“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...
"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...
"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...
“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...
"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...
"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...
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"Lost sales: What a waste! Let's only work on the winnable ones" - Interview by John Smibert
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Businesses regularly spend up to five times longer losing a sale than winning a sale (EY). Wayne...
