Value Proposition

You Only Have 20 Seconds So Lead With ‘Why’

You Only Have 20 Seconds So Lead With ‘Why’

By Tony J Hughes (A reprint from my LinkedIn Pulse page) We’re delegated down to those we sound like and we…

TALKING SALES 14: “Sales process needs purpose” – Ian Lowe

TALKING SALES 14: “Sales process needs purpose” – Ian Lowe

  In this 3 minute interview Ian Lowe talks with John Smibert about how ‘Sales Process’ and ‘Sales Purpose’ compliment each…

Thinking is the Key to Challenge Thinking

Thinking is the Key to Challenge Thinking

To be able to challenge your own thinking, and as a result challenge other people’s thinking, is what our buyers…

TALKING SALES 4: “Sales Paradox: Creating value can devalue” – Susan Donovan

TALKING SALES 4: “Sales Paradox: Creating value can devalue” – Susan Donovan

 SALES PARADOX:                     “Creating value can devalue“ Interview by John Smibert…

Perceived Value Creates Profit: A B2B Customer Retention Case Study

Perceived Value Creates Profit: A B2B Customer Retention Case Study

Business to business relationships are complex. Their success and longevity are sensitive to many influences.   This short article explores the…

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