Institute of Sales Professionals
Promoting Professional Selling, Driving Business Growth.
SHELLEY WALTERS considers how to bridge the gap between talent and representation The sales industry is rife with contradictions, presenting a complex landscape where gender disparity and performance often seem at odds. On the one hand, it remains heavily male-dominated, with men representing approximately 68.4 per cent of all sales professionals and women only 31.6 per … Read more
The Skills England report1 published 24th September 2024 comprehensively overviews the UK’s skills landscape and future needs. However, its coverage of sales skills is limited, despite their critical importance to driving economic growth. This response highlights the report’s key references to sales and argues why investing in shorter sales apprenticeships, in addition to existing L4 … Read more
Domino UK, the British-based developer of high-tech industrial and commercial printing, have just been presented with our prestigious Investor in Sales award for their commitment to customer service, ethical selling and professional development. Domino’s sales team, recognised by this award, work across the company’s UK and Middle East channels. The award is conferred by ISP … Read more
Effective negotiation is a critical skill for sales professionals, yet it often comes with challenges that can tip the balance of power in favour of the buyer. In a recent ISP Sales Clinic, led by Paul Cruise, Head of Sales Performance at Flume Sales Training and hosted by ISP’s Jordan Abbott, sales professionals gathered to … Read more
Welcome to the 7th edition of Professional Selling from ISP – featuring news, knowledge and sales skills for 2024. ISP Professional Selling 7th Edition Q3 2024 Our ISP magazine is your go-to source for: We can’t wait to share exciting updates and stories with you in each upcoming issue. Do you want to contribute to … Read more
Redefining the role for better buyer engagement and enhanced customer centricity In today’s rapidly evolving business landscape, the traditional role of a sales director is undergoing a significant transformation. As companies increasingly focus on building long-term relationships with their customers and fostering sustainable growth, it may be time to reconsider the title of “sales director” … Read more
How acting ethically and meeting high standards grows business Trust is the foundation of any successful sales relationship. As a salesperson, building trust with your customers is essential to understanding their needs, addressing their concerns and closing the deal. When buyers trust you, they are more likely to share their problems, believe in your solutions … Read more
Sales is renowned as one of the most stressful professions, often leading to burnout. We believe that improving the wellbeing of salespeople is crucial for enhancing performance and achieving better revenue outcomes. Our recent round table discussion brought together industry leaders to address this critical issue and explore solutions. Key Aspects of Wellbeing The round … Read more
Chris Whyatt explains how Value Realisation Reviews are a systematic approach to ensuring customer value is realised and acknowledged. “Delivering Value is fundamental to keeping and growing business – but we rarely ask if that is happening”. Value is a word thrown liberally into most sales conversations, but how often does sales check with the … Read more
ANISE FROST looks at how you can learn to communicate with a calm confidence that is so natural it looks effortless In this article, Anise Frost, who has coached hundreds of senior leaders to become effective communicators, sets out nine simple strategies in three steps, looking at behaviours, actions and training to help you communicate successfully … Read more
Doug Strycharczyk looks at why trust might be more about you than what others are doing or saying Trust matters. It matters in sales where relationships – internal and external – matter. A lack of trust gets in the way of performance, wellbeing and teamworking. It also matters in leadership, where creating trust is crucial. … Read more
Shelley Walters explains how what you ask when, can open new doors to sales success Throughout our education, we have been conditioned to believe that success hinges on having all the answers. From early classroom days to advanced professional training, the main focus has been on acquiring knowledge and providing solutions. But this can leave … Read more