Sales Leadership

TALKING SALES 167:   “What the better sales managers do”

TALKING SALES 167: “What the better sales managers do”

         “Good sales managers lead and coach their people to success” – Interview by John Smibert   I…

TALKING SALES 164:   “How a culture of purpose drives great results”

TALKING SALES 164: “How a culture of purpose drives great results”

         “Purpose driven organisations win the customer over” – interview by John Smibert.   Sales teams need to…

TALKING SALES 162: Identifying the Mobilizer”

TALKING SALES 162: Identifying the Mobilizer”

“How salespeople can avoid the dreaded ‘no decision’” – A discussion by John Smibert.   How often has your proposal gone…

TALKING SALES 161: “Four sales predictions that will impact you”

TALKING SALES 161: “Four sales predictions that will impact you”

“4 sales trends impacting our need to change in order to sell more effectively”  – Discussion with  John Smibert.   How is…

TALKING SALES 159:   “How to embed a winning company sales culture”

TALKING SALES 159: “How to embed a winning company sales culture”

“A poor sales company culture and lack of sales strategy makes it tough for salespeople to sell” – Interview by John Smibert…

TALKING SALES 160:   “How Role Charters help create a High Performance Sales Culture”

TALKING SALES 160: “How Role Charters help create a High Performance Sales Culture”

 “Clarity on how our job roles interact will help sales teams achieve success” – Interview by John Smibert   More than ever before,…

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 158: “A better CRM means a better customer experience, but how?”

TALKING SALES 158: “A better CRM means a better customer experience, but how?”

“CRM can help a salesperson from walking into a trap” – Discussion with John Smibert.   There is a high rate…

TALKING SALES 156:  “Sales process is killing sales”

TALKING SALES 156: “Sales process is killing sales”

              “Why your sales process may be negatively impacting your sales” – Interview by…

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…

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