Feed the furnace or lose momentum - 3 Minute interview by John Smibert.
In this interview Dan Symons tells us why it is vitally important for salespeople to ensure they are consistent with their prospecting.
We all know that one key to our success depends on having a steady flow of opportunities working their way through our pipeline (we need to consistently feed the furnace); However it is all too easy to focus on mature opportunities and forget to fill the funnel until it is too late.
Dan outlines how we should...
In this short interview by Tony Hughes, Professor H. Diculous provides us with some wonderful clarity on the subject of "social selling proximity".
He communicates eloquently with great insight into some of the words and language we use in sales and marketing particularly around the subject of social selling.
I am told he is a very intelligent man although his choice of words, particularly neologisms and neolexia, can be a little bewildering and perplexing for mere mortals like me - or is he just making a...
In this interview John (JD) Dean emphasises the importance of being aware of, and to track, the buying process that the customer is following.
He explains that too often we focus too heavily on following our own sales process. This can result in us being out of synch with the journey the client is on which can negatively impact on our sales results (like snakes and ladders).
He also explains that every buying process or journey can be different - therefore we should ensure we understand it and adapt to it in...
Interview by John Smibert
In this video Peter Strohkorb talks about why "only 25% of the sales leads and collateral that marketing creates is ever used by sales teams". (IDC)
Peter explains that Marketing typically identifies and produces what Sales need in order to sell effectively - and they often do this without adequate dialogue with Sales. Sales then decide they have different requirements and cannot use what Marketing produces - what a waste.
Peter provides some recommendations on how to address this issue...
A comment made by a client of mine a few years ago rings in my ears every time I read or hear about the promotion of a sales person to be the "new sales manager". My client said, after a coaching session, "I now realise I've been a first year manager for 10 years!"
His observation was he had been doing the same things every year - like the proverbial ground-hog - using the same behaviours, same end of month and end of quarter "hockey stick" revenue curves, same issues, same challenges ... it was never ending, ...
In this 3 minute video John Smibert talks with Wayne Moloney about the meaning of the word ‘Waste’ as it applies the ‘Lean Selling’ model.
Wayne explains that there is significant waste in most sales organisation. Recent research indicates that salespeople spend 60% of their time on non-selling activities.
He suggests that the sales process must address a number of questions to determine if we are adding value to the relationship we have with the customer and presenting something that is specific...
Photograph by Kirk Mastin/Getty Images
In this 3 minute interview Steve Hall tells John Smibert how to build credibility by asking well informed and insightful questions.
Steve claims it is vital that we position ourselves with our customers as domain experts - as trusted advisors - and the best way to do that is to display it in the insightful questions we ask.
Our questions should reflect our knowledge and insight and demonstrate that we are a person who is bringing value to the discussion.
Steve is a...
In this short discussion John Smibert asked Bernadette McClelland what salespeople need to do to engage more effectively with prospective customers.
Bernadette said that we need to move to a new level. We need to understand the business context that the customer is in and chunk up our language - we need to communicate with them in that context - not in the context of our product - and not even in the context of their problems and issues.
Bernadette outlines why this is valuable for our sales and she provides...
This is the 6th in the Professor H. Diculous series of light hearted sales videos.
In this short interview by John Smibert, Professor H. Diculous discusses the importance of salespeople asking insightful questions of their prospective customers.
The Professor discusses the use of insightful questions in a sales meeting. He explains why their important. and how they should be applied.
The professor went out of his way to show his academic prowess. He is obviously a very tangential and controversial thinker about...
In this Interview Cian McLoughlin shares his experience with gaining customer commitment to participate in a win-loss review.
John Smibert asked Cian "What do customers see as the value for them in participating in win-loss reviews". In response Cian highlighted three key things that motivate them to contribute.
He pointed out firstly that if the salesperson has done a professional job and helped the customer through the buying process - win, lose or draw - the customer generally feels that they have an...