Gaining insight

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…

TALKING SALES 105: “Listen to your customer’s customer”

TALKING SALES 105: “Listen to your customer’s customer”

              “Your customer’s customer will tell you what you need to know to sell”…

TALKING SALES 67: “The Salesperson’s Unique Value”

TALKING SALES 67: “The Salesperson’s Unique Value”

“How to conduct your conversation with a well informed client” – Interview by John Smibert In this conversation Tony Bonanno talks about…

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 33: “Understand the business context”

TALKING SALES 33: “Understand the business context”

  In this short discussion John Smibert asked Bernadette McClelland what salespeople need to do to engage more effectively with…

TALKING SALES 17: “Adapting sales process to buyer behaviour” – John Dougan

TALKING SALES 17: “Adapting sales process to buyer behaviour” – John Dougan

  In this 3 minute interview by John Smibert, John Dougan, provides insight into the need to change how we engage with the customer subject to…

TALKING SALES 12: “Empowering Salespeople with Technology” – Tony J Hughes

TALKING SALES 12: “Empowering Salespeople with Technology” – Tony J Hughes

A 4 minute interview by John Smibert                          Ryan…

TALKING SALES 11: “Secrets of Selling Exposed” – John (JD) Dean

TALKING SALES 11: “Secrets of Selling Exposed” – John (JD) Dean

In this 4 minute discussion with John Smibert,  John (JD) Dean dares salespeople not to talk about their product or company.  …

TALKING SALES 6: “What is Win-Loss Analysis” – Cian McLoughlin

TALKING SALES 6: “What is Win-Loss Analysis” – Cian McLoughlin

Sales Win-Loss analysis and its vital importance. Interview with Cian McLoughlin by John Smibert.   I was particularly interested in Cian’s…

Thinking is the Key to Challenge Thinking

Thinking is the Key to Challenge Thinking

To be able to challenge your own thinking, and as a result challenge other people’s thinking, is what our buyers…

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