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To help you sell, ask don't tell
My Skills

To help you sell, ask don't tell

January 20th, 2017 0
My brain is bursting! (This article originally appeared in LinkedIn here) I'm currently half way through "Pre-suasion", the brilliant new book by Robert Cialdini, author of the equally brilliant "Influence" and my sales brain is teeming...
TALKING SALES 155: "Reciprocity: The forgotten Sales Strategy"
My Skills

TALKING SALES 155: "Reciprocity: The forgotten Sales Strategy"

December 15th, 2016 0
“Reciprocity is what you get back in return for giving help” – an interview by John Smibert.     Some time ago I published an interview with sales futurist Cian McLoughlin where he said "The 'giving is gain' philosophy is...
TALKING SALES 154:  “Five key steps to building trusted relationships”
My Skills

TALKING SALES 154: “Five key steps to building trusted relationships”

December 9th, 2016 0
“The Future of Selling - five key steps to building trusted relationships“ – A ‘Talking Sales’ discussion with John Smibert   When we first approach a new customers we have no relationship.  If we identify an opportunity we...
TALKING SALES 152: “How to change up the sales conversation”
My Skills

TALKING SALES 152: “How to change up the sales conversation”

November 30th, 2016 0
          “The skills and techniques used to effectively converse with the customer” –   interview by John Smibert.      Recently Dean Kelly and I discussed the need for many salespeople to change the way they...
TALKING SALES 150: "Start with why"
My Skills

TALKING SALES 150: "Start with why"

November 19th, 2016 0
  The brilliant Simon Sinek did a TED talk that I love titled "How great leaders inspire action". The essence of his message was "Start with why". It is one of the most insightful and powerful lessons for leaders and salespeople to...
A groundbreaking sales book - "The science of selling"
My Skills

A groundbreaking sales book - "The science of selling"

November 15th, 2016 0
Of the thousands of sales books that are published each year only a few are groundbreaking. ‘The science of selling’ by David Hoffeld is one of these. The theories perpetuated by this book, about how to sell, are based on compelling...
TALKING SALES 149: "Customer retention strategy"
My Skills

TALKING SALES 149: "Customer retention strategy"

November 8th, 2016 0
                     “Build a strategic moat around your customer” – Interview by John Smibert   There is nothing so frustrating - or so heartbreaking - to lose a good customer. In our last two discussions...
TALKING SALES 145:   “Buyers are transitioning from commodity to value”
My Skills

TALKING SALES 145: “Buyers are transitioning from commodity to value”

October 18th, 2016 0
"Grow profitability by only selecting clients that recognise value" - Interview by John Smibert     Have your buyers been cutting your margins to the bone? They are much more informed and organised than ever before and...
TALKING SALES 144:  “The best advice for new salespeople”
My Skills

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

October 14th, 2016 0
   "Number 1 tip for new salespeople - develop commercial conversation skills" - Discussion with John Smibert. Most people new to sales assume their role is to promote their great products and services to their customers.  The result...
TALKING SALES 143:  “Burning your brand”
My Skills

TALKING SALES 143: “Burning your brand”

October 12th, 2016 1
“The way most of us generate demand results in us burning our brand - is there is a better way?“ – A ‘Talking Sales’ discussion with John Smibert   John Bedwany agrees that we have to continue talking to the marketplace to...
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Are you searching for advice that will help you grow and manage sales – or lead your sales team? You are likely to find it here.

This site brings you some of the latest expert thought leadership content on business to business (B2B) sales from specialists, sales leaders and sales professionals.

