Sales Leadership

5 sales management questions for insight and value

5 sales management questions for insight and value

  In a recent interview with Dean Kelly “How to conduct the Internal Conversation” he promised to provide 5 key questions that…

TALKING SALES 60: Aligning Sales Strategy with Business Strategy

TALKING SALES 60: Aligning Sales Strategy with Business Strategy

“The business strategy should drive the sales strategy – not vice versa” – Interview by John Smibert . Sales strategy must be aligned to…

TALKING SALES 52: “Three things Top Salespeople consistently do”

TALKING SALES 52: “Three things Top Salespeople consistently do”

  John Smibert asked Bernadette McClelland  to tell us what top salespeople consistently do to be top salespeople. She answered that there…

TALKING SALES 49: “Manage sales behaviour to achieve results”

TALKING SALES 49: “Manage sales behaviour to achieve results”

“Good sales managers monitor key behaviours” – interview by John Smibert In this interview John (JD) Dean tells about specific behaviours that the…

Don’t be a first year sales manager for 10 years!

Don’t be a first year sales manager for 10 years!

  A comment made by a client of mine a few years ago rings in my ears every time I read or…

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…

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