Institute of Sales Professionals
Promoting Professional Selling, Driving Business Growth.
What is digital’s impact on sales? Not too long ago selling and business development was a human activity, primarily undertaken face-to-face. Today, the primary channel is digital. This physical remoteness from the buyer, added to a long-standing inherent mistrust of sellers, is creating a chasm which few understand. The mechanics of buying have shifted enormously. … Read more
Sales is a powerful and rewarding career, but too many new professionals are set up to fail before they even get started. While 80% of buyers say trust is the key deciding factor (Harvard Business Review), only 3% see salespeople as trustworthy (HubSpot). With no formal pathway into the profession, many early-career salespeople are thrown … Read more
Bringing research and practice together to advance the sales profession The Institute of Sales Professionals (ISP) is proud to announce that it is now the new owner of the International Journal of Sales Transformation (IJoST), the leading global publication dedicated to advancing the sales profession through informed analysis, rigorous research and practical insight. A trusted … Read more
We are thrilled to announce the official launch of the Institute of Sales Professionals (ISP) in Canada, marking a significant milestone in the development of the Canadian sales sector. This expansion comes in response to the increasing demand for professional standards, certification and support for sales professionals across the country. Matthew Nicolle, the Canadian President … Read more
ISP’s recent Sales Leader Network event brought together sales leaders and industry practitioners to explore the evolving challenges and opportunities in Major Account Management (MAM). The sessions explored how we can build sustainable frameworks for finding and developing talent, maintaining trust in key relationships and ensuring resilience as incumbents in increasingly competitive landscapes. With increasing … Read more
It may not be a surprise that government and the wider public sector are some of the largest purchasers of goods and services – over £390 billion per annum in the United Kingdom – most of that spend is governed by written contracts. Which is why this quote from their purchasing experts in Crown Commercial … Read more
Avanade, the world’s leading Microsoft expert has joined the Institute of Sales Professionals as a Corporate Partner to promote and advance excellence in its sales professionals. Working together, Avanade will be better equipped to develop and retain its sales talent, leading to better business results. Guy Lloyd, MD of the Institute said, “We see this … Read more
I imagine most of us of have heard the term “value proposition”. But what do we mean by value? I like to think of value as an organisational and/or personal benefit that can be measured or expressed in financial, operational or emotional terms. So, what do people typically mean by the term “value proposition”? McKinsey … Read more
Artificial Intelligence (AI) is reshaping the sales landscape, offering new ways to automate tasks, personalise outreach and gain deeper customer insights. But while AI presents exciting opportunities, navigating its practical applications and ethical considerations can be challenging. In this article, Sue Turner OBE and Founder of AI Governance Limited shares insights on how sales professionals … Read more
We’re delighted to welcome Uniquely as the latest Corporate Partner of the Institute of Sales Professionals (ISP). As a leading outsourced contact centre and field sales solutions provider, Uniquely is committed to developing its sales teams and delivering outstanding customer experiences. “People are at the heart of everything we do at Uniquely and this partnership … Read more
Insights from the ISP Round Table Procrastination is a common challenge in sales, but what really drives it—and how can sales professionals and leaders address it? At our recent ISP Round Table, held this month, our panel explored the deeper causes of procrastination in sales, from fear of failure to unclear priorities and discussed practical … Read more
Why mental toughness matters Doug Strycharczyk explores how mental toughness—Control, Commitment, Confidence and Challenge—shapes our ability to handle stress and prevent burnout. We live in interesting times. For many this means more stress and more pressure, especially in performance activities such as sales. People are recognised as working harder, working long hours, attempting unrealistic targets, … Read more