Sales Training

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 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 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…

“Leverage Your Unique Promise of Value”

“Leverage Your Unique Promise of Value”

                                       …

TALKING SALES 1: “History of Sales Practices: Why some work and some don’t”

TALKING SALES 1: “History of Sales Practices: Why some work and some don’t”

Sue Barrett, talks with John Smibert about the history of sales methods and how they have changed for the better. This video is a ‘must…

Sales Paradox: Strong rapport can damage relationship.

Sales Paradox: Strong rapport can damage relationship.

Author Susan Donovan Can a salesperson really have too much rapport?         Sure! Rapport is built (or broken) in…

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