Challenging

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…

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 16: “Can rapport damage a business relationship” – Susan Donovan

TALKING SALES 16: “Can rapport damage a business relationship” – Susan Donovan

    In this 3 minute interview Susan Donovan explains to John Smibert why building the wrong kind of rapport…

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.  …

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…

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
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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
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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