My Development

TALKING SALES 153:  “Rebirth of the salesman”

TALKING SALES 153: “Rebirth of the salesman”

                         “You’re company and product is not enough”  –…

TALKING SALES 138: A personal branding case study

TALKING SALES 138: A personal branding case study

      “The customer wants to see that you are a domain expert”  – Discussion with  John Smibert.  …

TALKING SALES 102:  “Sales Training doesn’t work”

TALKING SALES 102: “Sales Training doesn’t work”

          “Training is only one component of a skills development jigsaw.” – Discussion with John Smibert.   Tony…

TALKING SALES 63: “Overcoming personal sales inhibitors”

TALKING SALES 63: “Overcoming personal sales inhibitors”

           “Clearing our psychological roadblocks to selling” – Interview by John Smibert   Our mind dictates how we…

TALKING SALES 52: “Three things Top Salespeople consistently do”

TALKING SALES 52: “Three things Top Salespeople consistently do”

  John Smibert asked Bernadette McClelland  to tell us what top salespeople consistently do to be top salespeople. She answered that there…

TALKING SALES 43: “Creating a Perpetual Sales Learning Environment”

TALKING SALES 43: “Creating a Perpetual Sales Learning Environment”

  In this interview Sue Barrett talks to John Smibert about how most sales training is ineffective, frustrating for salespeople and…

TALKING SALES 41: “5 Laws for Stratospheric Sales Success”

TALKING SALES 41: “5 Laws for Stratospheric Sales Success”

In this short interview Ian Lowe shares his 5 laws for stratospheric sales success with John Smibert. Ian claims that the five laws are an…

TALKING SALES 40: “The Sales Profession”

TALKING SALES 40: “The Sales Profession”

  In this interview John Dougan states that sales should be seen as a profession. He explains that professional salespeople offer two…

TALKING SALES 28: “Avoid Point Solutions to Improve Sales” – Sue Barrett

TALKING SALES 28: “Avoid Point Solutions to Improve Sales” – Sue Barrett

In this 3 minute interview Sue Barrett talks to John Smibert about the need to avoid implementing ‘point solutions’ in your…

TALKING SALES 23: “Your sales brand? Your differentiator!”

TALKING SALES 23: “Your sales brand? Your differentiator!”

    In this short interview John Dean (JD) explains the importance of a strong individual sales brand to John…

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