"Training is only one component of a skills development jigsaw." - Discussion with John Smibert.
Tony Bonanno is a leading sales trainer and yet I heard him say "training doesn't work". I wondered if he was trying to destroy his business? So I asked him why he said that.
Tony clarified that "training in the conventional sense doesn't work". He explained that conventional sales training meant salespeople were brought together for training and then sent back to the field - and that was it, job...
"Three in four sales managers believe that their sales meetings do not drive better conversations with clients" - an interview by John Smibert.
John Dougan has recently completed research into the effectiveness of sales team meetings. His research showed that a high percentage of sales team meetings achieve poor outcomes. So I asked him to talk about the knock on effects of poorly run meetings.
He made a very interesting point. He said that there is a direct correlation between the effectiveness of sales meetings...
"People analyse with their left brain and decide with their right" - Discussion with John Smibert.
How do people make decisions? We have all seen those tick lists that some enterprise buyers use to evaluate suppliers. They assess proposals based on logic. But do they decide based on logic?
In this discussion, which is the 100th in the Talkin Sales series, Cian McLoughlin shares a very significant finding from the thousands of 'post decision' reviews he has conducted with enterprise...
"How and when will AI disrupt the way we sell?" - discussion with John Smibert.
Artificial intelligence (AI) - and robotics - has been around for a long time but it has not yet disrupted white collar work very much yet - or has it?. And surely our sales profession is safe - no robot could ever sell - or could it?
As it turns out AI development has accelerated in recent year and it is now contributing considerably to the sales world and influencing significant change.
"How do we change our mindset to authentically focus on the customer" - interview by John Smibert.
In previous discussions with Ian J Lowe he has put persuasive arguments that we salespeople and our organisations need to change our mindset to have the right intent - to be fully and authentically committed to the customer.
But that's tough. We have always been measured on achieving orders and revenue and rewarded for that - not on creating value for the customer. Our focus has always...
Womens World Cup winning captain Carli Lloyd - by Mike Hewitt FIFA
"A Sales team needs a captain's leadership in the field" - Interview by John Smibert
A sales manager has many roles.
In the second chapter of his book 'Your roadmap to sales management success' the sales management guru Wayne Moloney challenges sales managers to think of themselves as a team captain. Today I ask him to explain why.
Wayne pointed out that a sales team, like any sporting team, needs leadership on the field. And that is a...
"Does persistance pay?" - Interview by John Smibert
In this discussion international sales and marketing expert Dylis Guyan submits that sales mistake number 3 is "giving up too soon".
Dylis says that this mistake is particularly prevalent in the way many salespeople prospect for new customers. They try to make one contact and when they are knocked back they give up and move to the next prospect on their list.
Dylis referred to research that emphasises that persistence is...
"Create value by guiding the buyer to new enlightenment" - Interview by John Smibert.
As salespeople we cannot justify our job simply by expounding the virtues of our company and our products and services. We must influence change in thinking - and that takes insight and skill.
In this discussion Bill Carson states that the salesperson's job is to guide the buyer's thinking journey - to help them think differently about their business - to influence change and transition.
He introduces the...