Prospecting

TALKING SALES 178: The basics of sales prospecting

TALKING SALES 178: The basics of sales prospecting

                “Get the basics right and the rest will follow“ –  Interview by John Smibert…

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…

“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…

Why Digital Marketing is Failing in Enterprise Accounts

Why Digital Marketing is Failing in Enterprise Accounts

Companies with marketing departments that have invested huge amounts in digital marketing, marketing automation, content marketing, the digital buyer’s journey…

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…

TALKING SALES 163: “The secret to achieving a one call meeting”

TALKING SALES 163: “The secret to achieving a one call meeting”

             “How to achieve a meeting with your dream prospect in one call” – Interview…

TALKING SALES 150: “Start with why”

TALKING SALES 150: “Start with why”

  The brilliant Simon Sinek did a TED talk that I love titled “How great leaders inspire action“. The essence…

TALKING SALES 143:  “Burning your brand”

TALKING SALES 143: “Burning your brand”

“The way most of us generate demand results in us burning our brand – is there is a better way?“ – A…

TALKING SALES 125: “The No 1 sales challenge”

TALKING SALES 125: “The No 1 sales challenge”

              “How can we raise the selling efficiency of salespeople from 25% to 75%?”…