Entries by Adam Harding

Professional Sales Awards: The winners

May 18, 2017 The winners of our prestigious Professional Sales Awards, which recognise excellence in selling have been announced at a black-tie dinner and awards ceremony in central London. These are the Association of Professional Sales’ first annual awards, and we have been delighted by the level of enthusiasm and support for the judging process […]

Professional Sales Awards: The finalists

May 11, 2017 Wednesday, May 17, is judgement day for the talented individuals and teams shortlisted for the Professional Sales Awards 2017, Britain’s first fully independent awards for the sales profession. A glittering, black tie gala dinner and awards ceremony at the Connaught Hotel beckon in the evening, but before that the finalists have to […]

APS June conference 2017: Why being there makes the difference

May 10, 2017 It’s easy to underestimate the power of the personal touch. Our fast-moving business world is held together by hi-tech communications like email, social networks and video calling. But when you really want to connect, there is nothing that can replace being in the same room, holding a face-to-face conversation. At this year’s […]

The best coaching helps people think for themselves

May 8, 2017 Ask most managers in business whether they coach and you will no doubt get the answer “Oh yeah, I coach. Have been for years”. So when trying to instil a coaching culture into an organisation, it can feel like pushing against a closed door. Why would any company need to spend money on […]

Five tips to help your team be ‘sales superstars’

April 5, 2017: Managing a sales team can be tough, especially for a new sales manager, write Lance Mortimer and Bryan McCrae, in the latest in their series on sales psychology. Selling has become tougher as buyers research products and services for opinions and reviews without even contacting a salesperson. The balance of power has […]

APS announces breakthrough degree apprenticeship in sales

March 31, 2017: The Association of Professional Sales is proud to announce that the government has provisionally approved plans for the first degree-level apprenticeship in sales. The APS has provided vision, leadership and resources to help launch this pioneering development in business-to-business sales training. We submitted an initial bid to the government last June and recruited […]

More companies join the APS sales revolution

April 3, 2017:  The Association of Professional Sales is pleased to welcome four more established companies to our growing stable of corporate members. We are proud to announce that we have been joined by Inmarsat, Neopost, RS Components, and SIG. These diverse companies, specialising in satellite and terrestrial communications, electronic components and the construction industry, will […]

Ten ways to add value and retain your customer’s business

March 23, 2017: When you fall in a hole there are many salespeople who will want to sell you a ladder, but the one you need to do business with is the seller who will help you to stop falling in holes. This famous saying by Neil Rackham, the sales guru who is patron of the Association […]

If IQ gets you hired, does EQ get you promoted?

March 10, 2017: As salespeople we need to understand our buyers’ emotions, write Lance Mortimer and Bryan McCrae, in the latest in their series on sales psychology. Most people have heard of Intelligence Quotient (IQ), and some may even have sat one of the recognised tests, such as the Wechsler Adult Intelligence Scale (WAIS).  A Google […]

APS welcomes Chancellor’s Budget focus on apprenticeships

March 8 2017: The Association of Professional Sales (APS) believes the Chancellor’s strong endorsement of apprenticeships, set out in his Budget, is good news for the future of the sales industry. During the Budget, Rt Hon Philip Hammond MP said the government had seen the start of 2.4 million apprenticeships between 2010 and 2015. And […]