B2B sales

TALKING SALES 197:   “Integrating digital to build trusted relationships”

TALKING SALES 197: “Integrating digital to build trusted relationships”

            “Bring all the people that are involved in the decision onto the same page –…

TALKING SALES 184: “A good sales manager is a great communicator”

TALKING SALES 184: “A good sales manager is a great communicator”

       “Good sales managers communicate effectively up, down and across” – Interview by John Smibert     Have you ever experienced a…

TALKING SALES 183: “The managers role on a sales call”

TALKING SALES 183: “The managers role on a sales call”

              “First agree your role before riding shotgun” – Interview by John Smibert.     One…

TALKING SALES 176:   “Implementing Referral Selling for competitive advantage”

TALKING SALES 176: “Implementing Referral Selling for competitive advantage”

       “Effective referral programs require skill and behavioural change” – Interview by John Smibert.   In my last…

TALKING SALES 175: Is your forecasting inaccuracy frustrating you?

TALKING SALES 175: Is your forecasting inaccuracy frustrating you?

“Forecasting! The greatest cause of chagrin for most sales leaders and CEO’s” – A discussion by John Smibert.     In sales what…

TALKING SALES 174:   “We buy with our heart”

TALKING SALES 174: “We buy with our heart”

             “Why do we buy with our hearts but sell with our heads?”  – Discussion…

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 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…