Social Selling B2B

TALKING SALES 148: “Business strategy before social media strategy”

TALKING SALES 148: “Business strategy before social media strategy”

               “Let’s try social media – we’ll worry about strategy later!!!!” – Interview with John Smibert…

TALKING SALES 138: A personal branding case study

TALKING SALES 138: A personal branding case study

      “The customer wants to see that you are a domain expert”  – Discussion with  John Smibert.  …

TALKING SALES 130: “Podcasting for salespeople! What’s the point?”

TALKING SALES 130: “Podcasting for salespeople! What’s the point?”

              “Podcasting is a great tool for improving sales productivity” – Interview with John Smibert…

Why your Business Case for CRM and MarTech is most probably WRONG !

Why your Business Case for CRM and MarTech is most probably WRONG !

“Half the Money I spend on Advertising is wasted. The Trouble is I don’t know which Half.” This famous line was…

TALKING SALES 105: “Listen to your customer’s customer”

TALKING SALES 105: “Listen to your customer’s customer”

              “Your customer’s customer will tell you what you need to know to sell”…

TALKING SALES 104:	“The sales curator” – Sue Barrett

TALKING SALES 104: “The sales curator” – Sue Barrett

                     “Curating content to educate and influence the customer” – Interview…

TALKING SALES 73: “LinkedIn versus CRM – What’s the future hold?”

TALKING SALES 73: “LinkedIn versus CRM – What’s the future hold?”

           “Is LinkedIn threatening our CRM implementations?” – interview by John Smibert.     The emergence of…

Social Selling Hype and Reality

Social Selling Hype and Reality

                    This article was first published on LinkedIn. Just recently I had the privilege…

TALKING SALES 65: “Should salespeople create content?”

TALKING SALES 65: “Should salespeople create content?”

               “Should salespeople write articles?” – interview by John Smibert. The emergence of personal branding…

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