Monthly Archives: September 2016

TALKING SALES 139: “Sales coaching for behavioural change” – John Dougan

TALKING SALES 139: “Sales coaching for behavioural change” – John Dougan

“Coaching for behavioural change provides a better return than skills coaching” – an interview by John Smibert.   I recently…

TALKING SALES 140: “Why measuring your pipeline is erroneous”

TALKING SALES 140: “Why measuring your pipeline is erroneous”

       “Are you misleading yourself when you measure your pipeline” – Interview by John Smibert   For years we…

TALKING SALES 138: A personal branding case study

TALKING SALES 138: A personal branding case study

      “The customer wants to see that you are a domain expert”  – Discussion with  John Smibert.  …

TALKING SALES 137: Sales Challenge 3 – Poor win rates

TALKING SALES 137: Sales Challenge 3 – Poor win rates

      “Low win rates cost us dearly – why do we accept it?“ – A ‘Talking Sales’ discussion…

TALKING SALES 136: “Change the conversation”

TALKING SALES 136: “Change the conversation”

          “Lead the customer to a realization” –   interview by John Smibert.      According to Dean Kelly salespeople need…