Monthly Archives: July 2015

TALKING SALES 38: “Prospecting Consistency”

TALKING SALES 38: “Prospecting Consistency”

Feed the furnace or lose momentum –  3 Minute interview by John Smibert.  In this interview Dan Symons tells us why it…

The Professor: Social selling proximity

The Professor: Social selling proximity

  In this short interview by Tony Hughes, Professor H. Diculous provides us with some wonderful clarity on the subject of “social selling…

TALKING SALES 37: “Track the buying process”

TALKING SALES 37: “Track the buying process”

  In this interview John (JD) Dean emphasises the importance of being aware of, and to track, the buying process that…

TALKING SALES 36: “Is marketing wasted on salespeople?”

TALKING SALES 36: “Is marketing wasted on salespeople?”

Interview by John Smibert In this video Peter Strohkorb talks about why “only 25% of the sales leads and collateral that marketing…

Don’t be a first year sales manager for 10 years!

Don’t be a first year sales manager for 10 years!

  A comment made by a client of mine a few years ago rings in my ears every time I read or…

TALKING SALES 35: “Reducing Waste in the Sales Process”

TALKING SALES 35: “Reducing Waste in the Sales Process”

  In this 3 minute video John Smibert talks with Wayne Moloney about the meaning of the word ‘Waste’ as it…

TALKING SALES 34: “Questioning for credibility and insight”

TALKING SALES 34: “Questioning for credibility and insight”

Photograph by Kirk Mastin/Getty Images In this 3 minute interview Steve Hall tells John Smibert how to build credibility by asking well informed…

TALKING SALES 33: “Understand the business context”

TALKING SALES 33: “Understand the business context”

  In this short discussion John Smibert asked Bernadette McClelland what salespeople need to do to engage more effectively with…

The Professor: “Insightful questions”

The Professor: “Insightful questions”

This is the 6th in the Professor H. Diculous series of light hearted sales videos. In this short interview by John Smibert,…

TALKING SALES 32: “Win-Loss review: Gaining customer buy-in”

TALKING SALES 32: “Win-Loss review: Gaining customer buy-in”

  In this Interview Cian McLoughlin shares his experience with gaining customer commitment to participate in a win-loss review. John…