Monthly Archives: June 2016

TALKING SALES 118:  “Sales mistake #1 – Lack of strategy”

TALKING SALES 118: “Sales mistake #1 – Lack of strategy”

“Sales basics: Write down your goal, plan your strategy and then execute” – Interview by John Smibert     According to…

TALKING SALES 117:  “Social media technology madness – how to choose”

TALKING SALES 117: “Social media technology madness – how to choose”

              “Forget about the shiny new toy; think about your business strategy” – Interview…

TALKING SALES 116:  “The renaissance sales manager”

TALKING SALES 116: “The renaissance sales manager”

            “A renaissance sales manager helps their people become magnificent” – Interview by John Smibert  …

5 Explosive Statistics That Change B2B Selling Forever !

5 Explosive Statistics That Change B2B Selling Forever !

It is said that Mark Twain once famously quoted British Prime Minister Benjamin Disraeli who reportedly had said this: “There are three kinds…

Death of A Sales Lead, or: What’s the Problem with Marketing’s Sales Leads ?

Death of A Sales Lead, or: What’s the Problem with Marketing’s Sales Leads ?

My firm specialises in working with Sales and Marketing teams in medium and large B2B organisations. We show them how to get…

Why Change Management Goes Against Human Nature.

Why Change Management Goes Against Human Nature.

Have you ever wondered why managing change in organisations is so hard to do ? What is it that makes…

Why your Business Case for CRM and MarTech is most probably WRONG !

Why your Business Case for CRM and MarTech is most probably WRONG !

“Half the Money I spend on Advertising is wasted. The Trouble is I don’t know which Half.” This famous line was…

TALKING SALES 115:  Are you wasting time asking for referrals?

TALKING SALES 115: Are you wasting time asking for referrals?

          “There is a wrong way and a right way to ask for referrals” – Discussion with John…

TALKING SALES 114: “Jointly crafting a buyer’s value proposition”

TALKING SALES 114: “Jointly crafting a buyer’s value proposition”

            “Developing and leveraging the customer value proposition” – Interview by John Smibert.   What…

TALKING SALES 113:  “3 key principles for a quantum leap in sales productivity”

TALKING SALES 113: “3 key principles for a quantum leap in sales productivity”

              “How to achieve a dramatic increase in sales productivity” – Interview by John Smibert…