Monthly Archives: September 2015

TALKING SALES 52: “Three things Top Salespeople consistently do”

TALKING SALES 52: “Three things Top Salespeople consistently do”

  John Smibert asked Bernadette McClelland  to tell us what top salespeople consistently do to be top salespeople. She answered that there…

The Professor: The Facebookification of LinkedIn

The Professor: The Facebookification of LinkedIn

  In this short interview by Tony Hughes, Professor H. Diculous discusses the ramifications of LinkedIn adopting some of the Facebook…

TALKING SALES 51: “Lean Selling: Qualifying to reduce waste”

TALKING SALES 51: “Lean Selling: Qualifying to reduce waste”

“Lost sales: What a waste! Let’s only work on the winnable ones” – Interview by John Smibert . Businesses regularly spend up to five…

TALKING SALES 50: “Go away! We already have a supplier”

TALKING SALES 50: “Go away! We already have a supplier”

The most common objection when prospecting  –  Interview by John Smibert.      In this interview Dan Symons tells us the number…

TALKING SALES 49: “Manage sales behaviour to achieve results”

TALKING SALES 49: “Manage sales behaviour to achieve results”

“Good sales managers monitor key behaviours” – interview by John Smibert In this interview John (JD) Dean tells about specific behaviours that the…

Lean sales: More revenue, More profit, Less Resource

Lean sales: More revenue, More profit, Less Resource

By Wayne Moloney Lean has long been associated with manufacturing and credited to Toyota. However, I challenge both premises and…

TALKING SALES 48: “Reducing the time salespeople spend on marketing”

TALKING SALES 48: “Reducing the time salespeople spend on marketing”

Interview by John Smibert Peter Strohkorb tells us that salespeople in many organisations find it difficult to get access to the content…

“What makes a great sales leader?” – ARTICLE WITHDRAWN

“What makes a great sales leader?” – ARTICLE WITHDRAWN

      We apologise – this article has been withdrawn     **************** If you like John Dougan  you can…

TALKING SALES 47: “Laser Targeted Value Proposition”

TALKING SALES 47: “Laser Targeted Value Proposition”

Interview by John Smibert Because Tony Bonanno is a specialist in the use of value propositions to open doors and close sales I asked him…