Prospecting

TALKING SALES 188: “Marketing Issue 2: Sales lead follow up”

TALKING SALES 188: “Marketing Issue 2: Sales lead follow up”

“50% of all marketing leads are never followed up by the sales“ – A ‘Talking Sales’ discussion with John Bedwany…

TALKING SALES 181: “Referral Strategy” – John Dougan

TALKING SALES 181: “Referral Strategy” – John Dougan

              “Is it wrong to simply to ask for a referral?” – an interview by John Smibert.  …

TALKING SALES 178: The basics of sales prospecting

TALKING SALES 178: The basics of sales prospecting

                “Get the basics right and the rest will follow“ –  Interview by John Smibert…

TALKING SALES 176:   “Implementing Referral Selling for competitive advantage”

TALKING SALES 176: “Implementing Referral Selling for competitive advantage”

       “Effective referral programs require skill and behavioural change” – Interview by John Smibert.   In my last…

“Why are 60% of your salespeople failing?” discussion with Tony J. Hughes

“Why are 60% of your salespeople failing?” discussion with Tony J. Hughes

About 60% of B2B salespeople are not achieving their numbers. There are a number of reasons for this yet one of…

TALKING SALES 165:   “Social selling – the silver bullet that can kill your sales?”

TALKING SALES 165: “Social selling – the silver bullet that can kill your sales?”

“When it comes to prospecting use all the eggs in your basket“ –  Interview by John Smibert   Social and…

TALKING SALES 163: “The secret to achieving a one call meeting”

TALKING SALES 163: “The secret to achieving a one call meeting”

             “How to achieve a meeting with your dream prospect in one call” – Interview…

TALKING SALES 143:  “Burning your brand”

TALKING SALES 143: “Burning your brand”

“The way most of us generate demand results in us burning our brand – is there is a better way?“ – A…

TALKING SALES 115:  Are you wasting time asking for referrals?

TALKING SALES 115: Are you wasting time asking for referrals?

          “There is a wrong way and a right way to ask for referrals” – Discussion with John…

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