Buying Process

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 122:  “Why marry up the sales process with the buyer’s journey?”

TALKING SALES 122: “Why marry up the sales process with the buyer’s journey?”

         “The magic happens when the sales & buying processes interconnect”  – Discussion with  John Smibert.     I asked…

Follow the Yellow Brick buyer’s journey

Follow the Yellow Brick buyer’s journey

By Steve Hall                When Dorothy set off on her journey to Oz her…

TALKING SALES 37: “Track the buying process”

TALKING SALES 37: “Track the buying process”

  In this interview John (JD) Dean emphasises the importance of being aware of, and to track, the buying process that…

TALKING SALES 17: “Adapting sales process to buyer behaviour” – John Dougan

TALKING SALES 17: “Adapting sales process to buyer behaviour” – John Dougan

  In this 3 minute interview by John Smibert, John Dougan, provides insight into the need to change how we engage with the customer subject to…

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