Thursday, June 7, 2018: Sales enablement and development are assuming an ever more central role in the smooth running of most sales organisations. In response, the Association of Professional Sales (APS) has brought together a new professional community to seek out best practice on this vital business function. But what is sales enablement? The speakers […]
Author Archive for: JennyBooth
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Entries by JennyBooth
Thursday 7 June 2018: A single buzzword emerged from the Association of Professional Sales’s conference on leadership today, and the word was vulnerability. In an inspiring event, the importance of admitting ignorance or failure and learning from one’s mistakes cropped up repeatedly as the hallmarks of an effective manager. Valerie Risk and Rishi Rout of […]
15 November 2017: In the run-up to Brexit, the Association of Professional Sales is canvassing opinion about what leaving the European Union will mean for British business. Over the next 18 months, as Britain counts down to Brexit, we will be looking at how professional salespeople need to adapt to thrive in a new-look marketplace. We […]
27 October 2017: APS patron Neil Rackham has been awarded an honorary doctorate by Edinburgh Napier University in recognition of his world-renowned achievements in the theory and practice of sales. Professor Rackham pioneered consultative selling, after using his psychology degree to devise what remains the largest piece of practical research ever conducted into the way […]
October 16, 2017: One of the biggest challenges facing sellers today is how much harder it is to speak to customers before they have already made up their minds. Customers are on average 68% of the way along the buying process before they contact a sales organisation, according to the expert research group Forrester. The wealth of […]
5 October 2017: Business has been seeking to draw lessons from sport for over forty years. The word ‘coach’ has been used in sports since the 19th century, but it was only in the 1980s that it really began to enter the business lexicon. John Whitmore, a former racing driver and pioneer of coaching as […]
28 September 2017: Many companies see attracting top sales staff as the silver bullet that will end their problems and boost their growth. With too few high-potential salespeople to meet rampant demand, how do you make sure your company gets the best? A wealth of experience and scientific research was shared at yesterday’s APS conference […]
19 September 2017: Unplanned attrition – the sudden departure of key sales staff – is a major headache for the sales industry. It is a topic that has risen again and again in our conversations with sales leaders, writes Andrew Hough, CEO of the Association of Professional Sales. The statistics, set out in a recent CSO Insights […]
July 17, 2017: The Association of Professional Sales is delighted to announce that it has recruited five training partners of the highest calibre to deliver its sales qualifications. Earlier this year the Association launched its suite of qualifications, aimed at everyone from those starting their sales career to aspiring managers and leaders. We can now reveal […]
July 12 2017: It’s a paradox that sales manager have the most complicated and influential job in sales, yet consistently receive less training than the people they lead. New research has revealed that this approach is shortsighted. The potential rewards of a proper development programme for sales managers are large. Why are sales managers left […]
- APS Insightful Sales Seminar14/11/2017 - 2:08 pm
14 November 2019: 9.00 am – 12.00 noon GMT (Schlumberger Plc, Schlumberger House, 62 Buckingham Gate, London SW1E 6AJ) : 1. Shiny Balls & Why Sales Leaders Need to Grow a Pair. 2. The Future of Sales Manager: The impact on you and your customers. 3. Reducing work related stress in sales / Improving mental health in sales.
- APS North East Event in Partnership with durhamlane21/11/2017 - 11:46 am
21 November 2019: 8.30 am – 10.30 am GMT (durhamlane, Deltic House, Kingfisher Way, Wallsend NE28 9NX) : Topics: 1. Bridging the MQL to SQL gap 2. What’s wrong with your sales discovery calls (and how to improve them). 3. Evolving the University business model – finding the balance
- Optimising Your Sales Compensation Programme – Connecting the Strategy to the Front Line – Webinar26/11/2017 - 8:43 am
26 November 2019: 1.00 – 1.45 pm GMT: Key takeaways: Learn to align your C-Level Goals to the front line. Learn how to align the plan to each sales role and differentiate top performers. Learn how to design a market-driven quota process.
- The APS Insightful Sales Seminar 14 November 2019: 9.00 am – 12.00 noon Schlumberger Plc, Schlumberger House, 62 B… https://t.co/QqlBNm7EYT6 hours ago
- APS & durhamlane North East Event: 21 November 8.30 – 10.30 GMT durhamlane, Deltic House, Kingfisher Way, Wallsend… https://t.co/NCsPXK4hur11 hours ago