“Agility and suppleness - keys to success” – a John Dougan interview by John Smibert.
In this discussion with sales detective, John Dougan , I asked him what would be the one sales skill that would provide us with the greatest results - that is, the most valuable selling capability that we could possess?
Without hesitation John said 'suppleness' - to be able to react and adapt constructively every time in every situation.
John went on to explain why and how...
“Identify the digital activities that contributed to successful sales” – Interview with John Smibert (Image adapted from m2social image)
Are you concerned about the investment of time and resource that social selling demands of you? Are you getting a return on investment (ROI)?
In my experience a lot of organisations and individuals have invested too much into social selling without...
"Jab, Jab, Jab with email & social then knock them out with the phone" - Tony Hughes with John Smibert. (Image: CNN.com)
Should B2B salespeople do their own prospecting?
Tony Hughes is so adamant that they should that he has written a book to tell them how. He calls it "Combo Prospecting".
So I asked Tony to join me in the studio and explain what Combo Prospecting is.
"Sales leaders need to be ahead of the game, proactively riding the change wave" - Interview by John Smibert
Everywhere we turn people are talking about how change is accelerating the world of B2B sales.
I wanted to get a feel about what this accelerating change means for our sales leaders. I wanted to know what their responsibility is in managing their organisation through that change.
So I asked Wayne Moloney what the sales manager's role was relative to change. Why Wayne? ...