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Social Selling (Part 1 of 6) - The definition of success

Social Selling (Part 1 of 6) - The definition of success

John Smibert09 October 2019

There is considerable debate about the importance and effectiveness of 'Social' in business to business (B2B) sales activity. Many see it as a new fad - a diversion from our focus on real selling. Others have been quick to embrace it- some...

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Benchmarking your sales operation

Benchmarking your sales operation

John Smibert30 August 2019

Benchmarking your sales growth strategiesNearly every company wetalk to are striving to sustainably grow their sales and revenue.They are searching for ways in which they can improve the sales productivity, ways which are proven, low risk and will...

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B2B Sales Tips Taught by a One-eyed Motorcyclist

B2B Sales Tips Taught by a One-eyed Motorcyclist

Wayne Moloney09 July 2019

There is no easy road to success in sales, particularly B2B sales. Success is built on a strong foundation and by adopting and developing the most appropriate technologies and methodologies to build on this foundation.

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TALKING SALES 217: "Advice for women in sales"

John Smibert09 July 2019

"Sales is a fantastic career trajectoryrole for women" -Sue Barrett with John SmibertWhy aren't there more females in sales and sales leadership?My personal experience is that the average female outsells the average male. I als...

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TALKING SALES 200: "Combo Prospecting for quality pipeline" - Tony Hughes

TALKING SALES 200: "Combo Prospecting for quality pipeline" - Tony Hughes

John Smibert09 July 2019

"Jab, Jab, Jab with email& social, knock them out with the phone" - Tony Hughes with John Smibert.Should B2B salespeople do their own prospecting? Tony Hughes is so adamant that they should that he has written a book to tell them how...

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TALKING SALES 218: "Responsibility leads to Initiative"

John Smibert09 July 2019

"We are responsible for everything that happens to us" - an interview with Bob Terson byJohn Smibert.How often do you hear the statement "Shit happens"or"it's Murphy's law"?It's true isn't it - things ...

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"How to behave on LinkedIn" TALKING SALES 219:

John Smibert09 July 2019

"How tonetwork and engage effectively on LinkedIn" - A 'Talking Sales' discussion hosted by John SmibertDoes much of the behaviouryou experienceon LinkedIn turn you off people who want to engage with you? It does me! More importa...

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TALKING SALES 220: "Why we really lost that order"

John Smibert09 July 2019

"What are we doing different to differentiate?"- A discussionbetweenCian McLoughlinandJohn Smibert.How often do we really understand why we won or lost an order?Win-loss specialist,Cian McLoughlin, told me that we get it wrong too often....

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TALKING SALES 177: How sales teams win by embracing a culture of purpose

Ivi Mateo09 July 2019

"We need a deliberate strategy to develop a culture of purpose" - interview byJohn Smibert.In my last discussion with Ian Lowehe explainedhow a culture of purpose can drive great resultsin a selling organisation.Yet to achieve those ...

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TALKING SALES 216: "A sales manager is a high performance coach"

TALKING SALES 216: "A sales manager is a high performance coach"

John Smibert19 June 2019

"The biggest impact on performancecomes through coaching"-Interview byJohn SmibertGood sales management is the cornerstone of the success of any sales organisation.To adapt a quote from Tony Hughes, front line sales managers can be th...

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TALKING SALES 215: "How salespeople can avoid becoming obsolete"

TALKING SALES 215: "How salespeople can avoid becoming obsolete"

John Smibert12 June 2019

"Contribute experience and insight and you will have a long sales career" -Joanne Black withJohn Smibert.What do we need to do to future proof our sales career? Who will survive the change that is being driven by big data, technology, ar...

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TALKING SALES 214: "Case study in personal branding"

TALKING SALES 214: "Case study in personal branding"

John Smibert25 May 2019

"Personal Branding is not about tools - it's about strategy" - A John Smibert discussion with Tony Hughes.In a very short number of yearsTony Hugheshas established an outstanding global award winning personal brand. Recently he was r...

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TALKING SALES 211: How successful salespeople embrace Purpose

TALKING SALES 211: How successful salespeople embrace Purpose

John Smibert15 May 2019

"How 'Purpose' amplifies the way we sell" - interview byJohn Smibert.In my last few discussions with Ian Lowehe has convinced me that salespeople who have an authentic purpose (beyond money or recognition) significantly outperfor...

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TALKING SALES 210: "Effective Social Selling takes little time"

TALKING SALES 210: "Effective Social Selling takes little time"

John Smibert01 May 2019

"You can get higher, faster with Social Selling than cold calling" - Interview by John SmibertIn my view Social Selling is still a developing discipline. Every social selling specialist seems to have a different perspective of what '...

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TALKING SALES 200: Combo Prospecting

TALKING SALES 200: Combo Prospecting

John Smibert30 April 2019

"Salespeople have to be good at creating their own personal pipeline" - A John Smibert discussion with Tony Hughes.According to many research organisations the biggest challenge facing selling organisations and their salespeople is an in...

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TALKING SALES 213: "Few companies have the data they need to build trusted relationships"

TALKING SALES 213: "Few companies have the data they need to build trusted relationships"

John Smibert22 April 2019

"Does your organisation have the data you need to build trusted relationships?"A 'Talking Sales' discussion, John Bedwanywith John SmibertAccording toone of the world'sleading authorities on authentic relationship management,...

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TALKING SALES 212: Case study on how to open an executive's door

TALKING SALES 212: Case study on how to open an executive's door

John Smibert15 April 2019

"How dowe getto an executive with a message that makes them interested enough to want to giveus an audience"- Interview byJohn SmibertIn sales, when wetarget amarket, what are the things we should strategically think about, and plan for,...

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TALKING SALES 209: "Why a high performance culture is hard to achieve"

TALKING SALES 209: "Why a high performance culture is hard to achieve"

John Smibert27 March 2019

"Language is key to achieving a high performanceculture change" - Interview by John SmibertIn an enlightening series of discussions with leadership guru Maria Nordstrom we have explored why it is important to transform to a high performa...

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TALKING SALES 208:    "Applying Social Selling in the Buying Journey"

TALKING SALES 208: "Applying Social Selling in the Buying Journey"

John Smibert23 March 2019

"Leverage social to deliver value to the buyer when and where it's needed"- interview of Loic Simon by John Smibert.Buyers find that they have too much information and not enough insightas they progress through their buying journey. ...

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TALKING SALES 207:   "Why your sales methods are tired and outdated"

TALKING SALES 207: "Why your sales methods are tired and outdated"

John Smibert03 March 2019

"Beware of the customer revolution"- A discussionbetweenCian McLoughlinandJohn Smibert.Have you noticed that customers are behaving differently?Customer behaviour guru,Cian McLoughlin,tells us to "Beware of the customer revolution&q...

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