Sales Tips Playlist

1 Definition of selling - Part 1: The customer Outcome

Selling B2B can be very rewarding for salespeople and their customer when done properly. When not done effectively .... well, it's a waste of read more...

2. Definition of selling - part 2: Managing Reciprocity

In the previous video (Definition Part 1 - https://youtu.be/vAlM_cN6ffI) Tibor Shanto asked John Smibert to define B2B selling. John stated that it read more...

"Its how you sell that matters" - Sales Byte 1

See the full keynote presentation here: https://youtu.be/47gs4m018qY "It's not what you sell, but how you sell that matters" This is a 1 minute read more...

"I DARE YOU" - Sales Byte 2

See the full keynote presentation here: https://youtu.be/47gs4m018qY "I dare you!" is a 1 minute excerpt from a 1 hour keynote titled "Selling via read more...

"What's your sales intent?" (Sales Byte 3)

See the full keynote presentation here: https://youtu.be/47gs4m018qY "What is your sales intent?" is a 1 minute excerpt from a 1 hour keynote titled read more...

The early bird gets the worm (Sales Byte 4 )

See the full keynote presentation here: https://youtu.be/47gs4m018qY The early bird" is a 1 minute excerpt from a 1 hour keynote titled "Selling via read more...

"It's MY discovery, not YOURS" - Sales Byte 5

See the full keynote presentation here: https://youtu.be/47gs4m018qY "It's MY Discovery" is a 1 minute excerpt from a 1 hour keynote titled "Selling read more...

"How to create the value that funds your role" Sales Byte 7 - John Smibert

For the full keynote go here: https://youtu.be/47gs4m018qY Salespeople need to create value in the eyes of the customer in order to survive and read more...

We need sales content not product content (Sales Byte 8 - John Smibert)

View the full presentation here: https://youtu.be/47gs4m018qY Too often in the early stages of our sales process (or the buying journey) we present read more...

Sales Byte 9: Corporations need to leverage personal brands

This video is a short extract from a presentation on how to sell more via positive disruption. See the full 1 hour keynote here: read more...

"How to de-risk your sales career" " - Hughes, McLoughlin & Smibert (TALKING SALES 250)

Three B2B influencers in the sales world, Tony Hughes, Cian McLoughlin and John Smibert, discuss what we need to do to protect and enhance our sales read more...

"Commit to Greatness" - Bob Terson (Talking Sales 245 )

Author, Robert Terson, tells us why we should all commit to greatness. "The best salespeople have a mission, have a calling - they want to be read more...

"B2B Social Selling: The good, bad and the ugly" - Joanne Black (Talking Sales 255)

"Never sell on 'Social'! Many have found that Social Selling wasted too much of their time, effort and money. Then why do so many B2B salespeople read more...

"Managing deal risk" - Tony Hughes (TALKING SALES 272)

WHAT BIG DEAL SALES RISKS HAVE YOU FACED? And how have you overcome them? In this video I asked leading global sales influencer, Tony Hughes, what he read more...

A Story of Respect - Robert Terson (Talking Sales 285)

SHOULD WE SHOW RESPECT TO EVERYBODY WE MEET? WHAT DIFFERENCE WOULD IT MAKE? I am embarrassed to admit that I haven't always shown respect to everyone read more...

How to leverage the power of your ‘Voice’ - Denis Champagne (Talking Sales 288)

How much influence does your voice have on your sales success? I had never thought too much about it until I had this discussion with sales voice read more...

Nailing Common Sales Objections - Hughes, McLouglin and Smibert (TALKING SALES 295)

WHAT'S THE BEST WAY TO ANSWER AN OBJECTION? In this video discussion @TonyHughesAustralia raised this question to @Cian McLoughlin and me and we have read more...

Nailing Common Sales Objections - Hughes, McLouglin and Smibert (TALKING SALES 295)

WHAT'S THE BEST WAY TO ANSWER AN OBJECTION? In this video discussion @TonyHughesAustralia raised this question to @Cian McLoughlin and me and we have read more...

Advice for selling remotely - Tony Hughes (TALKING SALES 301)

WHAT WORKS BEST FOR YOU WHEN SELLING REMOTELY? Most of us have built up some good experience over the last few months so let's share. What works well read more...

How to leverage the power of habit - Patrick Boucousis - Talking Sales episode 312

Do you believe developing good habits lead to successful selling? And if so what do you do to develop those habits? I had a discussion with B2B sales read more...

The Don Technique - a sales tip from Patrick Boucousis (TALKING SALES 322)

How do we know if our sales conversations are valuable for the customer? We know that we must create value through the sales conversation in order read more...

Myths of Closing - James Muir (Talking Sales 323)

What crazy sales 'closing' methods have you been trained to use? I remember attending sales training in the past where we were taught, what I thought read more...

Data Security Compliance for Sales Teams - Tony Hughes (TALKING SALES 324)

How do you avoid contravening data security laws in your sales actitivities? Compliance with these laws is becoming critical for sales people. The read more...

Empathy versus Perspective - or EQ versus IQ in sales (TALKING SALES 327)

What are some of the ways we can show empathy with the client? Do we sometimes confuse empathy with perspective when asking questions of our read more...

The perfect sales close - James Muir (Talking Sales 328)

Is there such a thing as a perfect sales close? What are some of the best closing techniques you have come across? In this video I asked James Muir read more...

"The Wentworth Prospect" B2B sales novel is almost here

THE END IS IN SIGHT: Isn't it a wonderful feeling when you are nearing the end of a challenging project? The B2B sales novel 'The Wentworth read more...

Top salespeople do not sell their product

A great lesson for B2B salespeople - don't sell your product - sell the outcome for your buyer. For more on this subject watch @Mohanbir Sawhney read more...

Sell the outcome - not your product

"Sell the outcome, not your product" I expect you have heard this before. I learnt this lesson big time on a deal I was working on way back in 1983. read more...

How to avoid deal slip - Tony Hughes (TALKING SALES 337)

Why is my prospect ghosting me? How often do you have a sales deal that goes cold and it slips or dies? Why did they slip? What strategies can we read more...

How you sell is more important than what you sell

"HOW YOU SELL IS MORE IMPORTANT THAN WHAT YOU SELL" In this excerpt from the latest episode of 'The Outside Sales' podcast series hosted by Steve read more...

How to create value in every conversation - James Muir (Talking Sales 342)

In this dicussion John Smibert and James Muir hone in on how to conduct sales conversations of value to the customer. Following are some of the key read more...

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