Monthly Archives: July 2016

TALKING SALES 126: “How good is your buyer’s business case?

TALKING SALES 126: “How good is your buyer’s business case?

            “A strong buyer’s business case enhances the chance of a positive decision” – Interview…

TALKING SALES 125: “The No 1 sales challenge”

TALKING SALES 125: “The No 1 sales challenge”

              “How can we raise the selling efficiency of salespeople from 25% to 75%?”…

TALKING SALES 124:  “Are you ready to ride the tsunami of change?”

TALKING SALES 124: “Are you ready to ride the tsunami of change?”

   “Sales organisations need to transform radically to survive a tsunami of change” – Interview by John Smibert     Author…

TALKING SALES 123: “Coaching for sustainable sales growth”

TALKING SALES 123: “Coaching for sustainable sales growth”

            “Consistent practice drives sustainable outcomes” – an interview by John Smibert.   I believe the key…

TALKING SALES 122:  “Why marry up the sales process with the buyer’s journey?”

TALKING SALES 122: “Why marry up the sales process with the buyer’s journey?”

         “The magic happens when the sales & buying processes interconnect”  – Discussion with  John Smibert.     I asked…

TALKING SALES 121: “Trialling your software is a big mistake”

TALKING SALES 121: “Trialling your software is a big mistake”

                      “Cloud solutions – Start small but with full commitment” –…

TALKING SALES 120: “Top salespeople are authentic leaders” – Ian Lowe

TALKING SALES 120: “Top salespeople are authentic leaders” – Ian Lowe

        “Inspire your customers with your authentic  leadership” – interview by John Smibert.     In our many discussions…

TALKING SALES 119:  “Top Sales Managers are Performance Supervisors”

TALKING SALES 119: “Top Sales Managers are Performance Supervisors”

       “We need to guide performance based on leading indicators” – Interview by John Smibert     Sales management is one…