26 April 2017:  6.00 – 9.30 pm at Brand Exchange, 3 Birchin Lane, London  EC3V 9BW

Target Audience:  Advanced Members / Fellows

The APS team hosted an exclusive evening social event that included a pre-publication preview of 3 sales books (as below) and an opportunity to meet the authors as well as to network with sales leaders:

The Salesperson’s Secret Code
The belief systems that distinguish winners

This book is for any sales professional, or indeed anyone involved in the sales process of their company, who wants to learn the secrets of successful selling. Based on 20,000 hours of comparative analyses across the spectrum of performance and interviews with the world’s most iconic sales people from organisations including Adidas, Cisco, Deloitte, GSK, JP Morgan, Microsoft, Oracle, State Street, Steinway & Co. and Toshiba. The authors present the most rigorous global evaluation of how salespeople behave and how they are driven and in doing so, they reveal the secret code behind consistent and high-level success in sales.

Ian Mills is CEO of Transform Performance International, a co-author of 100 Big Ideas to Help You Succeed (LID, 2013) and numerous white papers. Ian has been a salesperson and led sales organizations in the FMCG, financial and technology sectors. Since 1999 he has been a leading light in the building of a globally successful performance improvement consultancy that has delivered solutions in over 60 countries. From Lima in the west to Beijing in the east Ian has led behaviour change and transformation projects with famous-name corporations such as Hewlett-Packard, Deloitte and Maersk.

Secret Skill. Hidden Career
The myths you’re told and the scandal you’re not

There is a skill we all need yet our education system fails to teach you how to do it. It even fails to tell you it exists. It’s a skill that builds careers and changes lives. It’s arguably THE most important function in business. When you learn what it is, your first reaction may be negative. It’s time to change that.

The ability to sell is a critical skill in business and pretty important in life too. Yet every cultural representation of sales in the UK is negative. Sales is misunderstood and mis-sold!

This book will help you understand what sales really is and the difference it can make to your life. It will shatter accepted wisdoms and show you how to do it properly. It will introduce you to multimillionaire entrepreneurs and corporate business leaders, all of whom owe their success to the professional sales skills learnt early in their careers. Their stories will inspire you. Sales changed their lives and could change yours too. It’s time to take a fresh look.

Aged 32, Paul Owen lived in a bedroom the size of a large cupboard in a friend’s house. Earning £8,500 a year, 9 credit card statements a month hit his doorstep as unsecured debt neared £30,000. Life was passing him by and he felt he’d already missed the boat, career-wise. By the age of 36, Paul was earning more than £100,000 a year doing a job he loved. Sales changed his life and he wants to change thousands of other lives in the same way. He is now MD of Sales Talent, a specialist sales recruitment and training company.

Key Account Management
Malcolm McDonald and Beth Rogers

Introducing ‘Malcolm McDonald On…’ the brand new cluster of books published by Kogan Page. Following the recently published Malcolm McDonald on Marketing Planning, this cluster includes the new book Malcolm McDonald on Key Account Management with Beth Rogers (available from August 2017) as well as two new upcoming titles on Value Propositions and Key Marketing Concepts.

Written by the internationally acknowledged authority in marketing and co-authored by experts in the industry, these titles are compact and in-depth guides to key areas of marketing and sales, allowing professionals to implement best practices effectively in their own organisations.

As a product of Malcolm McDonald’s wealth of experience and expertise in this field – and based on global research from Cranfield University School of Management – this series is designed to meet the needs of all business and marketing professionals, as essential handbooks for applying new techniques and strategy in a real-world, business environment.

Professor Malcolm McDonald
Malcolm McDonald is Emeritus Professor at Cranfield University School of Management. He has written over 40 books, including the best seller ‘Marketing Plans: How to prepare them, how to use them’, and more than one hundred articles and papers. Coming from a background in business which included a number of years as Marketing Director of Canada Dry, Malcolm has successfully maintained a close link between academic rigour and commercial application. He is Chairman of Malcolm McDonald Consulting Ltd, and works with the operating boards of a number of the world’s leading multi-nationals.

Dr Beth Rogers
Beth Rogers is a Principal Fellow of the Higher Education Academy. She is best-known for her pioneering work in sales education in the UK. Her doctorate dissertation was on resource decision making in the sales function, and she has authored articles for academic journals, practitioner magazines and blogs, and four business books. Before her academic career, Beth worked in business development roles in the information technology sector and consultancy. She is currently non-executive director of a small and a medium-sized enterprise.

The Salesperson's Secret Code
Paul Owen

Paul Owen

Key Account Management