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 […]
- You, Me and The Flex – How and Why people buy from people – Webinar14/08/2016 - 4:27 pm
14 August 2018: 9.00 – 10.00 am BST : Key takeaways: A tool for assessing yourself in 5 minutes. A tool for quickly assessing others in 1 minute. A tool for how to flex towards others with credibility and authenticity to generate better business outcomes.
- B2B Sales Technology – Hindrance or Help13/09/2016 - 10:24 am
13 September 2018: 9.00 – 11.30 am BST (Schlumberger Plc, Schlumberger House, 62 Buckingham Gate SW1E 6AJ) : Key takeaways: A clearer understanding of the sales enablement market. Methods to track ROI from your technology investment. A blueprint for ensuring your technology is customer, not internally focused.
- Embedding Digital Selling into an Indoor Sales Team19/09/2016 - 3:56 pm
19 September 2018: 9.30 – 11.30 am BST (Royal Mail, Phoenix Centre, Phoenix Place, LONDON, WC1X 0DG – Entrance at the rear of Mount Pleasant Mail Centre) : Key takeaways: why the need for change how we overcame the challenges what we hope to achieve
- The annual CSO Insights #sales enablement study is here. Take the 10-minute survey to receive insights you can use… https://t.co/eOEVdKIr7y9 hours ago
- RT @GS_Conference: Graduate Sales Conference - 28 Nov '18 @GS_Conference co-located with the National Sales Academy and supported by the A…11 hours ago