Blog Articles

Article Category: Buying Process

TALKING SALES 207:   "Why your sales methods are tired and outdated"

TALKING SALES 207: "Why your sales methods are tired and outdated"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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TALKING SALES 179: "Measuring Marketing"

TALKING SALES 179: "Measuring Marketing"

John Smibert22 April 2018

"Spend money building relationships, not pipeline" - A 'Talking Sales' discussion with John Bedwany andJohn SmibertHow do we measure the effectiveness and ROI in marketing?Should we measure leads generated and converted? Should w...

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TALKING SALES 156:  "Sales process is killing sales"

TALKING SALES 156: "Sales process is killing sales"

John Smibert03 June 2017

"Why your sales process may be negatively impacting your sales" - Interview by John SmibertIt seems to me thatmostB2B sales thought leaders are telling us that all our tried and proven sales methods and processes are outdated - th...

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TALKING SALES 122:  "Why marry up the sales process with the buyer's journey?"

TALKING SALES 122: "Why marry up the sales process with the buyer's journey?"

John Smibert11 July 2016

"The magic happens when the sales &buying processesinterconnect" - Discussion withJohn Smibert.I asked Cian McLoughlin,why it'simportantto marry up the sales process and the buying journey. Cian responded by pointing out that ...

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Follow the Yellow Brick buyer's journey

Follow the Yellow Brick buyer's journey

Steve Hall02 November 2015

By Steve Hall When Dorothy set off on her journey to Oz her goal was clear and her path was clearly marked by a Yellow Brick road.Along a journey of many stages she gathered allies, overcame obstacles, faced setbacks, showed determination an...

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TALKING SALES 37: "Track the buying process"

TALKING SALES 37: "Track the buying process"

John Smibert23 July 2015

In this interview John (JD) Deanemphasises the importance of being aware of, and to track, the buying process that the customer is following.He explains that too often we focus too heavily on following our own sales process. Thiscan result in us b...

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TALKING SALES 17: "Adapting sales process to buyer behaviour" - John Dougan

TALKING SALES 17: "Adapting sales process to buyer behaviour" - John Dougan

John Smibert25 May 2015

In this 3 minute interview byJohn Smibert,John Dougan, provides insight into theneed to changehowweengage with the customer subject to where they are in their buyer journey.John explainshow our sales process needs to be cognisant of where the buye...

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