Monthly Archives: February 2016

TALKING SALES 86: 2016 sales trends – Less is more

TALKING SALES 86: 2016 sales trends – Less is more

                     “What are the trends that threaten to disrupt our sales success?”…

Your roadmap to sales management success (Book review)

Your roadmap to sales management success (Book review)

  I recently read a new sales management book by Wayne Moloney titled ‘Your roadmap to sales management success“. If you…

TALKING SALES 85: “The cornerstone of the successful sale“  – Tony Bonanno

TALKING SALES 85: “The cornerstone of the successful sale“ – Tony Bonanno

                   “Good quality discovery opens the door to good quality sales” –…

TALKING SALES 84: “The downside of sales automation”

TALKING SALES 84: “The downside of sales automation”

                            “We must maintain the human element…

TALKING SALES 83: “Don’t be a sales warrior in 2016”

TALKING SALES 83: “Don’t be a sales warrior in 2016”

                “It’s not about being a warrior of persuasion in selling, we need…

How to cold call a CEO – part one

How to cold call a CEO – part one

Stand out in the crowd Marketing experts, particularly those with a vested interest in selling digital marketing products, have been…

TALKING SALES 82: “Handling Sales Objections Efficiently and Effectively”

TALKING SALES 82: “Handling Sales Objections Efficiently and Effectively”

              “Shorten selling time by getting to the real objection quickly” –  Interview by John Smibert.  In…

TALKING SALES 81: “How to sell in a VUCA world”

TALKING SALES 81: “How to sell in a VUCA world”

          “How to sell in a volatile, uncertain and complex world” – interview by John Smibert.   In recent…

TALKING SALES 80: “The Sales Closing Conundrum”

TALKING SALES 80: “The Sales Closing Conundrum”

                “The way we have traditionally tried to close a sale is problematic?“ –…