Monthly Archives: October 2015

TALKING SALES 61: “Why choose a sales career?”

TALKING SALES 61: “Why choose a sales career?”

                    “Sales is a great career” – an interview by John…

Bubble Chart – creating value in client conversations

Bubble Chart – creating value in client conversations

  In a recent article titled “How to challenge your customer” the Deal Mechanic, Dean Kelly, provided us with advice on how to conduct the discovery…

TALKING SALES 60: Aligning Sales Strategy with Business Strategy

TALKING SALES 60: Aligning Sales Strategy with Business Strategy

“The business strategy should drive the sales strategy – not vice versa” – Interview by John Smibert . Sales strategy must be aligned to…

TALKING SALES 59: How to conduct your internal conversation (Sales Manager – Salesperson)

TALKING SALES 59: How to conduct your internal conversation (Sales Manager – Salesperson)

“How to coach salespeople to have the correct customer conversation” –   interview by John Smibert.  In our past discussions Dean…

TALKING SALES 57: “How to prospect – by one of the masters”

TALKING SALES 57: “How to prospect – by one of the masters”

  Steve Hall is a master at prospecting. In this interview Steve tells John Smibert how he achieves very high success rates at opening doors…

Back to the Future of Sales and Marketing

Back to the Future of Sales and Marketing

  I have a futuristic story of how an organisation – maybe one like yours – substantially grew their revenues from…

Why is The Challenger Sale different?

Why is The Challenger Sale different?

By Wayne Moloney In today’s B2B sales environment, more informed, connected buyers are driving a very worthwhile change to a…

TALKING SALES 55: “Work less – sell more!” – Susan Donovan

TALKING SALES 55: “Work less – sell more!” – Susan Donovan

       Photograph: Alamy In this 3 minute interview Susan Donovan presents another sales paradox- “Take a break in…

TALKING SALES 55: “Why you need to work less to sell more”

TALKING SALES 55: “Why you need to work less to sell more”

       Photograph: Alamy In this 3 minute interview Susan Donovan presents another sales paradox- “Take a break in…