Sales focus brings welcome cheer to brewing industry
The brewing industry has faced tough times with pub closures and changes in consumer tastes, so Adnams promoted its sales director Andy Wood to lead a major company transition
Sales Performance 2017
The Sales Performance special report, published in The Times, investigates the evolution of the sales professional into one of the most critical business functions. The report looks at the role of artificial intelligence in sales, how the male-dominated industry is attempting to attract more women and why targets can encourage unethical sales techniques
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In this report
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Is selling just about getting to the end, closing the deal, or is how you get there as important?’
Is selling just about getting to the end, closing the deal, or is how you get there as important?’
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The role of artificial intelligence in sales
Smart machines are already part of selling as algorithms aid salespeople to close a deal or follow up on a prospect
Sponsored content
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Time to rethink sales rep onboarding
A new, more scientific approach to onboarding sales reps is delivering remarkable results
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The future of sales is feminine
Nicci Take, chief executive of m62 vincis, tells of her life in sales as transfemale – and how to clinch a deal
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CRM tools to give time back to your sales team
Increasing automation of customer relationship management or CRM systems offers salespeople great opportunities, but too few are taking full advantage of them
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Q&A: Sales innovation that delivers quick results
Artificial intelligence and new learning methods are transforming how companies train sales staff and maximise results, according to Richard Hilton, managing director, Europe, the Middle East and Africa, at the New Innovative Miller Heiman Group
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Future of sales lies in data
Selling has always been a combination of art and science, but there is a fast-growing focus on data-backed sales ingenuity as technology enables fresh opportunities and continuous improvement
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Future of Data 2021
They say that data is the “new oil” but companies are going to have to make sure they are drilling for it responsibly, or risk damaging repercussions. Our Future of Data report explores the opportunity for the UK to craft its own data strategy post Brexit, the importance of trust and transparency, the power of decision intelligence and whether companies really need a chief data officer
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Customer Experience & Loyalty 2021
From shopping and leisure to workplace interaction and life admin, daily activities are becoming increasingly digitised. Businesses must understand the behaviour and preferences of their customers, as well as the strategies available for developing deeper engagement in order to ultimately build customer loyalty.
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Future of Infrastructure 2021
Public spending on infrastructure is on the rise as governments strive to rebuild economies after Covid-19, but the pressure is growing to invest only in the greenest of projects. Our Future of Infrastructure report explores how infrastructure is under threat from climate risks and cyberthreats, the high cost of going low carbon and the UK’s e-mobility conundrum
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Future CIO 2021
The CIO is becoming an increasingly important member of the boardroom as digital transformation and the pandemic raise the technology stakes for business. So how is the role adapting and how are companies nurturing the next-generation of IT leaders?