Building Relationship

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 144:  “The best advice for new salespeople”

TALKING SALES 144: “The best advice for new salespeople”

   “Number 1 tip for new salespeople – develop commercial conversation skills” – Discussion with John Smibert. Most people new to sales assume…

TALKING SALES 62: “Put the cart before the horse – Don’t Tell – Show”

TALKING SALES 62: “Put the cart before the horse – Don’t Tell – Show”

“Treat them as a client before they are a client”  –  Interview by John Smibert.  We are always being told to…

TALKING SALES 45: “What great salespeople do differently” – Cian McLoughlin

TALKING SALES 45: “What great salespeople do differently” – Cian McLoughlin

Photo by Meridican from Flickr   In this Interview Cian McLoughlin shares feedback from customers as to what the best salespeople…

Is relationship selling dead?

Is relationship selling dead?

By Wayne Moloney Despite all the hype that face-to-face selling is dying, building strong relationships is more important then ever….

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