Dean Kelly

TALKING SALES 169: “Using visuals to enhance your customer conversation” – Dean Kelly

TALKING SALES 169: “Using visuals to enhance your customer conversation” – Dean Kelly

          “Supporting a conversation that’s fundamentally about the client” –   interview by John Smibert.    In a recent video Dean Kelly…

TALKING SALES 152: “How to change up the sales conversation”

TALKING SALES 152: “How to change up the sales conversation”

          “The skills and techniques used to effectively converse with the customer” –   interview by John Smibert.      Recently Dean…

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…

TALKING SALES 78: “5 coaching questions for sales managers”

TALKING SALES 78: “5 coaching questions for sales managers”

          “The correct coaching questions a sales manager should ask.” –   interview by John Smibert.  In…

5 sales management questions for insight and value

5 sales management questions for insight and value

  In a recent interview with Dean Kelly “How to conduct the Internal Conversation” he promised to provide 5 key questions that…

TALKING SALES 66: “Sales coaching – the inputs, not the outputs”

TALKING SALES 66: “Sales coaching – the inputs, not the outputs”

“Coach salespeople on the inputs” –   interview by John Smibert.  In my previous discussion with Dean Kelly we discussed how sales…

Bubble Chart – creating value in client conversations

Bubble Chart – creating value in client conversations

  In a recent article titled “How to challenge your customer” the Deal Mechanic, Dean Kelly, provided us with advice on how to conduct the discovery…

TALKING SALES 59: How to conduct your internal conversation (Sales Manager – Salesperson)

TALKING SALES 59: How to conduct your internal conversation (Sales Manager – Salesperson)

“How to coach salespeople to have the correct customer conversation” –   interview by John Smibert.  In our past discussions Dean…

TALKING SALES 54: “How to challenge your customer”

TALKING SALES 54: “How to challenge your customer”

“How to have the challenger conversation” –   interview by John Smibert.  In this discussion Dean Kelly provides us with advice on how…

TALKING SALES 46: “Leveraging the customer’s value lifecycle”

TALKING SALES 46: “Leveraging the customer’s value lifecycle”

“How to get credit for the customer value you create” –   interview by John Smibert.  In our last interview (Sales Poker) …