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… 


Monday, April 26th, 2021

The triumph of data over intuition

How businesses must adapt to the new world of virtual selling. When the Coronavirus pandemic swept across the world in 2020, it is safe to say that all industries were dramatically disrupted and forced to reassess their operations and ways of working. However, the sales industry was one of the business sectors that was significantly turned on its head by… 


Friday, April 23rd, 2021

3 steps to reinventing GTM

How top sales innovators are embedding data and technology throughout their organisations to reimagine sales for the “next normal”. Sales has always been a “sensing” organisation, attuned to changes in customer sentiment, shifts in demand, and the requirements of different buying stages. But those senses are being flooded as customers shift to digital engagement, leaving sellers with more channels to cover… 


Friday, April 23rd, 2021

Supercharging our sales conversations

Selling power comes not from how much conversation we manage to get through, but the quality of the conversation. Supercharging sales is the overall theme of this edition of the International Journal of Sales Transformation, so I thought it might be appropriate to focus on a topic that has long been a focus of mine: how can salespeople supercharge their… 


Friday, April 23rd, 2021

Supercharging sales

UK lawmakers warn that Britain is suffering from a shortage of salespeople and sales skills. MPs say much more needs to be done to recruit and train people with strong B2B selling skills. Last month’s report by Westminster’s All-Party Parliamentary Group for Professional Sales underlined a persistent problem for the sales profession in the United Kingdom: quite simply, not enough… 


Friday, April 23rd, 2021

B2B BUYERS PREPARED TO SPEND $1M+ ONLINE

DESPITE CONVENTIONAL WISDOM THAT BIG-TICKET SALES REQUIRE… 


Friday, April 23rd, 2021

Omnichannel here to stay for B2B sales

Covid-19 has cemented omnichannel interactions as the…