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Article Category: Company Sales Strategy

TALKING SALES 173:   "Strategy vs Metrics for high performance"

TALKING SALES 173: "Strategy vs Metrics for high performance"

John Smibert24 February 2018

"To achieve high performance first focus on strategy before metrics" - Interview by John SmibertMost sales organisations focus very heavily on managing metrics. We set a metrics based plan. Then we monitor how are we doing this month and...

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TALKING SALES 172:   "Why sales and marketing need to unite"

TALKING SALES 172: "Why sales and marketing need to unite"

John Smibert17 February 2018

"Sales & Marketing must team together to drive a shared outcome" - Interview by John SmibertMost selling organisations that I come across struggle with the relationship between sales and marketing. They find that the two organ...

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TALKING SALES 161: "Four sales predictions that will impact you"

TALKING SALES 161: "Four sales predictions that will impact you"

John Smibert13 September 2017

"4 sales trends impacting ourneed to changein order to sell more effectively" - Discussion with John Smibert.How is the world of sales changing? What are the trends that we need to be awareof? How should be preparing ourselves for chang...

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TALKING SALES 159:   "How to embed a winning company sales culture"

TALKING SALES 159: "How to embed a winning company sales culture"

John Smibert20 August 2017

"A poorsales company culture and lack of sales strategy makes ittough for salespeople to sell" - Interview by John SmibertAs Sue Barrett said in our last interview "Nothing happens until somebody sell something". And unless our...

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TALKING SALES 154:  "Five key steps to building trusted relationships"

TALKING SALES 154: "Five key steps to building trusted relationships"

John Smibert16 May 2017

"The Future of Selling - five key steps to building trusted relationships" - A 'Talking Sales' discussion with John SmibertWhen we first approach a new customers we have no relationship. If we identify an opportunity we start the...

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TALKING SALES 137: Sales Challenge 3 - Poor win rates

TALKING SALES 137: Sales Challenge 3 - Poor win rates

John Smibert23 October 2016

"Low win rates cost us dearly - why do we accept it?" - A 'Talking Sales' discussion with John SmibertJohn Bedwany claims the sales world is failing and we need a radical change. In this hard hitting discussion he raises his s...

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TALKING SALES 129: "What is a high performance sales culture?"

TALKING SALES 129: "What is a high performance sales culture?"

John Smibert09 August 2016

"A high performing sales culture will generate sustainable growth" - Interview by John SmibertMany organisations are striving to achieve a high performance sales culture in order to achieve sustainable growth.Yetwhat is a highperf...

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TALKING SALES 128: "Sales is everybody's business"

TALKING SALES 128: "Sales is everybody's business"

John Smibert04 August 2016

"Selling is a life skill not just a business skill" - Interview by John SmibertIn this discussionSue Barrettstates all employees have a role to play in sales.."I think for far too long businesses have sent the sales team out, a...

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TALKING SALES 124:  "Are you ready to ride the tsunami of change?"

TALKING SALES 124: "Are you ready to ride the tsunami of change?"

John Smibert19 July 2016

"Sales organisations need to transform radically to survive a tsunami ofchange" - Interview by John SmibertAuthor Graham Hawkinsclaims he'snever seen the amount of change that we're witnessing right now.We are being hit by thing...

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TALKING SALES 113:  "3 key principles for a quantum leap in sales productivity"

TALKING SALES 113: "3 key principles for a quantum leap in sales productivity"

John Smibert10 June 2016

"How to achieve a dramaticincrease in sales productivity" - Interview by John SmibertIt's not very often I come across somebody who is drivingdisruptivechange in the B2B salesworld. Recently I have come across a couple. John B...

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TALKING SALES 112:  "Vendor Stack: Are you in danger of being culled?"

TALKING SALES 112: "Vendor Stack: Are you in danger of being culled?"

John Smibert06 June 2016

"Large enterprises want less suppliers -are youin danger?" - Interview by John SmibertAuthor Graham Hawkins recently stated thatmost technology providers will never sell to large enterprisesagain. So in this discussion Ichallenged...

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TALKING SALES 111:   "Are your sales managers generating sustainable revenue growth"

TALKING SALES 111: "Are your sales managers generating sustainable revenue growth"

John Smibert02 June 2016

"How highly effective sales coaches drive sustainable growth" - an interview by John Smibert.One of the biggest impacts an organisation can have on driving a sustainable increase in revenue is to invest in developingtheir sales man...

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TALKING SALES 107:	"Top sales managers are top sales planners"

TALKING SALES 107: "Top sales managers are top sales planners"

John Smibert16 May 2016

"Sales planningis an essential skill for sales managers"-Interview byJohn SmibertA team of any sort need a clear and simple plan that lays out the path to success. Sales teams are no different - they need a plan that ensures all team mem...

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TALKING SALES 99:   "Is Artificial Intelligence really disrupting B2B sales?"

TALKING SALES 99: "Is Artificial Intelligence really disrupting B2B sales?"

John Smibert19 April 2016

"How and whenwill AI disrupt the way we sell?" - discussion withJohn Smibert.Artificial intelligence (AI) - and robotics - has been around for a long time but it has not yet disrupted white collar work very much yet - or has i...

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TALKING SALES 83: "Don't be a sales warrior in 2016"

TALKING SALES 83: "Don't be a sales warrior in 2016"

John Smibert11 February 2016

"It's not about being a warrior of persuasion in selling, we need to be engineers of value"The world of sales is tough and it seems it's getting tougher. Most sales teams I have spoken withhavelaunching into thenew year w...

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TALKING SALES 71: "Adapting to change in our sales world"

TALKING SALES 71: "Adapting to change in our sales world"

John Smibert10 December 2015

"The measure of intelligence is the ability to change." -Albert Einstein- interview by John SmibertIn this interview John (JD) Deanoutlines some of the significant changes that have occurred in our B2B sales world over recent years. In p...

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TALKING SALES 28: "Avoid Point Solutions to Improve Sales" - Sue Barrett

TALKING SALES 28: "Avoid Point Solutions to Improve Sales" - Sue Barrett

John Smibert26 June 2015

Sales ecosystem can be unbalanced bya new 'point solution'[/caption]In this 3minute interview Sue Barrett talks to John Smibert about the need to avoid implementing 'point solutions' in your sales operation.Sue emphasises how impo...

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TALKING SALES 15: "Sales Strategy: Where the rubber hits the road" - Sue Barrett

TALKING SALES 15: "Sales Strategy: Where the rubber hits the road" - Sue Barrett

John Smibert18 May 2015

In this interview Sue Barrett talks to John Smibert about the need for an effective organisational sales strategy.The company sales strategyis often overlooked, incomplete or not updated regularly enough in many selling organisations.Sue also outl...

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