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Article Category: Challenger

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 185: "Seven words that will enhance your sales conversation"

TALKING SALES 185: "Seven words that will enhance your sales conversation"

John Smibert27 July 2018

"Teach and challenge yourbuyer by using these seven words" - interview by John Smibert.In our mostrecent videoDean Kellyand I discussed "How salespeople can do change up the conversation" by using open questionsand being situat...

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TALKING SALES 162: Identifying the Mobilizer"

TALKING SALES 162: Identifying the Mobilizer"

John Smibert27 September 2017

"How salespeople canavoid the dreaded 'no decision'" - A discussion by John Smibert.How often has your proposal gone nowhere? You have invested weeks into an opportunity that seems like it should be asure thing - the customer val...

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TALKING SALES 136: "Change the conversation"

TALKING SALES 136: "Change the conversation"

John Smibert14 October 2016

"Lead the customer to a realization" - interview by John Smibert.According to Dean Kelly salespeople need to change the conversion. In this discussion I asked him what he meant.He said "traditionally salespeople turn up and talk ab...

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TALKING SALES 108:	"Is lack of innovation killing your sales?"

TALKING SALES 108: "Is lack of innovation killing your sales?"

John Smibert18 May 2016

"Value through innovation is your key to sales success" - interview byJohn Smibert.To succeed in sales we need to ensure that the customer is convinced and trusts that we can deliver value for them and their business. And to do that ...

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TALKING SALES 59: How to conduct your internal conversation (Sales Manager - Salesperson)

TALKING SALES 59: How to conduct your internal conversation (Sales Manager - Salesperson)

John Smibert19 October 2015

. Image © Ljupco Smokovskivia Deamstime[/caption]"How to coach salespeople to have the correct customer conversation" - interview by John Smibert.In our past discussions Dean Kelly has talked about how salespeople shoul...

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Why is The Challenger Sale different?

Why is The Challenger Sale different?

Wayne Moloney07 October 2015

By Wayne MoloneyIn today's B2B sales environment, more informed, connected buyers are driving a very worthwhile change to a more professional and principled, smart and mutually valuable way of engaging in the buying and selling process. Throug...

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TALKING SALES 54: "How to challenge your customer"

TALKING SALES 54: "How to challenge your customer"

John Smibert01 October 2015

"How to have the challenger conversation" - interview by John Smibert.In this discussionDean Kellyprovides us with advice on how to conduct the conversation with your customer where you challenge themwithout sounding arrogant or aggressi...

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TALKING SALES 45: "What great salespeople do differently" - Cian McLoughlin

TALKING SALES 45: "What great salespeople do differently" - Cian McLoughlin

John Smibert28 August 2015

Photo by Meridicanfrom FlickrIn this Interview Cian McLoughlin shares feedback from customers as to what the best salespeople do differently.John Smibert asked Cian"What do customers see as the key reasons salespeople win or lose business&quo...

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