B2B Sales

TALKING SALES 104:	“The sales curator” – Sue Barrett

TALKING SALES 104: “The sales curator” – Sue Barrett

                     “Curating content to educate and influence the customer” – Interview…

TALKING SALES 100: “Right Brain Selling”

TALKING SALES 100: “Right Brain Selling”

       “People analyse with their left brain and decide with their right”  – Discussion with  John Smibert.   How do…

TALKING SALES 99:   “Is Artificial Intelligence really disrupting B2B sales?”

TALKING SALES 99: “Is Artificial Intelligence really disrupting B2B sales?”

                      “How and when will AI disrupt the way we sell?“…

TALKING SALES 95: “Guiding the buyer’s thinking journey” –

TALKING SALES 95: “Guiding the buyer’s thinking journey” –

            “Create value by guiding the buyer to new enlightenment” – Interview by John Smibert….

TALKING SALES 93: “Competitor Zero”

TALKING SALES 93: “Competitor Zero”

                     “Increasing sales productivity by overcoming customer indecision” – Interview by John…

TALKING SALES 87: Three classic sales mistakes

TALKING SALES 87: Three classic sales mistakes

                      “Common mistakes when attracting, converting and retaining customers” – Interview…

Rebirth of the Salesman (Book Review)

Rebirth of the Salesman (Book Review)

               BOOK: Rebirth of the Salesman: The World of Sales is Evolving. Are You? –…

TALKING SALES 83: “Don’t be a sales warrior in 2016”

TALKING SALES 83: “Don’t be a sales warrior in 2016”

                “It’s not about being a warrior of persuasion in selling, we need…

How to cold call a CEO – part one

How to cold call a CEO – part one

Stand out in the crowd Marketing experts, particularly those with a vested interest in selling digital marketing products, have been…

TALKING SALES 81: “How to sell in a VUCA world”

TALKING SALES 81: “How to sell in a VUCA world”

          “How to sell in a volatile, uncertain and complex world” – interview by John Smibert.   In recent…

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