Qualification

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 136: “Change the conversation”

TALKING SALES 136: “Change the conversation”

          “Lead the customer to a realization” –   interview by John Smibert.      According to Dean Kelly salespeople need…

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

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

                      “The cost of pursuing business we cannot win is huge”…

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 51: “Lean Selling: Qualifying to reduce waste”

TALKING SALES 51: “Lean Selling: Qualifying to reduce waste”

“Lost sales: What a waste! Let’s only work on the winnable ones” – Interview by John Smibert . Businesses regularly spend up to five…

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