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Contributors

John Smibert (1)
  • TALKING SALES 66: "Sales coaching - the inputs, not the outputs"
Bernadette McClelland (1)
  • Thinking is the Key to Challenge Thinking
Dan Symons (1)
  • Why Aren't They Calling?!
Dean Kelly (1)
  • Don't be a first year sales manager for 10 years!
John Bedwany (5)
  • Are your prospects qualifying themselves out?
  • Who’s winning the #sales you don’t know about?
  • The poison that's killing your sales
  • Is Your Marketing Damaging Your Brand?
  • Why Digital Marketing is Failing in Enterprise Accounts
John Smibert (5)
  • TALKING SALES 216: "A sales manager is a high performance coach"
  • TALKING SALES 215: "How salespeople can avoid becoming obsolete"
  • TALKING SALES 214: "Case study in personal branding"
  • TALKING SALES 200: Combo Prospecting
  • TALKING SALES 213: "Few companies have the data they need to build trusted relationships"
John Smibert (5)
  • TALKING SALES 165: “Social selling - the silver bullet that can kill your sales?”
  • TALKING SALES 164: “How a culture of purpose drives great results”
  • TALKING SALES 163: "The secret to achieving a one call meeting"
  • TALKING SALES 160: “How Role Charters help create a High Performance Sales Culture”
  • TALKING SALES 157: “Coaching for sales performance”
Peter Strohkorb (5)
  • 5 Explosive Statistics That Change B2B Selling Forever !
  • Death of A Sales Lead, or: What’s the Problem with Marketing’s Sales Leads ?
  • Why Change Management Goes Against Human Nature.
  • Why your Business Case for CRM and MarTech is most probably WRONG !
  • Back to the Future of Sales and Marketing
Steve Hall (5)
  • Why the sales person as a trusted adviser is a fairy tale
  • To help you sell, ask don't tell
  • How to cold call a CEO – part one
  • Sex, scandal and sales
  • Follow the Yellow Brick buyer’s journey
Susan Donovan (1)
  • Sales Paradox: Strong rapport can damage relationship.
Tony Hughes (5)
  • Strategic B2B Social Selling - A brief for the CEO
  • The Ten Laws of Strategic Selling
  • You Only Have 20 Seconds So Lead With ‘Why’
  • CRM, SFA, and Sales Enablement. The Same?
  • Strategic Social Selling Defined
Wayne Moloney (3)
  • Why is The Challenger Sale different?
  • Lean sales: More revenue, More profit, Less Resource
  • Is relationship selling dead?
Latest Articles
  • TALKING SALES 216: “A sales manager is a high performance coach” June 19, 2018
  • TALKING SALES 215: “How salespeople can avoid becoming obsolete” June 12, 2018
  • TALKING SALES 214: “Case study in personal branding” June 5, 2018
  • TALKING SALES 200: Combo Prospecting May 30, 2018
  • TALKING SALES 213: “Few companies have the data they need to build trusted relationships” May 22, 2018
  • TALKING SALES 212: Case study on how to open an executive’s door May 15, 2018
  • TALKING SALES 211: How successful salespeople embrace Purpose May 8, 2018
  • TALKING SALES 210: “Effective Social Selling takes little time” May 1, 2018
  • TALKING SALES 209: “Why a high performance culture is hard to achieve” April 19, 2018
  • TALKING SALES 208: “Applying Social Selling in the Buying Journey” April 10, 2018
  • TALKING SALES 207: “Why your sales methods are tired and outdated” April 3, 2018
  • TALKING SALES 206: “Why invest in your Personal Digital Brand?“ March 27, 2018
  • TALKING SALES 205: “Coaching before and after the sales call” March 20, 2018
  • TALKING SALES 204: “How to transform the way we sell” March 13, 2018
  • TALKING SALES 203: “Selling Fearlessly” March 6, 2018
  • TALKING SALES 202: “The most valuable sales skill” February 27, 2018
  • TALKING SALES 201: “ROI on Social Selling” February 20, 2018
  • TALKING SALES 200: “Grow a quality pipeline with Combo Prospecting” – Tony J Hughes February 13, 2018
  • TALKING SALES 199: “A Sales Manager is a Change Agent” February 6, 2018
  • TALKING SALES 198: “There is no such thing as a warm call” January 30, 2018
  • TALKING SALES 197: “Integrating digital to build trusted relationships” January 17, 2018
  • TALKING SALES 196: “Why it’s challenging to capture the attention of a busy customer” January 9, 2018
  • TALKING SALES 195: “Hire people with the right purpose – over skills” January 2, 2018
  • TALKING SALES 194: “Why social selling is vital for B2B sales” December 21, 2017
  • TALKING SALES 193: “Super sales person vs super sales leader” – Maria Nordstrom December 5, 2017
  • TALKING SALES 192: “Emotion vs Logic in B2B Sales” November 28, 2017
  • TALKING SALES 191: “Obtaining peer support for the sales leader” November 21, 2017
  • TALKING SALES 190: “Managing good salesperson behaviour” November 14, 2017
  • TALKING SALES 189: “Does referral selling pay?” November 7, 2017
  • TALKING SALES 188: “Marketing Issue 2: Sales lead follow up” October 31, 2017
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