Complex Sales

TALKING SALES 170:  “Aligning Sales and Marketing on the buyer journey” – Graham Hawkins

TALKING SALES 170: “Aligning Sales and Marketing on the buyer journey” – Graham Hawkins

              “ The right message at the right trigger point along the buying journey” –…

Why Digital Marketing is Failing in Enterprise Accounts

Why Digital Marketing is Failing in Enterprise Accounts

Companies with marketing departments that have invested huge amounts in digital marketing, marketing automation, content marketing, the digital buyer’s journey…

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 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 39: “It’s sales poker: Let your customer bet the value”

TALKING SALES 39: “It’s sales poker: Let your customer bet the value”

“How to discover genuine customer value” –  3 Minute interview by John Smibert.  In this interview Dean Kelly tells us ‘value’ is…

TALKING SALES 32: “Win-Loss review: Gaining customer buy-in”

TALKING SALES 32: “Win-Loss review: Gaining customer buy-in”

  In this Interview Cian McLoughlin shares his experience with gaining customer commitment to participate in a win-loss review. John…

TALKING SALES 27: “How great salespeople become trusted advisers” – Ian Lowe

TALKING SALES 27: “How great salespeople become trusted advisers” – Ian Lowe

  In this 3 minute interview Ian Lowe talks with John Smibert about how the leading salespeople build trust. In…

The Ten Laws of Strategic Selling

The Ten Laws of Strategic Selling

By Tony J Hughes (A reprint of an article I published in my LinkedIn Pulse page)   Definition of Strategic Enterprise Selling:…

TALKING SALES 14: “Sales process needs purpose” – Ian Lowe

TALKING SALES 14: “Sales process needs purpose” – Ian Lowe

  In this 3 minute interview Ian Lowe talks with John Smibert about how ‘Sales Process’ and ‘Sales Purpose’ compliment each…

White Papers

Strategic B2B Social Selling – A brief for the CEO
                                      By Tony...... More

Sales Tools

5 sales management questions for insight and value
  In a recent interview with Dean Kelly “How to conduct the Internal... More
Bubble Chart – creating value in client conversations
  In a recent article titled “How to challenge your customer”... More
Death of A Sales Lead, or: What’s the Problem with Marketing’s Sales Leads ?
My firm specialises in working with Sales and Marketing teams in medium and larg... More
Rethinking CRM and Business Engagement
How sales engagement is changing and what we need to do to stay ahead of the wav... More
TALKING SALES 117: “Social media technology madness – how to choose”
              “Forget about the shiny new toy; think about your bus... More