Sales psychology

TALKING SALES 192: “Emotion vs Logic in B2B Sales”

TALKING SALES 192: “Emotion vs Logic in B2B Sales”

             “Sell to the heart, justify to the head”  – A discussion between Cian McLoughlin and  John Smibert.  …

TALKING SALES 174:   “We buy with our heart”

TALKING SALES 174: “We buy with our heart”

             “Why do we buy with our hearts but sell with our heads?”  – Discussion…

To help you sell, ask don’t tell

To help you sell, ask don’t tell

My brain is bursting! (This article originally appeared in LinkedIn here) I’m currently half way through “Pre-suasion“, the brilliant new…

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 150: “Start with why”

TALKING SALES 150: “Start with why”

  The brilliant Simon Sinek did a TED talk that I love titled “How great leaders inspire action“. The essence…

A groundbreaking sales book – “The science of selling”

A groundbreaking sales book – “The science of selling”

Of the thousands of sales books that are published each year only a few are groundbreaking. ‘The science of selling’…

TALKING SALES 134:   “The critical importance of authentic intent”

TALKING SALES 134: “The critical importance of authentic intent”

        “Your buyer can pick up your intent before you open your mouth” – interview by John Smibert….

TALKING SALES 120: “Top salespeople are authentic leaders” – Ian Lowe

TALKING SALES 120: “Top salespeople are authentic leaders” – Ian Lowe

        “Inspire your customers with your authentic  leadership” – interview by John Smibert.     In our many discussions…

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…

TALKING SALES 88: “Three brain congruency for sales effectiveness”

TALKING SALES 88: “Three brain congruency for sales effectiveness”

                “Why is it vital that we develop a more customer aligned mindset?” –…

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