Monthly Archives: January 2017

TALKING SALES 160:   “How Role Charters help create a High Performance Sales Culture”

TALKING SALES 160: “How Role Charters help create a High Performance Sales Culture”

 “Clarity on how our job roles interact will help sales teams achieve success” – Interview by John Smibert   More than ever before,…

Why the sales person as a trusted adviser is a fairy tale

Why the sales person as a trusted adviser is a fairy tale

(This article was originally published in BRW and is now available on the Australian Financial Adviser web site here. It…

To help you sell, ask don’t tell

To help you sell, ask don’t tell

My brain is bursting! (This article originally appeared in LinkedIn here) I’m currently half way through “Pre-suasion“, the brilliant new…

TALKING SALES 158: “A better CRM means a better customer experience, but how?”

TALKING SALES 158: “A better CRM means a better customer experience, but how?”

“CRM can help a salesperson from walking into a trap” – Discussion with John Smibert.   There is a high rate…

TALKING SALES 157:  “Coaching for sales performance”

TALKING SALES 157: “Coaching for sales performance”

          “How to coach to achieve sustainable sales performance” – Interview by John Smibert.   In my experience…

TALKING SALES 156:  “Sales process is killing sales”

TALKING SALES 156: “Sales process is killing sales”

              “Why your sales process may be negatively impacting your sales” – Interview by…