Customer Focus

TALKING SALES 174:   “We buy with our heart”

TALKING SALES 174: “We buy with our heart”

             “Why do we buy with our hearts but sell with our heads?”  – Discussion…

TALKING SALES 164:   “How a culture of purpose drives great results”

TALKING SALES 164: “How a culture of purpose drives great results”

         “Purpose driven organisations win the customer over” – interview by John Smibert.   Sales teams need to…

To help you sell, ask don’t tell

To help you sell, ask don’t tell

My brain is bursting! (This article originally appeared in LinkedIn here) I’m currently half way through “Pre-suasion“, the brilliant new…

TALKING SALES 158: “A better CRM means a better customer experience, but how?”

TALKING SALES 158: “A better CRM means a better customer experience, but how?”

“CRM can help a salesperson from walking into a trap” – Discussion with John Smibert.   There is a high rate…

TALKING SALES 155: “Reciprocity: The forgotten Sales Strategy”

TALKING SALES 155: “Reciprocity: The forgotten Sales Strategy”

“Reciprocity is what you get back in return for giving help” – an interview by John Smibert.     Some…

TALKING SALES 150: “Start with why”

TALKING SALES 150: “Start with why”

  The brilliant Simon Sinek did a TED talk that I love titled “How great leaders inspire action“. The essence…

TALKING SALES 134:   “The critical importance of authentic intent”

TALKING SALES 134: “The critical importance of authentic intent”

        “Your buyer can pick up your intent before you open your mouth” – interview by John Smibert….

TALKING SALES 117:  “Social media technology madness – how to choose”

TALKING SALES 117: “Social media technology madness – how to choose”

              “Forget about the shiny new toy; think about your business strategy” – Interview…

5 Explosive Statistics That Change B2B Selling Forever !

5 Explosive Statistics That Change B2B Selling Forever !

It is said that Mark Twain once famously quoted British Prime Minister Benjamin Disraeli who reportedly had said this: “There are three kinds…

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