Sales Leadership

TALKING SALES 148: “Business strategy before social media strategy”

TALKING SALES 148: “Business strategy before social media strategy”

               “Let’s try social media – we’ll worry about strategy later!!!!” – Interview with John Smibert…

TALKING SALES 147:   “Authentic Leadership for high performance”

TALKING SALES 147: “Authentic Leadership for high performance”

             “Authentic leadership is required to achieve a high performance culture” – Interview by John Smibert…

TALKING SALES 146:  “Top 3 sales management mistakes”

TALKING SALES 146: “Top 3 sales management mistakes”

                            “What’s your sales team culture like?”…

TALKING SALES 143:  “Burning your brand”

TALKING SALES 143: “Burning your brand”

“The way most of us generate demand results in us burning our brand – is there is a better way?“ – A…

TALKING SALES 142:  “Five facets of effective coaching”

TALKING SALES 142: “Five facets of effective coaching”

            “Effective and consistent coaching sustainably boosts sales” – Interview by John Smibert.   One…

TALKING SALES 141: “That’s how we do things around here”

TALKING SALES 141: “That’s how we do things around here”

         “Our old ways needs to change to ensure we survive and grow – but how?” –…

TALKING SALES 139: “Sales coaching for behavioural change” – John Dougan

TALKING SALES 139: “Sales coaching for behavioural change” – John Dougan

“Coaching for behavioural change provides a better return than skills coaching” – an interview by John Smibert.   I recently…

TALKING SALES 137: Sales Challenge 3 – Poor win rates

TALKING SALES 137: Sales Challenge 3 – Poor win rates

      “Low win rates cost us dearly – why do we accept it?“ – A ‘Talking Sales’ discussion…

TALKING SALES 135:   “Lose fast – win slow” – Tony Hughes

TALKING SALES 135: “Lose fast – win slow” – Tony Hughes

                      “The cost of pursuing business we cannot win is huge”…

TALKING SALES 133:  “A Sales Manager is a reporting regulator”

TALKING SALES 133: “A Sales Manager is a reporting regulator”

       “The sales reporting system must help the salesperson to be more successful” – Interview by John Smibert     Sales reporting can be 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