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 […]
- Goals Don’t work! – Webinar30/01/2017 - 10:41 am
30 January 2019: 9.00 – 9.45 am GMT : Key takeaways: 3 Main reasons why goals don’t work. 10 steps to effective goals setting. A radical goals setting system to help achieve ambitious and realistic goals at the same time.
- APS Fellow Leadership Discussion: Strategic Leadership in Sales – challenges and change07/02/2017 - 1:16 pm
7 February 2019: 8.30 – 10.30 am GMT (Crowne Plaza London The City, 19 New Bridge Street, London EC4V 6DB) : APS Fellow Leadership Discussion: Central to successful organisational change are visible and engaged senior leaders who actively sponsor this strategic change in their sales force and face the challenges involved.
- Stopping contract losses by building and sustaining effective client relationships…. – Webinar12/02/2017 - 1:02 pm
12 February 2019: 9.00 – 9.45 am GMT : Key takeaways: Best practice in client relationship management. Overview of the relationship management technology market. Top 10 to avoid contract losses.
- For #NationalTechnologyDay let’s take a look at some examples of basic #technology tools and how #SalesManagers can… https://t.co/gQ0Q62k1FC17 days ago
- How well is my Channel REALLY performing is the question on every #SalesLeaders mind. https://t.co/fwKiv4yJoc via… https://t.co/f5PYCfkJkj19 days ago