Monday, February 13th, 2023
Ethical principles in AI-guided selling
As AI-guided selling takes hold, ethics remains an important foundational principle. Today, AI can do things that humans could never do before like finding the quickest route to a destination; personalising suggestions for books, films, music, and clothes; identifying new chemical compounds and medical treatments; predicting equipment failures and coordinating maintenance across complex supply chains; using quality-assurance data to improve…
Monday, February 13th, 2023
Customers are demanding much more
As buyers become ever more demanding, companies…
Monday, February 13th, 2023
3 key business technologies for 2023
3 key business technologies for 2023 1….
Friday, September 30th, 2022
Cranfield KAM Forum (Reports from Q2 2022)
“Putting the customer at the heart” by Mark Bailey Rolls-Royce plc is a company that deals with power and propulsion and should not be confused with the motor-car company, which is entirely separate. Rolls-Royce plc provides power and propulsion systems for land, sea, and air, including nuclear submarines, military and civil aircraft, and major data centres. All of its systems…
Friday, September 30th, 2022
2022 8.5 Research Review – edited by Jeremy Noad
The research review aims to help readers keep up to date with recently published research on sales-related topics. The review highlights short abstracts of academically peer-reviewed research. This selection of published research is from a range of academic journals. In this edition, the abstracts include four themes that focus on sales performance, capability development, behavioural studies, and systems and tools….
Friday, September 30th, 2022
Get in the flow
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…
Tuesday, May 3rd, 2022
Cranfield KAM Forum online
Reports from Q1 2022 Sales tips from an advertising guy: Stephen Mangham Former Ogilvy Saatchi and Saatchi and Saatchi ad man Stephen Mangham shared his insightful views of the KAM market from the fresh perspective of someone who had a very successful career in advertising observing the companies that get things right and those that do not. Marketing is “the…
Tuesday, May 3rd, 2022
2022 8.3 Research Review – edited by Jeremy Noad
The research review aims to help readers keep up to date with recently published research on sales-related topics. The review highlights short abstracts of academically peer-reviewed research. This selection of published research is from a range of academic journals. In this edition, the abstracts include four themes that focus on sales performance, customer management, behavioural studies, and systems and tools….
Tuesday, May 3rd, 2022
Selling face to face
Being there is still important in the modern B2B sales process. Businesses increasingly communicate with customers and prospects in new ways as technology advances. Today’s sales reps use a variety of tools to accomplish their tasks – email, social media and video-chat tools among others. Consequently, traditional in-person sales meetings have become less common. Nevertheless, even as the B2B sales…
Friday, April 29th, 2022
The rise of e-commerce
IN THE US, B2B SELLERS ARE NOW…
Friday, April 29th, 2022
5 reasons AR matters to sales
AUGMENTED REALITY INCREASES SALES: SOME COMPANIES HAVE…
Friday, April 29th, 2022
Digital evolution in sales: making sense
BY 2025: 80% OF B2B SALES INTERACTIONS…
Friday, November 26th, 2021
New era of selling
Modern selling 92% think that remote workforces…
Friday, November 26th, 2021
The Professional Bodies
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
The Practitioners
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
This time it’s personal!
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…
Monday, September 27th, 2021
THE VALUE OF TRUST ONLINE
OVER ONE THIRD (35%) OF UK ONLINE…
Monday, July 26th, 2021
Past, present and future of sales enablement
Exploring the last decade of sales and sales enablement and what’s in store for the next ten years. There’s no question that B2B sales and the ways in which we sell have rapidly and fundamentally changed during the past year. But how does that compare with the past decade and, more importantly, where is the industry headed next? For many…
Monday, July 26th, 2021
The three truths of sales enablement
Like any change-management programme, effective sales enablement is not rocket science but remains challenging to deliver. I am constantly amazed by the poor understanding of enablement in the go-to-market space. Many overcomplicate it; others oversimplify and dismiss its value. I recently delivered a webinar with the Sales Enablement Society, titled “The Only Enablement Operating Model You’ll Ever Need.” In that…
Monday, July 26th, 2021
MAJOR PURCHASES BY MOBILE PHONE
USED CAR BUYERS IN THE UK NOW…
