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Article Category: Sales Process

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to me thatmostB2B sales thought leaders are telling us that all our tried and proven sales methods and processes are outdated - th...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 140: "Why measuring your pipeline is erroneous"

TALKING SALES 140: "Why measuring your pipeline is erroneous"

John Smibert20 November 2016

"Are you misleading yourself when you measureyour pipeline" - Interview by John SmibertFor years we have emphasised that it is vital that we measure our sales pipeline or sales funnel. We know must be putting enough leads in one end, ...

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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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TALKING SALES 89:  "The first 2 things to do as a new sales manager"

TALKING SALES 89: "The first 2 things to do as a new sales manager"

John Smibert10 March 2016

"New managers should notassume they know the answers" - discussion withJohn Smibert.A friend of mine, Tom, was a successful salesperson and hadrecently been promoted into a sales management role. He knew this wasahigh risk time. ...

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TALKING SALES 88: "Three brain congruency for sales effectiveness"

TALKING SALES 88: "Three brain congruency for sales effectiveness"

John Smibert08 March 2016

"Why is it vital that wedevelop a more customer aligned mindset?" - interview byJohn Smibert.In previous discussions with Ian J Lowe he hasclaimed salespeople can change the world by truly putting the customer at the centre of wh...

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TALKING SALES 87: Three classic sales mistakes

TALKING SALES 87: Three classic sales mistakes

John Smibert02 March 2016

"Common mistakes whenattracting, converting and retaining customers" - Interview by John SmibertIn this interview international sales and marketing expertDylis Guyanmakes selling sound easy. We just have to know the A to Z of ...

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TALKING SALES 35: "Reducing Waste in the Sales Process"

TALKING SALES 35: "Reducing Waste in the Sales Process"

John Smibert16 July 2015

In this 3 minute video John Smibert talks with Wayne Moloney about the meaningof the word 'Waste' as it appliesthe 'Lean Selling' model.Wayne explains thatthere is significant waste in most sales organisation. Recent research indic...

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TALKING SALES 21: "Creating value through lean selling" - Wayne Moloney

TALKING SALES 21: "Creating value through lean selling" - Wayne Moloney

John Smibert03 June 2015

In this 3 minute video John Smibert talks with Wayne Moloney about the meaningof the word 'Value' in the 'Lean Selling' model.Wayne explains that 'value' is by definition is "anything the customer is willing to pay for...

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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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TALKING SALES 5: "Choosing the right sales methodology" with John Dougan

TALKING SALES 5: "Choosing the right sales methodology" with John Dougan

John Smibert22 April 2015

Choosing a sales methodology. Interview by John SmibertI was delighted to talk with John Dougan on this subject.In this 3 minute video John provides us with a great insight into how a selling organisation should choose a sales methodology that is ...

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