Sales Leadership

TALKING SALES 28: “Avoid Point Solutions to Improve Sales” – Sue Barrett

TALKING SALES 28: “Avoid Point Solutions to Improve Sales” – Sue Barrett

In this 3 minute interview Sue Barrett talks to John Smibert about the need to avoid implementing ‘point solutions’ in your…

The Professor 4: “Goal Setting”

The Professor 4: “Goal Setting”

  This is the 4th in the Professor H. Diculous series of light hearted sales videos. In this 1.5 minute interview…

TALKING SALES 18: “Create Lasting Value with WinLoss Analysis”

TALKING SALES 18: “Create Lasting Value with WinLoss Analysis”

  In this 3 minute interview with John Smibert, Cian McLoughlin gives us some insight into the value of Win…

TALKING SALES 15: “Sales Strategy: Where the rubber hits the road” – Sue Barrett

TALKING SALES 15: “Sales Strategy: Where the rubber hits the road” – Sue Barrett

  In this interview Sue Barrett talks to John Smibert about the need for an effective organisational sales strategy. The…

TALKING SALES 9: “Lean Selling” – Wayne Moloney

TALKING SALES 9: “Lean Selling” – Wayne Moloney

In this 3 minute video John Smibert talks with Wayne Moloney about ‘Lean Selling’. Wayne explains that ‘lean selling’ is…

TALKING SALES 6: “What is Win-Loss Analysis” – Cian McLoughlin

TALKING SALES 6: “What is Win-Loss Analysis” – Cian McLoughlin

Sales Win-Loss analysis and its vital importance. Interview with Cian McLoughlin by John Smibert.   I was particularly interested in Cian’s…

TALKING SALES 5: “Choosing the right sales methodology” with John Dougan

TALKING SALES 5: “Choosing the right sales methodology” with John Dougan

Choosing a sales methodology.  Interview by John Smibert I was delighted to talk with John Dougan on this subject. In…

TALKING SALES 3: “Why we sell” – Ian Lowe

TALKING SALES 3: “Why we sell” – Ian Lowe

Why we sell versus how we sell?   I had a fascinating discussion with Ian Lowe on this subject – I…

TALKING SALES 2: “The Challenge of Change in B2B sales” – Tony J. Hughes

TALKING SALES 2: “The Challenge of Change in B2B sales” – Tony J. Hughes

In this 3 minute “TALKING SALES” interview by John Smibert, Tony J. Hughes tells us about the challenges recent changes in…

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