Blog Articles

Article Category: Sales Leadership

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...

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TALKING SALES 207:   "Why your sales methods are tired and outdated"

TALKING SALES 207: "Why your sales methods are tired and outdated"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

Read More
TALKING SALES 204: "How to transform the way we sell"

TALKING SALES 204: "How to transform the way we sell"

John Smibert13 February 2019

"Buyers have transformed the way they buy - so howshould sellers transform the way they sell" - Interview by John SmibertWe need to transform the way we sellso that we successfullyride the wave of change in the B2B world. The ques...

Read More
TALKING SALES 199: "A Sales Manager is a Change Agent"

TALKING SALES 199: "A Sales Manager is a Change Agent"

John Smibert06 January 2019

"Sales leaders need to be ahead of the game, proactivelyriding the change wave"-Interview byJohn SmibertEverywhere we turn people are talking about how change is accelerating the world of B2B sales.I wanted to get a feel about what th...

Read More
TALKING SALES 193: "Super sales person vs super sales leader" - Maria Nordstrom

TALKING SALES 193: "Super sales person vs super sales leader" - Maria Nordstrom

John Smibert05 October 2018

"Sales managers need to be skilled leaders more than skilled salespeople" - Interview by John SmibertSales managers are the engine room of any sales organisation. The quality of the sales leadership team, and their ability to lead t...

Read More
TALKING SALES 191: "Obtaining peer support for the sales leader"

TALKING SALES 191: "Obtaining peer support for the sales leader"

John Smibert21 September 2018

"Sales is not an island; yet support frompeers can be difficult to obtain" - Interview by John SmibertMany sales leaders do not get the support they need from their peers.Salescan be very foreign to other disciplines such as finan...

Read More
TALKING SALES 184: "A good sales manager is a great communicator"

TALKING SALES 184: "A good sales manager is a great communicator"

John Smibert16 July 2018

"Good sales managers communicate effectively up, down and across"-Interview byJohn SmibertHave you ever experienceda sales manager who is not a good communicator?Most of us have. It's not fun. They just seem to expect their sales ...

Read More
TALKING SALES 170:  "Aligning Sales and Marketing on the buyer journey" - Graham Hawkins

TALKING SALES 170: "Aligning Sales and Marketing on the buyer journey" - Graham Hawkins

John Smibert17 January 2018

"The right message at the right trigger point along the buying journey" - Interview by John SmibertMarketing and sales in a B2B environment are different beasts who typically don't understand each other. Both have similar obje...

Read More
TALKING SALES 168: "A sales manager is a Team Selector"

TALKING SALES 168: "A sales manager is a Team Selector"

John Smibert28 December 2017

"Select a champion team - not a team of champions"-Interview byJohn SmibertThe role of a Sales Manager has a lot of similarities to the manager or coach of a sports team. As an example one key task of a sports team manager is to selec...

Read More
"Why are 60% of your salespeople failing?" discussion with Tony J. Hughes

"Why are 60% of your salespeople failing?" discussion with Tony J. Hughes

John Smibert15 December 2017

About 60% of B2B salespeople are not achieving their numbers.There are a number of reasons for thisyet one of the key onesis the challenge of growing and maintaining a quality pipeline in a changing sales world.This issue is addressedIn this inter...

Read More
TALKING SALES 167:   "What the better sales managers do"

TALKING SALES 167: "What the better sales managers do"

John Smibert10 December 2017

"Good sales managers lead and coachtheir people to success" - Interview by John SmibertI recently had the pleasure of talking with international sales expertDylis Guyanabout sales management.Before I share that discussion with youfir...

Read More
TALKING SALES 160:   "How Role Charters help create a High Performance Sales Culture"

TALKING SALES 160: "How Role Charters help create a High Performance Sales Culture"

John Smibert28 August 2017

"Clarityon how our job rolesinteract will helpsales teams achieve success" - Interview by John SmibertMore than ever before, successful B2B selling requires collaborative teamwork. The sales role is only one role in the team - granted an...

Read More
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...

Read More
TALKING SALES 151: "A sales manager is a delegator"

TALKING SALES 151: "A sales manager is a delegator"

John Smibert06 April 2017

"How good sales managers delegate effectively - up and down"-Interview byJohn SmibertSales Management is a tough gig - probably one of the most difficultmanagement jobs around. All sorts of responsibilities and tasks are loaded onto t...

Read More
TALKING SALES 150: "Start with why"

TALKING SALES 150: "Start with why"

John Smibert28 March 2017

The brilliant Simon Sinek did a TED talk that I love titled "How great leaders inspire action". The essence of his message was "Start with why". It is one of the most insightful and powerful lessons for leaders and salespeople ...

Read More
TALKING SALES 148: "Business strategy before social media strategy"

TALKING SALES 148: "Business strategy before social media strategy"

John Smibert20 February 2017

"Let's try social media- we'll worry about strategy later!!!!" - Interview withJohn SmibertIt drives me mad to see so called social media gurus teaching people how to implement social media solutions, butnever ask;"Wh...

Read More
TALKING SALES 147:   "Authentic Leadership for high performance"

TALKING SALES 147: "Authentic Leadership for high performance"

John Smibert12 February 2017

"Authentic leadership is required to achievea high performance culture" - Interview by John SmibertHigh performance cultures are what all enterprises - small, medium or large- need to strive for in order to survive and grow in this...

Read More
TALKING SALES 142:  "Five facets of effective coaching"

TALKING SALES 142: "Five facets of effective coaching"

John Smibert07 December 2016

"Effective and consistent coaching sustainably boosts sales" - Interview by John Smibert.One of the most effective ways to grow sales productivity is to implement sound sales coaching practices. To do this we need to develop a coac...

Read More
TALKING SALES 141: "That's how we do things around here"

TALKING SALES 141: "That's how we do things around here"

John Smibert04 December 2016

"Our old ways needs to change to ensure we survive and grow - but how?" - Interview by John SmibertIt is a massive challenge to change organisational culture - particularly when old practices are entrenched. Yet to survive and sustai...

Read More
TALKING SALES 139: "Sales coaching for behavioural change" - John Dougan

TALKING SALES 139: "Sales coaching for behavioural change" - John Dougan

John Smibert15 November 2016

Can Stock Photo Inc. / photography33[/caption]"Coaching for behavioural change provides a better return than skills coaching" - an interview by John Smibert.I recently published a great discussion with John Dougan about how to apply sal...

Read More

SALES LEADER FORUMS

A Sales Leader Forum provides you with the opportunity to connect with your peers and create a support network of like-minded individuals to learn how they have dealt with the same challenges, issues and problems that you’re facing.

LEARN MORE

FIND B2B SALES CONTENT – TO HELP YOU SUCCEED

1000's of sales articles, videos and sales tools.  Sales leaders and their teams can access most of it free - simply subscribe.

This site brings you some of the latest expert thought leadership content on business to business (B2B) sales from specialists, sales leaders and sales professionals.

LATEST ARTICLES

LATEST FROM TWITTER

ARCHIVED ARTICLES

CATEGORIES

© 2018 Sales Leader Forums. All Rights Reserved.