In this interview with John Smibert, Keith Dugdale enlightens us on why many account planning programs are not successful.
He states that many issues are related to how an organisation structures internally to support effective key account management. In particular he outlines three key internal issues that need to be addressed to ensure the success of account planning and account management.
Keith is the owner of Business of Trust, the co-author of Smarter Selling, an international speaker and...
Sales ecosystem can be unbalanced by a new 'point solution'
In this 3 minute interview Sue Barrett talks to John Smibert about the need to avoid implementing 'point solutions' in your sales operation.
Sue emphasises how important it is for an organisation's sales strategy and sales ecosystem to be balanced and integrated.
By implementing a point solution - be it training or technology - it needs to integrate with - and complement - the sales strategy and sales ecosystem or it can do more damage than good - no matter how...
In this 3 minute interview Ian Lowe talks with John Smibert about how the leading salespeople build trust.
In order to help all salespeople learn from the "stratospherically successful salespeople" I asked Ian what they do differently.
Ian's said what they always do "is create value for the people they meet. It doesn’t exist in the context of a sales interaction. It’s a life skill as much as it is a sales skill".
Ian is the CEO of Go-Givers Australia. He is an expert in sales transformation...
Last week Tony J. Hughes was identified as one of the global Top 50 Sales Influencers by the Top Sales World magazine.
In this interview John Smibert asked him what he did to earn this honour.
In particular I asked him what sales professionals can learn from what he did in order to enhance their own influence and relationship with their target customers.
He suggests that sales people must learn how to write and publish content - content that is of valuable to their customers. He also stressed the importance...
In this 5 minute interview by John Smibert, Tony Hughes provides us with some wonderful insight into the power of social media in B2B sales.
Tony states that the power of social in B2B is in building a personal brand that you can use to engage more effectively with prospects and customers. He talks about how social is a powerful prospecting medium for 'listening' for triggers and leveraging those to engage..
He challenges CEO's and sales leaders to "....liberate their salespeople to sell themselves first...
This is the 5th in the Professor H. Diculous series of light hearted sales videos.
In this 3 minute interview by Tony Hughes, Professor H. Diculous discusses the importance of salespeople curating and/or creating content.
His outstanding intellect was obvious as he explained that there is a continuum between curating and creating. I must admit he must be more intelligent than than Tony or me because we had trouble grasping the concept - perhaps you can do better.
Professor Harry Diculous is the adjunct...
3 Minute interview by John Smibert.
In this interview Dan Symons made it clear to me that we should identify our ideal client before we begin prospecting.
He suggests we identify the characteristics of our ideal client based on the characteristics of the existing customers we like working with and for whom we can create the most value.
Dan Symons is a business development professional, an author, a sales...
In this short interview John Dean (JD) explains the importance of a strong individual sales brand to John Smibert.
JD emphasises that in an increasingly commoditized market it is becoming more difficult to differentiate your company, product or service. For that reason it is essential to stand out with a strong sales brand as an individual salesperson.
JD explains how to assess your current sales brand and how to decide what you need to do to strengthen it.
John (JD) Dean is a revenue and growth...
This is the 4th in the Professor H. Diculous series of light hearted sales videos.
In this 1.5 minute interview Professor H. Diculous debates the pros and cons of goal setting for salespeople.
He talks about what it means to be aspirational but emphasizes the risks associated with setting goals. He is concerned that we don't set salespeople up to be failures.
Professor Harry Diculous is the adjunct professor of anthropology and trustee of the endowment of sales and social...
Interview by John Smibert
In this video Peter Strohkorb talks about a key outcome from his research into sales+marketing collaboration.
He found that the more technology that a company implemented the poorer their financial performance compared with companies implementing less technology.
Peter suggest two possible reasons for this and recommends ways in which companies can avoid such a poor outcome from recently implemented technology.
Peter Strohkorb is an expert in sales and marketing collaboration....