Lockdown to Looking Forward: The Rhythm of Selling: How Timing Affects Sales
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Lockdown to Looking Forward: The Rhythm of Selling: How Timing Affects Sales

When: 22nd September 2020
10.00 am - 10.35 am BST
Where: Webinar
United Kingdom
Contact: Jennie Harnaman

Online registration is available until: 30/09/2020
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Lockdown to Looking Forward: The Rhythm of Selling: How Timing Affects Sales:  
Nick Lee, Professor of Marketing at Warwick Business School, University of Warwick



Welcome from the APS


Lockdown to Looking Forward: The Rhythm of Selling: How Timing Affects Sales


Q&A Session




In this webinar, you will learn how our natural and social rhythms can influence sales performance over the course of the day, and the week. Prof Lee will take you through the findings of recent research which shows that time has an important influence on selling, especially within a telesales environment. This is especially important in today’s world of selling, where telesales and other virtual sales environments are increasingly important, and likely to remain so. You will find out how our natural circadian rhythm can effect sales performance across the day, but also how the day of the week can influence sales (and perhaps not in the way you might think). You will also learn about ‘sales momentum’, and how it can increase the chances of making successful sales.

Key takeaways:

  • How to help salespeople to work with, not against, their natural biological rhythms
  • Key factors in understanding how sales performance can vary across the week, and why
  • Ideas on how to design sales roles to help salespeople perform better (especially in a telesales environment)



About the Presenter:


Nick Lee is Professor of Marketing at Warwick Business School, where he teaches marketing, sales, and research methods to MBA, Executive, and Doctoral students. His work spans the boundary between behavioral science and sales management, and he is currently Editor-in-Chief of the Journal of Personal Selling and Sales Management, the world’s top scientific journal dedicated to sales.

Nick has received multiple awards for his contributions to marketing and sales research and practice, including a lifetime achievement award from the UK Academy of Marketing in 2017, in 2016 an outstanding professional contribution award from the Association of Professional Sales, and in 2018 James M. Comer Award for the Best Contribution to Selling and Sales Management Theory.

He has published almost 100 scholarly articles since 2005, receiving over 7600 citations, and has been featured in the The Times as ‘one of the 15 scientists whose work will shape the future’, as well as many other business and news media outlets.





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