Leadership

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 177: How sales teams win by embracing a culture of purpose

TALKING SALES 177: How sales teams win by embracing a culture of purpose

         “We need a deliberate strategy to develop a culture of purpose” – 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…

TALKING SALES 175: Is your forecasting inaccuracy frustrating you?

TALKING SALES 175: Is your forecasting inaccuracy frustrating you?

“Forecasting! The greatest cause of chagrin for most sales leaders and CEO’s” – A discussion by John Smibert.     In sales what…

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…

TALKING SALES 173:   “Strategy vs Metrics for high performance”

TALKING SALES 173: “Strategy vs Metrics for high performance”

 “To achieve high performance first focus on strategy before metrics” – Interview by John Smibert   Most sales organisations focus…

TALKING SALES 172:   “Why sales and marketing need to unite”

TALKING SALES 172: “Why sales and marketing need to unite”

              “Sales & Marketing must team together to drive a shared outcome” – Interview…

TALKING SALES 170:  “Aligning Sales and Marketing on the buyer journey” – Graham Hawkins

TALKING SALES 170: “Aligning Sales and Marketing on the buyer journey” – Graham Hawkins

              “ The right message at the right trigger point along the buying journey” –…

TALKING SALES 168: “A sales manager is a Team Selector”

TALKING SALES 168: “A sales manager is a Team Selector”

       “Select a champion team – not a team of champions” – Interview by John Smibert The role of a Sales…

“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…

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