Selling Value

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 27: “How great salespeople become trusted advisers” – Ian Lowe

TALKING SALES 27: “How great salespeople become trusted advisers” – Ian Lowe

  In this 3 minute interview Ian Lowe talks with John Smibert about how the leading salespeople build trust. In…

The Ten Laws of Strategic Selling

The Ten Laws of Strategic Selling

By Tony J Hughes (A reprint of an article I published in my LinkedIn Pulse page)   Definition of Strategic Enterprise Selling:…

TALKING SALES 14: “Sales process needs purpose” – Ian Lowe

TALKING SALES 14: “Sales process needs purpose” – Ian Lowe

  In this 3 minute interview Ian Lowe talks with John Smibert about how ‘Sales Process’ and ‘Sales Purpose’ compliment each…

TALKING SALES 13: “Passion over Process” – Dan Symons

TALKING SALES 13: “Passion over Process” – Dan Symons

3 Minute interview by John Smibert. In this interview Dan Symons emphasizes: “……. what distinguishes good, successful long term sales is the…

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…

TALKING SALES 4: “Sales Paradox: Creating value can devalue” – Susan Donovan

TALKING SALES 4: “Sales Paradox: Creating value can devalue” – Susan Donovan

 SALES PARADOX:                     “Creating value can devalue“ Interview by John Smibert…

TALKING SALES 1: “History of Sales Practices: Why some work and some don’t”

TALKING SALES 1: “History of Sales Practices: Why some work and some don’t”

Sue Barrett, talks with John Smibert about the history of sales methods and how they have changed for the better. This video is a ‘must…

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