Challenge

TALKING SALES 185: “Seven words that will enhance your sales conversation”

TALKING SALES 185: “Seven words that will enhance your sales conversation”

          “Teach and challenge your buyer by using these seven words” –   interview by John Smibert.      In our most recent…

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 136: “Change the conversation”

TALKING SALES 136: “Change the conversation”

          “Lead the customer to a realization” –   interview by John Smibert.      According to Dean Kelly salespeople need…

How to cold call a CEO – part one

How to cold call a CEO – part one

Stand out in the crowd Marketing experts, particularly those with a vested interest in selling digital marketing products, have been…

Why is The Challenger Sale different?

Why is The Challenger Sale different?

By Wayne Moloney In today’s B2B sales environment, more informed, connected buyers are driving a very worthwhile change to a…

TALKING SALES 54: “How to challenge your customer”

TALKING SALES 54: “How to challenge your customer”

“How to have the challenger conversation” –   interview by John Smibert.  In this discussion Dean Kelly provides us with advice on how…

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…

The Professor: Challenging the Challenger Sale

The Professor: Challenging the Challenger Sale

Image: Rebecca Knight – Unilad In this short interview by John Smibert,  Professor H Diculous talks about the pros and cons…

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…

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