How trust plays a crucial role in sales
If we expect our customers to trust us, we need to develop both an internal and an external culture of ...
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.
The shifting buyer’s journey in today’s digital economy
The buyer’s journey has undergone a fundamental transformation in the digital economy. Where once it followed a predictable and linear ...
What should a salesperson expect from their first few days in a new sales role?
I suppose this article could have been titled “What do I wish I had known or done in my first ...
Buyer behaviours uncovered: Insights from the Tack TMI Buyers’ View of Salespeople Report (8th Edition)
Ask most salespeople if they understand their customers, and the answer is almost always yes. Yet, the Tack TMI Buyers’ ...
As a bidder, are you involved in negotiations? Yes, you are: every bid, every day, whether you realise it or not
As a bidder you might not feel you get involved in negotiations. Customer negotiation is more often completed by the ...
A blueprint for developing high-performance sales teams
In this article I’m going to share a simple framework you can use to develop your sales team’s performance, regardless ...
The short-term sales trap: Why commercial functions face unique pressure and how to break free
In today's business landscape, the focus on short-term (quarterly or monthly) goals is damaging long-term growth and success. Commercial departments ...
Transforming sales performance through B2B sales degree apprenticeships
Consalia is passionate about shaping the future of sales as a profession Sales has transformed significantly in recent years, ...
Motivation is important: How can we develop it to optimise what we do?
‘‘ Choose a job you love, and you will never have to work a day in your life.’’ – Confucius ...
Driving sales transformation must include personal change management: How do we do this?
In today’s ever-evolving sales landscape, change is constant, but transformation is rare. Sales leaders are asked to shift from product ...
Motivation: The key to performance and wellbeing
‘‘Working hard for something we don’t care about is called stress; working hard for something we love is called passion.’’ ...
Humility in sales: Less ego, more intent
There are few qualities more often overlooked in sales than humility. It’s easy to see why: sales roles are frequently ...