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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
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…
Friday, November 26th, 2021
In the bold new world of sales, a mental shift is required. The pandemic turned the whole world upside down: it made us shift our priorities away from things that we once thought were important to new ways of working and living. As people switch careers and re-evaluate how they spend their time, naturally their behaviours have fundamentally changed. In…
Friday, November 26th, 2021
What should B2B sales leaders be prioritising in 2022? As we head towards 2022, sales organisations are emerging from a tumultuous two years. Across many markets and industries, the sales function has had to cope with transformational changes that have been compressed into a short period of time. Inevitably, some sales organisations have managed to adapt better than others. They…
Tuesday, July 27th, 2021
How applicable is agile leadership within a traditional organisational structure? Introduction “Just because you fail once doesn’t mean you are going to fail at everything.” – Marilyn Monroe History has shown through all endeavours, be it in business, sport or academics, that those who are able to adapt to change and remain open to new ideas are the most likely…
Monday, July 26th, 2021
A modern-day Odyssey in search of ethics and purpose in leadership. Background I have observed increasing concerns about the potentially unfortunate fate of organisations and society in the event of ethics and purpose not playing an important role in leadership, human relationship and our behaviour. Therefore, I strongly believe that it is the responsibility of today’s leaders to communicate to…
Monday, July 26th, 2021
Perhaps surprisingly, the nature of anxiety means that it offers an inherent opportunity for personal and professional growth. In high-value and complex B2B sales, ambitious sales targets and growth plans are common. Typically, sales professionals are measured on outcomes they can control only to a certain extent. As they mature in their career, many develop ways of managing sales pressure…
Monday, April 26th, 2021
“When we listen and celebrate what is both common and different, we become a wiser and more inclusive and a better organisation” – Pat Wadors, head of HR at LinkedIn. At SAP, we have set ourselves a target of achieving 10% of young talent in our workforce in South East Asia (SEA) by 2023. This is a two-fold increase from…
Friday, February 26th, 2021
Why understanding team tenure can be a key to healthy sales-team dynamics and a rapid alignment of teams. The longer a team has spent together with the same composition of team members, the more harmonious interpersonal relationships become. The shared experience builds trust and psychological safety, leading to smoother team processes, more effective use of resources and increased team performance…
Friday, February 26th, 2021
How sales-enablement platforms can help us make a success of virtual onboarding. One positive to come out of 2020 was the accelerated push for digitalisation. For some, this meant learning to video call friends and family. For others, it meant moving every single work-related process from in-person to online. Now, we’re comfortable with hosting entirely virtual events, conducting virtual sales…
Monday, November 9th, 2020
Article summary Finding the time for training and development while meeting customer needs (and achieving bottom line results) is a universal struggle faced by nearly all sales executives. The struggle is especially real for those in the highly competitive IT industry, where rapid strategic and industry change require ever-increasing time and effort to stay “in-the-know”. SAP’s Sales Coaching Team has…
Friday, November 6th, 2020
Sales methods must change in a post-COVID-19 world. It is often said that people buy from people. Many of the world’s top salespeople have relied on their personality and ability to quickly establish a rapport with customers to become highly successful. While this trend may continue in future, the dynamics of sales have to change dramatically in a post-COVID-19 world….
Friday, November 6th, 2020
DO RIGID PROCESSES WORK IN TODAY’S WORLD…
