Talking Sales

TALKING SALES 173:   “Strategy vs Metrics for high performance”

TALKING SALES 173: “Strategy vs Metrics for high performance”

 “To achieve high performance first focus on strategy before metrics” – Interview by John Smibert   Most sales organisations focus…

TALKING SALES 172:   “Why sales and marketing need to unite”

TALKING SALES 172: “Why sales and marketing need to unite”

              “Sales & Marketing must team together to drive a shared outcome” – Interview…

TALKING SALES 171: “Dress sense for great first impressions”

TALKING SALES 171: “Dress sense for great first impressions”

             “Your clothes are the first thing your customer sees” – Interview by John Smibert…

TALKING SALES 169: “Using visuals to enhance your customer conversation” – Dean Kelly

TALKING SALES 169: “Using visuals to enhance your customer conversation” – Dean Kelly

          “Supporting a conversation that’s fundamentally about the client” –   interview by John Smibert.    In a recent video Dean Kelly…

TALKING SALES 170:  “Aligning Sales and Marketing on the buyer journey” – Graham Hawkins

TALKING SALES 170: “Aligning Sales and Marketing on the buyer journey” – Graham Hawkins

              “ The right message at the right trigger point along the buying journey” –…

TALKING SALES 168: “A sales manager is a Team Selector”

TALKING SALES 168: “A sales manager is a Team Selector”

       “Select a champion team – not a team of champions” – Interview by John Smibert The role of a Sales…

“Why are 60% of your salespeople failing?” discussion with Tony J. Hughes

“Why are 60% of your salespeople failing?” discussion with Tony J. Hughes

About 60% of B2B salespeople are not achieving their numbers. There are a number of reasons for this yet one of…

TALKING SALES 167:   “What the better sales managers do”

TALKING SALES 167: “What the better sales managers do”

         “Good sales managers lead and coach their people to success” – Interview by John Smibert   I…

TALKING SALES 166: “Sales Challenge 7 – Effective inside sales”

TALKING SALES 166: “Sales Challenge 7 – Effective inside sales”

“Salespeople should never pick up the phone and build pipeline“ – A ‘Talking Sales’ discussion with John Smibert   How…

TALKING SALES 165:   “Social selling – the silver bullet that can kill your sales?”

TALKING SALES 165: “Social selling – the silver bullet that can kill your sales?”

“When it comes to prospecting use all the eggs in your basket“ –  Interview by John Smibert   Social and…

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