B2B Sales

TALKING SALES 132:   “Territory Coverage: The #2 Sales Challenge”

TALKING SALES 132: “Territory Coverage: The #2 Sales Challenge”

Image by http://www.pixelstalk.net             “What difference would it make if you could fully cover your…

TALKING SALES 127: How to present to a diverse group of decision makers

TALKING SALES 127: How to present to a diverse group of decision makers

          “Presenting to a diverse group requires skill, preparation and practice” – Discussion with John Smibert. Selling…

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 125: “The No 1 sales challenge”

TALKING SALES 125: “The No 1 sales challenge”

              “How can we raise the selling efficiency of salespeople from 25% to 75%?”…

TALKING SALES 124:  “Are you ready to ride the tsunami of change?”

TALKING SALES 124: “Are you ready to ride the tsunami of change?”

   “Sales organisations need to transform radically to survive a tsunami of change” – Interview by John Smibert     Author…

Death of A Sales Lead, or: What’s the Problem with Marketing’s Sales Leads ?

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 large B2B organisations. We show them how to get…

Why your Business Case for CRM and MarTech is most probably WRONG !

Why your Business Case for CRM and MarTech is most probably WRONG !

“Half the Money I spend on Advertising is wasted. The Trouble is I don’t know which Half.” This famous line was…

TALKING SALES 113:  “3 key principles for a quantum leap in sales productivity”

TALKING SALES 113: “3 key principles for a quantum leap in sales productivity”

              “How to achieve a dramatic increase in sales productivity” – Interview by John Smibert…

TALKING SALES 112:  “Vendor Stack: Are you in danger of being culled?”

TALKING SALES 112: “Vendor Stack: Are you in danger of being culled?”

              “Large enterprises want less suppliers – are you in danger?” – Interview by John Smibert…

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