Communications

TALKING SALES 160:   “How Role Charters help create a High Performance Sales Culture”

TALKING SALES 160: “How Role Charters help create a High Performance Sales Culture”

 “Clarity on how our job roles interact will help sales teams achieve success” – Interview by John Smibert   More than ever before,…

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…

TALKING SALES 90: “Humanizing customer engagement”

TALKING SALES 90: “Humanizing customer engagement”

                “Effective engagement requires being human and generous” – Discussion with  John Smibert.   In…

TALKING SALES 33: “Understand the business context”

TALKING SALES 33: “Understand the business context”

  In this short discussion John Smibert asked Bernadette McClelland what salespeople need to do to engage more effectively with…

Don’t ‘Close’ sales – ‘Open’ relationships

Don’t ‘Close’ sales – ‘Open’ relationships

  Words are bullets and language drives behaviour. Some have killed, others have died for the sake of a few…

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