Selling functions

TALKING SALES 118:  “Sales mistake #1 – Lack of strategy”

TALKING SALES 118: “Sales mistake #1 – Lack of strategy”

“Sales basics: Write down your goal, plan your strategy and then execute” – Interview by John Smibert     According to…

TALKING SALES 115:  Are you wasting time asking for referrals?

TALKING SALES 115: Are you wasting time asking for referrals?

          “There is a wrong way and a right way to ask for referrals” – Discussion with John…

TALKING SALES 114: “Jointly crafting a buyer’s value proposition”

TALKING SALES 114: “Jointly crafting a buyer’s value proposition”

            “Developing and leveraging the customer value proposition” – Interview by John Smibert.   What…

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 95: “Guiding the buyer’s thinking journey” –

TALKING SALES 95: “Guiding the buyer’s thinking journey” –

            “Create value by guiding the buyer to new enlightenment” – 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 85: “The cornerstone of the successful sale“  – Tony Bonanno

TALKING SALES 85: “The cornerstone of the successful sale“ – Tony Bonanno

                   “Good quality discovery opens the door to good quality sales” –…

How to cold call a CEO – part one

How to cold call a CEO – part one

Stand out in the crowd Marketing experts, particularly those with a vested interest in selling digital marketing products, have been…

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