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TALKING SALES 176:   “Implementing Referral Selling for competitive advantage”
Qualification

TALKING SALES 176: “Implementing Referral Selling for competitive advantage”

July 26th, 2017 0
“Effective referral programs require skill and behavioural change” – Interview by John Smibert.   In my last discussion with Joanne Black, titled "The secret to achieving a one call meeting" , she demonstrated that the easiest...
TALKING SALES 145:   “Buyers are transitioning from commodity to value”
Qualification

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

October 18th, 2016 0
"Grow profitability by only selecting clients that recognise value" - Interview by John Smibert     Have your buyers been cutting your margins to the bone? They are much more informed and organised than ever before and...
TALKING SALES 144:  “The best advice for new salespeople”
Qualification

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

October 14th, 2016 0
   "Number 1 tip for new salespeople - develop commercial conversation skills" - Discussion with John Smibert. Most people new to sales assume their role is to promote their great products and services to their customers.  The result...
TALKING SALES 136: "Change the conversation"
Qualification

TALKING SALES 136: "Change the conversation"

September 6th, 2016 0
          “Lead the customer to a realization” –   interview by John Smibert.      According to Dean Kelly salespeople need to change the conversion.  In this discussion I asked him what he meant. He said...
TALKING SALES 135:   “Lose fast - win slow” - Tony Hughes
Qualification

TALKING SALES 135: “Lose fast - win slow” - Tony Hughes

August 30th, 2016 0
                      "The cost of pursuing business we cannot win is huge" - discussion with John Smibert.     I recently heard  Tony Hughes state that we need to "lose fast and win slow". This sounds counter...
TALKING SALES 54: "How to challenge your customer"
Qualification

TALKING SALES 54: "How to challenge your customer"

October 1st, 2015 0
"How to have the challenger conversation" –   interview by John Smibert.  In this discussion Dean Kelly provides us with advice on how to conduct the conversation with your customer where you challenge them without sounding arrogant...
TALKING SALES 51: "Lean Selling: Qualifying to reduce waste"
Qualification

TALKING SALES 51: "Lean Selling: Qualifying to reduce waste"

September 21st, 2015 0
Image by Sydia Productions Dreamstime.com "Lost sales: What a waste! Let's only work on the winnable ones" - Interview by John Smibert . Businesses regularly spend up to five times longer losing a sale than winning a sale (EY).  Wayne...
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This site brings you some of the latest expert thought leadership content on business to business (B2B) sales from specialists, sales leaders and sales professionals.

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Contributors

John Smibert (1)
  • TALKING SALES 66: "Sales coaching - the inputs, not the outputs"
Bernadette McClelland (1)
  • Thinking is the Key to Challenge Thinking
Dan Symons (1)
  • Why Aren't They Calling?!
Dean Kelly (1)
  • Don't be a first year sales manager for 10 years!
John Bedwany (5)
  • Are your prospects qualifying themselves out?
  • Who’s winning the #sales you don’t know about?
  • The poison that's killing your sales
  • Is Your Marketing Damaging Your Brand?
  • Why Digital Marketing is Failing in Enterprise Accounts
John Smibert (5)
  • TALKING SALES 216: "A sales manager is a high performance coach"
  • TALKING SALES 215: "How salespeople can avoid becoming obsolete"
  • TALKING SALES 214: "Case study in personal branding"
  • TALKING SALES 200: Combo Prospecting
  • TALKING SALES 213: "Few companies have the data they need to build trusted relationships"
John Smibert (5)
  • TALKING SALES 165: “Social selling - the silver bullet that can kill your sales?”
  • TALKING SALES 164: “How a culture of purpose drives great results”
  • TALKING SALES 163: "The secret to achieving a one call meeting"
  • TALKING SALES 160: “How Role Charters help create a High Performance Sales Culture”
  • TALKING SALES 157: “Coaching for sales performance”
Peter Strohkorb (5)
  • 5 Explosive Statistics That Change B2B Selling Forever !
  • Death of A Sales Lead, or: What’s the Problem with Marketing’s Sales Leads ?
  • Why Change Management Goes Against Human Nature.
  • Why your Business Case for CRM and MarTech is most probably WRONG !
  • Back to the Future of Sales and Marketing
Steve Hall (5)
  • Why the sales person as a trusted adviser is a fairy tale
  • To help you sell, ask don't tell
  • How to cold call a CEO – part one
  • Sex, scandal and sales
  • Follow the Yellow Brick buyer’s journey
Susan Donovan (1)
  • Sales Paradox: Strong rapport can damage relationship.
Tony Hughes (5)
  • Strategic B2B Social Selling - A brief for the CEO
  • The Ten Laws of Strategic Selling
  • You Only Have 20 Seconds So Lead With ‘Why’
  • CRM, SFA, and Sales Enablement. The Same?
  • Strategic Social Selling Defined
Wayne Moloney (3)
  • Why is The Challenger Sale different?
  • Lean sales: More revenue, More profit, Less Resource
  • Is relationship selling dead?
Latest Articles
  • TALKING SALES 216: “A sales manager is a high performance coach” June 19, 2018
  • TALKING SALES 215: “How salespeople can avoid becoming obsolete” June 12, 2018
  • TALKING SALES 214: “Case study in personal branding” June 5, 2018
  • TALKING SALES 200: Combo Prospecting May 30, 2018
  • TALKING SALES 213: “Few companies have the data they need to build trusted relationships” May 22, 2018
  • TALKING SALES 212: Case study on how to open an executive’s door May 15, 2018
  • TALKING SALES 211: How successful salespeople embrace Purpose May 8, 2018
  • TALKING SALES 210: “Effective Social Selling takes little time” May 1, 2018
  • TALKING SALES 209: “Why a high performance culture is hard to achieve” April 19, 2018
  • TALKING SALES 208: “Applying Social Selling in the Buying Journey” April 10, 2018
  • TALKING SALES 207: “Why your sales methods are tired and outdated” April 3, 2018
  • TALKING SALES 206: “Why invest in your Personal Digital Brand?“ March 27, 2018
  • TALKING SALES 205: “Coaching before and after the sales call” March 20, 2018
  • TALKING SALES 204: “How to transform the way we sell” March 13, 2018
  • TALKING SALES 203: “Selling Fearlessly” March 6, 2018
  • TALKING SALES 202: “The most valuable sales skill” February 27, 2018
  • TALKING SALES 201: “ROI on Social Selling” February 20, 2018
  • TALKING SALES 200: “Grow a quality pipeline with Combo Prospecting” – Tony J Hughes February 13, 2018
  • TALKING SALES 199: “A Sales Manager is a Change Agent” February 6, 2018
  • TALKING SALES 198: “There is no such thing as a warm call” January 30, 2018
  • TALKING SALES 197: “Integrating digital to build trusted relationships” January 17, 2018
  • TALKING SALES 196: “Why it’s challenging to capture the attention of a busy customer” January 9, 2018
  • TALKING SALES 195: “Hire people with the right purpose – over skills” January 2, 2018
  • TALKING SALES 194: “Why social selling is vital for B2B sales” December 21, 2017
  • TALKING SALES 193: “Super sales person vs super sales leader” – Maria Nordstrom December 5, 2017
  • TALKING SALES 192: “Emotion vs Logic in B2B Sales” November 28, 2017
  • TALKING SALES 191: “Obtaining peer support for the sales leader” November 21, 2017
  • TALKING SALES 190: “Managing good salesperson behaviour” November 14, 2017
  • TALKING SALES 189: “Does referral selling pay?” November 7, 2017
  • TALKING SALES 188: “Marketing Issue 2: Sales lead follow up” October 31, 2017
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