Selling functions

TALKING SALES 169: “Using visuals to enhance your customer conversation” – Dean Kelly

TALKING SALES 169: “Using visuals to enhance your customer conversation” – Dean Kelly

          “Supporting a conversation that’s fundamentally about the client” –   interview by John Smibert.    In a recent video Dean Kelly…

“Why are 60% of your salespeople failing?” discussion with Tony J. Hughes

“Why are 60% of your salespeople failing?” discussion with Tony J. Hughes

About 60% of B2B salespeople are not achieving their numbers. There are a number of reasons for this yet one of…

TALKING SALES 166: “Sales Challenge 7 – Effective inside sales”

TALKING SALES 166: “Sales Challenge 7 – Effective inside sales”

“Salespeople should never pick up the phone and build pipeline“ – A ‘Talking Sales’ discussion with John Smibert   How…

TALKING SALES 163: “The secret to achieving a one call meeting”

TALKING SALES 163: “The secret to achieving a one call meeting”

             “How to achieve a meeting with your dream prospect in one call” – Interview…

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 150: “Start with why”

TALKING SALES 150: “Start with why”

  The brilliant Simon Sinek did a TED talk that I love titled “How great leaders inspire action“. The essence…

TALKING SALES 145:   “Buyers are transitioning from commodity to value”

TALKING SALES 145: “Buyers are transitioning from commodity to value”

          “Grow profitability by only selecting clients that recognise value” – Interview by John Smibert     Have your…

TALKING SALES 144:  “The best advice for new salespeople”

TALKING SALES 144: “The best advice for new salespeople”

   “Number 1 tip for new salespeople – develop commercial conversation skills” – Discussion with John Smibert. Most people new to sales assume…

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…

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