Sales Leadership

TALKING SALES 204: “How to transform the way we sell”

TALKING SALES 204: “How to transform the way we sell”

              “Buyers have transformed the way they buy – so how should sellers transform the…

TALKING SALES 199: “A Sales Manager is a Change Agent”

TALKING SALES 199: “A Sales Manager is a Change Agent”

       “Sales leaders need to be ahead of the game, proactively riding the change wave” – Interview by John Smibert    …

TALKING SALES 197:   “Integrating digital to build trusted relationships”

TALKING SALES 197: “Integrating digital to build trusted relationships”

            “Bring all the people that are involved in the decision onto the same page –…

TALKING SALES 195:    “Hire people with the right purpose – over skills”

TALKING SALES 195: “Hire people with the right purpose – over skills”

       “How do we hire salespeople that fit our culture? ” – interview by John Smibert.      …

TALKING SALES 193: “Super sales person vs super sales leader” – Maria Nordstrom

TALKING SALES 193: “Super sales person vs super sales leader” – Maria Nordstrom

          “Sales managers need to be skilled leaders more than skilled salespeople” – Interview by John…

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 191: “Obtaining peer support for the sales leader”

TALKING SALES 191: “Obtaining peer support for the sales leader”

            “Sales is not an island; yet support from peers can be difficult to obtain” –…

TALKING SALES 190: “Managing good salesperson behaviour”

TALKING SALES 190: “Managing good salesperson behaviour”

“Ensuring good sales behaviour with customers is critical for success” – A John Smibert discussion with Tony Hughes.    …

TALKING SALES 189: “Does referral selling pay?”

TALKING SALES 189: “Does referral selling pay?”

       “The referral selling numbers are compelling – it can change your business” – Interview by John Smibert.  …

TALKING SALES 184: “A good sales manager is a great communicator”

TALKING SALES 184: “A good sales manager is a great communicator”

       “Good sales managers communicate effectively up, down and across” – Interview by John Smibert     Have you ever experienced a…

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