What’s In It For Me: How the APS Helps You To Care for Your Customers

February 3, 2017: This year, as you reach out to your customers, the Association of Professional Sales would like to give you a helping hand. We know, having spoken to our members, that customers react favourably to sellers like you, who have been endorsed by the APS. The APS logo on your masthead, business card […]

Ten ways your LinkedIn profile is losing you sales, and how to put it right

January 30, 2017: When did you last update your LinkedIn profile? If it was the last time you were jobhunting, or worse still when you first signed up, the chances are you look out-of-date and off the pace. That will be harming you in the eyes of future customers, warned Anita Windisman, Customer Success Manager at LinkedIn, […]

Huthwaite International’s rebrand projects passion and power

January 30, 2017: Why has Huthwaite International, one of the best established names worldwide in sales training, consultancy and research, carried out a rebrand? After a root and branch review, Huthwaite transformed every aspect of the way it looks and feels when communicating with clients, starting with the switch from imperial purple to passionate red […]

Champagne experiment highlights our irrational decisions

January 6, 2017: In their second article on the psychology of sales, leading business psychologists Lance Mortimer, of Level 3 Communications, and Bryan McCrae, managing director of Sales Motivations, analyse how we can be tricked by irrational thinking. As humans, we make around 35,000 decisions every day. We may believe we compute the options rationally, and […]

New approach for APS 2017 spring events programme

January 5, 2017: The Association of Professional Sales is expanding its events programme to meet the needs of our growing and diverse membership. Starting this month, we are running three strands of events, each aimed at a different membership grade: whether Fellow, with ten or more years in the industry including five at senior leadership level; Advanced Member […]

Letters after your name show your professionalism in sales

January 5, 2017: This year for the first time members of the Association of Professional Sales will be able to use letters after their name on emails and business cards. The change will enable our members to show their customers that they have committed themselves to high standards of ethics and professionalism. It came into effect […]

Press release: APS in partnership agreement with Miller Heiman Group

December 19, 2016: The Association of Professional Sales is delighted to announce that it will be working in partnership with Miller Heiman Group, one of the world’s most prolific providers of business solutions in sales and service performance development. Miller Heiman Group is justly renowned for the exceptional quality of its research, its unique methodology and its […]

Why you need to appeal to your customer’s emotions, not their intelligence

December 7, 2016: A salesperson who tries to use reasoned argument on a sales pitch will close fewer deals than a seller who appeals to the emotions. It’s a shocking idea, but one that has emerged from decades of neuroscientific research, tested out in real-life sales situations by the sales consultancy Corporate Visions. Customers tend to make decisions […]

Is money the best motivation for a sales team?

December 7, 2016: It’s amazing what motivation you can inspire with a plasterboard half-moon stuck into a plant pot, says Ed Fotheringham, head of sales at Premier Inn. The sales leader revealed his unexpected and inspirational technique to drive results at his hotel chain in a recent APS seminar on money and motivation. We get out of bed for […]

Opinion: Donald Trump and the journey from salesman to statesman

November 23, 2016: Winning the US presidential election has changed the game for Mr Trump. As a candidate, commentators often described Mr Trump as a snake oil salesman. Now the hotel mogul and his transition team are working to transform him from salesman to statesman. The rhetoric of the campaign trail – boastful promises, slandering rivals, thin-skinned tantrums […]

Comment: myth-busting – what science really tells us about sales psychology

November 16, 2016: In a competitive world, salespeople are drawn to the latest thing that might give them advantage. But beware: when it comes to sales and psychology, not all is based on sound science. Leading business psychologists Lance Mortimer, of Level 3 Communications, and Bryan McCrae, managing director of Sales Motivations, help you separate the fads from the […]

Professional Sales Awards 2017: the hunt for the best in the world

 November 10, 2016: The Association of Professional Sales is proud to announce a prestigious new annual awards programme to recognise excellence in sales. The Professional Sales Awards 2017 is unique in being dedicated to recognising not just the finest but also the most ethical sales representatives in the world. We at the APS and the event’s headline […]

FTSE 100 software company Sage in landmark deal with APS

17 October 2016: FTSE 100 company Sage has agreed a landmark deal with the Association of Professional Sales to set 400 of its UK sales staff on the road towards professional accreditation. Sage, a global market leader in accounting, payroll and payment systems, which has its headquarters in Britain, is committed to developing the UK’s most ethical […]

A practical guide to introducing in-market coaching

26 October 2016: “It was a bit like telling them I had found God,” said Neil Gallagher. “I sat down with my sales team and told them I had been on this coaching course and that in future there would be a new way of working, and a different approach in the way I interacted  with […]

Trump the Salesman

14 October 2016: To gauge the size of the image problem facing the sales profession, we only need glance across the Atlantic. Is this what they think of us? asks Andrew Hough, CEO of the Association of Professional Sales. “Donald Trump is the consummate salesman. Rules, tradition, even the truth are only relevant in so much […]

