Tuesday, September 28th, 2021

The Trust Dividend

The strategic implications of trust building in B2B client relationships and the way towards enhancing them to create mutual economic value. Trust is recognised as a central concept in relationship marketing (Blois 1999) and this may be attributed to the significant impact on many outcomes in this area (Seppanen, Blomquist and Sundquist (2007). This paper considers the strategic implications of… 


Monday, September 27th, 2021

The role of trust in sales

If we expect our customers to trust us, we need to develop both an internal and an external culture of trust. Trust is an essential foundational element in any sales environment, and it can (and must) take many forms. Perhaps the most obvious manifestation lies in the relationship between the salesperson (and the vendor they represent) and the customer’s decision-making… 


Monday, September 27th, 2021

Four steps to embedding ethics

Sales ethics is essential in the new normal. Good business strategy Many companies, even entire industries, struggle to remain open during this ongoing period of challenging economic uncertainty. Business models that were shifting prior to the pandemic, such as the move from instore shopping to e-commerce, have accelerated because of the pandemic. Businesses are adjusting strategies to stay ahead of… 


Monday, September 27th, 2021

THE VALUE OF TRUST ONLINE

OVER ONE THIRD (35%) OF UK ONLINE… 


Monday, July 26th, 2021

BUYERS’ PERCEPTIONS DIFFER FROM SELLERS’

65% OF SELLERS SAY THEY “ALWAYS” PUT… 


Monday, November 9th, 2020

Improved leadership communication

How storytelling can help bridge the gap between management and teams. Even as we are communicating all the time, even if we are surrounded by communication all day, it is neither easy nor simple: “The single biggest problem in communication is the illusion that it has taken place,” according to Whyte (1950). From my experience, I believe he is right…. 


Tuesday, May 26th, 2020

Moving from “I” to “We”

How a relationship-based group coaching model can improve performance. As a salesperson and subsequent sales leader with more than two decades of experience, on-the-job learning has provided me with valuable insights and business management skills. However, given the rapidly evolving business environment, I realised the need to embark upon a continuous learning path. On learning about the SAP Master’s programme,… 


Tuesday, May 26th, 2020

Helping cross-functional team leaders achieve better results

Research led to the creation of a “Success Guide to Leading A Cross-Functional Team”. My aim with this research is to help cross-functional team leaders garner better team performance by providing an easily consumable, repeatable set of recommended behaviours and actions to help guide them to success. Team leaders can utilize the knowledge provided from these research findings for guidance,… 


Tuesday, May 26th, 2020

Cross-cultural sales into China

This study, adapted from a 2018 University of Portsmouth Business School MA Sales Management dissertation, explores the adaptive sales model and its suitability for cross-cultural sales into China. The author was surprised at the lack of cross-cultural awareness and understanding in global sales and communication, with even established exporting enterprises lacking an ability to fully engage and communicate effectively with… 


Wednesday, December 13th, 2017

Trust selling: a new source of business competitiveness

Vice chancellor of the Seoul School of Integrated Science and Technology, Dr Choi Yong Joo discusses the research around trust, social capital and value in the context of Korea. Social capital Research on “social capital” as a new source of competitiveness is very much in full swing. In 1997, Professor Francis Fukuyama at Stanford University – a renowned academic and… 


Saturday, October 31st, 2015

Power imbalances don’t preclude trust

Power imbalances between companies of different types and sizes do not prevent them from establishing successful relationships, as long as both organisations’ business strategies are compatible. The development of trust in business-to-business relationships calls for “goal congruence”, according to a recent University of Eastern Finland and Cranfield University study. Authors, Mika Gabrielsson, Professor of International Business of the University of… 


Monday, July 6th, 2015

Can contracts boost trust?

As businesses start to compete on their ability to perform and deliver results over time, contract terms are becoming the new platform for successful selling, argues the IACCM’s CEO Tim Cummins. Successful selling has never been an easy task. As time passes, it seems to become harder. Buyers are increasingly informed, aggressive and often cynical. Internet search has disrupted the…