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
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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Wealth & Asset Management 2021
Rising inflation, remote management, sluggish debt markets, ESG concerns - numerous challenges have arisen for wealth and asset managers over the past two years. But rather than stymie investment and financial growth, these challenges have provided opportunities for innovation. How will managers take advantage of burgeoning asset classes to hedge against risks and ensure robust future returns? Which ESG considerations will take priority as wealth is transferred to the next generation? How can managers use tech solutions to best serve their clients?
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Sustainable Business 2021
Post-COP26 the focus has turned to how businesses are helping build a more sustainable future. From new European laws aiming to slow deforestation to rethinking business travel, there are ways all companies can help keep warming below 1.5°C.
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Talent Management 2021
With the great resignation in full swing, talent management is perhaps more important than ever. The ability to effectively recruit, onboard, upskill and ultimately retain good talent may make the difference in a market where job seekers hold the cards. What are the factors contributing to the tight recruitment market? How should businesses manage the digital (and increasingly remote) workplace? What does it take to attract and keep talent in the current environment?
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Future of Retail 2021
2021 was a year of immense change for the Retail sector, as it tried to establish its role in the new normal. From a revamp of business rates to seemingly unending supply chain issues, the year has been fraught with ups and downs. Our Future of Retail report examines how brands can make smarter use of customer data, the best ways to sell luxury and the top trends for 2022. It also explores what shopping could be like in the metaverse