Sales in 2025: The case for commercial fluency
Turning sales from art into measurable science For years, sales performance has been viewed as an art, driven by personality, ...
Insights
Whether you're looking for the latest trends, practical advice, or in-depth analysis, our Insights section offers valuable knowledge to support your growth and success.
From close plans to mutual success plans: Elevating B2B sales outcomes
High-performing B2B sales organisations have often regarded “close plans” as a best practice. These plans typically identify a series of ...
An Apprentice’s Diary | Negotiation: Beyond the deal, into the dialogue
Becoming a Sales Professional: An Apprentice’s Diary Hi, I’m Maria Amparan. I used to think negotiation was about being ...
Navigating AI in sales organisations: Integration, management and ethics
AI is rapidly moving from experimentation to everyday business execution. What recently sat in innovation labs or discretionary pilot budgets ...
Introducing ISP’s Investor in Sales Award
Recognising organisations that invest in the professionalism, development and impact of their sales teams The Institute of Sales Professionals is ...
A question you should be asking: Is this problem important for your customer to solve?
We struggle to get in front of customers, to find opportunities, to nurture them through the buying cycle, and ultimately, ...
The elusive silver bullet: Why does sales performance remain stubbornly stagnant?
For decades, the sales profession has been on a quest for the mythical silver bullet: that magical solution promising to ...
An Apprentice’s Diary | You saw me, and I saw you: The power of being recognised
Becoming a Sales Professional: An Apprentice’s Diary Hi, I’m Maria Amparan. This article is a reflection on a week ...
Why you should train for skills and knowledge, but hire for behaviour
The phrase ‘hire for behaviour, train for skills and knowledge’ is an increasingly popular concept amongst recruiters, rooted in the ...
Sales vs. Marketing: Who’s really in the driving seat? Part two: Kotler’s Expanded Marketing Process
Ever since the term “marketing” was coined there’s been a debate over whether it should take precedence over sales. This ...
Sales vs. Marketing: Who’s really in the driving seat? Part one: The Mackenzie-Bauer Framework of Sales Leadership
Ever since the term “marketing” was coined there’s been a debate over whether it should take precedence over sales. This ...
Warwick Business School launches State of Sales Survey
Join the conversation The Institute of Sales Professionals (ISP) is delighted to support Warwick Business School (WBS) Sales Excellence Hub ...