adopted a structured approach to selling consistently and often dramatically outperform their less-effective competitors. One of the key foundations of a structured approach to selling involves the adoption of an appropriate sales methodology. You might think of these…
Wednesday, December 13th, 2017
I’m not sure that what you might describe as the “traditional” approach to sales skills development – sending salespeople on an occasional formal sales training course based on one of the many standard methodologies – ever delivered consistent results in terms of driving sustained performance improvement. And that was in yesterday’s relatively static marketplaces! In today’s fast-changing business environment, sales…
Wednesday, December 13th, 2017
Despite high employment, UK labour productivity growth remains weak while job prospects of many adults are hurt by poor basic skills such as literacy and numeracy – that’s the view of the Organisation for Economic Co-operation and Development OECD. A recent report from the inter-governmental organisation, Getting Skills Right: United Kingdom says that to boost the country’s growth, productivity and…
Friday, September 22nd, 2017
Decades of research now point to emotional intelligence as the critical factor that sets star performers apart from the rest of the pack. Peter Salovey and John D Mayer coined the term “emotional intelligence” in 1990, describing it as “a form of social intelligence that involves the ability to monitor one’s own and others’ feelings and emotions, to discriminate among…
Thursday, September 21st, 2017
Association of Professional Sales fellows are inspiring the next generation of salespeople via the “APS Sales in a Box student initiative to promote professional sales as a career in secondary schools. The programme provides guidance for anyone to promote professional sales as a career and is especially important in the context of employers admitting their first intake of B2B Sales…
Wednesday, September 20th, 2017
High levels of emotional intelligence applied the…
