Approach

“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 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 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 106:	Sales Mistake 2 – “It’s all about me, me, me”

TALKING SALES 106: Sales Mistake 2 – “It’s all about me, me, me”

“Successful sales conversations are all about the customer’s business – not our product” – Interview by John Smibert   In this…

TALKING SALES 96: “The 3rd biggest mistake in sales”

TALKING SALES 96: “The 3rd biggest mistake in sales”

                      “Does persistance pay?” – Interview by John Smibert  …

TALKING SALES 90: “Humanizing customer engagement”

TALKING SALES 90: “Humanizing customer engagement”

                “Effective engagement requires being human and generous” – Discussion with  John Smibert.   In…

TALKING SALES 72: “Developing Sales Prospecting Skills”

TALKING SALES 72: “Developing Sales Prospecting Skills”

“How to prospect for new customers” –  Interview by John Smibert.      In this interview the Top Gun sales coach Wayne…

TALKING SALES 69: “Value is in the eyes of the beholder”

TALKING SALES 69: “Value is in the eyes of the beholder”

             ‘Value Proposition’ is a hackneyed term – we need to understand its true meaning…

TALKING SALES 54: “How to challenge your customer”

TALKING SALES 54: “How to challenge your customer”

“How to have the challenger conversation” –   interview by John Smibert.  In this discussion Dean Kelly provides us with advice on how…

TALKING SALES 50: “Go away! We already have a supplier”

TALKING SALES 50: “Go away! We already have a supplier”

The most common objection when prospecting  –  Interview by John Smibert.      In this interview Dan Symons tells us the number…

White Papers

Strategic B2B Social Selling – A brief for the CEO
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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
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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