Institute of Sales Professionals
Promoting Professional Selling, Driving Business Growth.
Salespeople are from Mars. Sales Managers are from Venus The assumption that top-performing salespeople will naturally transition into effective sales managers is widespread in many organisations. However, this move often results in frustration for both the individual and the company. The skill sets required for sales success and sales management are distinctly different. While great … Read more
Unlocking optimum sales performance Sales is one of the most critical functions within any organisation, directly impacting revenue, customer relationships, and business growth. Yet, despite its importance, the sales profession has historically lacked the same formal structures and standards that exist in fields such as law, accounting, or medicine. Joining a recognised professional body for … Read more
The Hidden Barriers Sales professionals are the lifeblood of any business, directly driving revenue and growth. However, despite their crucial role and best efforts, not all sales professionals reach their full potential. Success in sales often feels elusive, even for those who work hard and follow established practices. Here, we explore some of the hidden … Read more
In today’s competitive marketplace, understanding the human brain has become a pivotal asset in the art of selling. Modern sales strategies are grounded in the science of how people think, feel, and make decisions. Neuroscience, the study of the nervous system and the brain, has unveiled insights that can transform sales approaches, making them more … 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
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
In today’s fast-paced business environment, many companies are making significant investments into sales productivity technology and allocating training budgets to the use of this technology. However, there is a concern this is not yielding results in terms of sales improvement, with many companies not seeing the anticipated return on investment (ROI) in sales performance. Why … Read more
This article considers the psychology of influence and how great salespeople motivate people to act. The ability to positively influence others is an essential skill for any sales professional. It is central in guiding clients toward wise purchasing, making connections with new prospects and building stronger relationships with partners and colleagues. While influential people may … Read more
Understanding which sales opportunities to pursue, and which to drop, is a key skill for everyone in business-to-business selling, but particularly for managers who want to make sure their teams’ efforts are focused and effective. In a recent roundtable session chaired by Bob Apollo, founder of Inflexion-Point Strategy Partners, we were pleased to hear from … Read more
As salespeople, we expect our company to drive product and sales awareness for us. Justifiably so, we’re the salespeople. Our job isn’t to attract prospects but to close them. Marketing does the attraction; they do the branding; they create product and company awareness, and sales closes the deal. This functional contract has been the agreed-upon … Read more