How sales are won on a battleground of emotions

6 October 2016: Five times Olympic rowing champion Steve Redgrave was once asked how he would react if a competitor was a length up on him at the half way stage in a heat. Redgrave, notorious for rowing every single round of a tournament as if it was the final, even when he only needed to […]

The Association of Professional Sales joins forces with Huthwaite International to focus on skills and training

October 11, 2016: The Association of Professional Sales (APS) is delighted to announce a new partnership with one of the sales world’s leading training, consultancy and research groups, Huthwaite International. Together, the APS and Huthwaite – as our skills partner – will bring fresh insight and research to the profession, as well as working hard […]

APS Webinar: masterclass on territory planning and execution

September 28, 2016: The pressure on sales leaders to achieve profits and growth targets every year is relentless. The chief executive of the Association of Professional Sales today offered a masterclass in how to plan and manage resources to keep hitting your number. From the minutiae of which type of sales person you put into […]

Flying start for APS campaign to drive up standards

September 21, 2016: The autumn campaign by the Association of Professional Sales to drive up ethics and standards in the sales industry has got off to a flying start. The association announced three world-first initiatives at its annual conference earlier this summer, with a system of Professional Registration for sellers, a Code of Conduct, and a […]

How to gain winning habits when bidding

September 19, 2016: Few things are more important than winning new business. The latest research by the Association of Professional Sales shows that some sales organisations perform better than others at the vital process of bidding for work. With average win ratios around the 40% mark, some of the organisations surveyed by the APS were […]

Major milestone as APS apprenticeships get government approval

September 16, 2016: The Association of Professional Sales is delighted to announce that the Department for Education has approved its bid to design an apprenticeship for B2B sales managers. “I am pleased to confirm that you have been given approval to develop an apprenticeship standard covering the following occupation: Business To Business Sales Manager,” said […]

Roll of Honour: The APS Awards 2015-16

September 2, 2016: A young organisation relies on its early supporters to help it get off the ground. The Association of Professional Sales has been blessed with the backing of numerous organisations and individuals, and at the 2016 annual conference CEO Andrew Hough presented awards to some of those who have given their faith, their time […]

Autumn events: learn how to win, to change – and to find the time

September 2 2016: How do you improve your win ratio while keeping in the vanguard of change – and still find time for a personal life? This autumn’s season of talks and seminars by the Association of Professional Sales goes to the heart of the practical challenges facing sales executives every day. After the summer […]

Global shortage of sales expertise, warns APS patron

September 2, 2016: Sales is in the grip of a global shortage of sales people with the right professional expertise, Professor Neil Rackham, the patron of the Association of Professional Sales, has warned. Prof Rackham pointed to the trend towards increasingly complex sales, which require a shift away from the old skills of persuasion towards […]

Opinion: Why ‘talent’ is an unhelpful way to talk about sales people

September 2, 2016: An article in a 1998 McKinsey quarterly titled The War for Talent changed thinking in the corporate world. The human resources community had, for a while, been looking for euphemisms for “recruitment”, after the word had become tarnished. McKinsey’s unleashing of the word “talent” – previously limited to the entertainment business – […]

Your views on Brexit: what sales leaders told our survey

Tuesday, July 5 2016:  Loss of competitiveness, visa restrictions, the risk of HQs relocating to mainland Europe – UK sales leaders have a wide range of concerns in the wake of the Brexit vote, a survey by the Association of Professional Sales has found. Questioned four days after the result of the referendum was announced, two sales executives said they […]

Interview: McKinsey on the power and potential of sales analytics

Monday, July 4 2016:  Bob Apollo, APS Fellow and Managing director of Inflexion-Point, interviewed Homayoun Hatami and Holger Hürtgen of McKinsey about the ground-breaking thinking contained in the extensively revised second edition of Sales Growth – Five Proven Strategies From the World’s Sales Leaders. Featuring an introduction from Mark Benoiff of Salesforce, the book offers a fascinating […]

Comment: SPIN® selling remains highly relevant for the 21st Century

Monday, July 4, 2016:   Professor Neil Rackham, the patron of the Association of Professional Sales, has updated his definition of what makes a top salesperson, but his main insights are as true today as ever, writes Bob Apollo I was intrigued to hear Neil Rackham’s update on SPIN® selling, in which he showed how what is probably […]

Analysis: inside the mind of today’s sales leaders

Monday, July 4 2016:  Sales leaders want to do the right thing by their customers and to leave a legacy to the next generation by professionalising their industry, according to the surprising and heartening findings of instant polls taken at the Association of Professional Sales’s annual conference. The poll results endorse the APS’s moves towards […]

Brexit survey: sales leaders voice concern and look for opportunity

Thursday, June 30 2016:   A majority of sales leaders in the UK believe that they will suffer a decline in business following the decision to leave the European Union. Just under two thirds of those who took part (63%) in a survey for the Association of Professional Sales (APS) said they believed Brexit will have a negative […]