Blog Articles

Latest Published Articles

Social Selling (Part 1 of 6) - The definition of success

Social Selling (Part 1 of 6) - The definition of success

John Smibert

There is considerable debate about the importance and effectiveness of 'Social' in business to business (B2B) sales activity. Many see it as a new fad - a diversion from our focus on real selling. Others have been quick to embrace it - some succes...

Read More
Benchmarking your sales operation

Benchmarking your sales operation

John Smibert

Benchmarking your sales growth strategiesNearly every company we talk to are striving to sustainably grow their sales and revenue. They are searching for ways in which they can improve the sales productivity, ways which are proven, low risk and wi...

Read More
B2B Sales Tips Taught by a One-eyed Motorcyclist

B2B Sales Tips Taught by a One-eyed Motorcyclist

Wayne Moloney

There is no easy road to success in sales, particularly B2B sales. Success is built on a strong foundation and by adopting and developing the most appropriate technologies and methodologies to build on this foundation.

Read More

TALKING SALES 217: "Advice for women in sales"

John Smibert

            "Sales is a fantastic career trajectory role for women" - Sue Barrett with John SmibertWhy aren't there more females in sales and sales leadership?My personal experience is that the average female outsells the average male. I also beli...

Read More
TALKING SALES 200: "Combo Prospecting for quality pipeline" - Tony Hughes

TALKING SALES 200: "Combo Prospecting for quality pipeline" - Tony Hughes

John Smibert

"Jab, Jab, Jab with email & social, knock them out with the phone" - Tony Hughes with John Smibert.Should B2B salespeople do their own prospecting?  Tony Hughes is so adamant that they should that he has written a book to tell them how. He calls i...

Read More

TALKING SALES 218: "Responsibility leads to Initiative"

John Smibert

"We are responsible for everything that happens to us" - an interview with Bob Terson by John Smibert.How often do you hear the statement "Shit happens" or "it's Murphy's law"?It's true isn't it - things regularly happen outside our control, the e...

Read More

"How to behave on LinkedIn" TALKING SALES 219:

John Smibert

"How to network and engage effectively on LinkedIn" - A 'Talking Sales' discussion hosted by John SmibertDoes much of the behaviour you experience on LinkedIn turn you off people who want to engage with you? It does me! More importantly does your ...

Read More

TALKING SALES 220: "Why we really lost that order"

John Smibert

"What are we doing different to differentiate?"  - A discussion between Cian McLoughlin and  John Smibert.How often do we really understand why we won or lost an order?Win-loss specialist, Cian McLoughlin,  told me that we get it wrong too often. ...

Read More

TALKING SALES 177: How sales teams win by embracing a culture of purpose

Ivi Mateo

         "We need a deliberate strategy to develop a culture of purpose" - interview by John Smibert.In my last discussion with  Ian Lowe he explained how a culture of purpose can drive great results in a selling organisation.Yet to achieve those ...

Read More
TALKING SALES 216: "A sales manager is a high performance coach"

TALKING SALES 216: "A sales manager is a high performance coach"

John Smibert

       "The biggest impact on performance comes through coaching" - Interview by John SmibertGood sales management is the cornerstone of the success of any sales organisation.To adapt a quote from Tony Hughes, front line sales managers can be the ...

Read More
TALKING SALES 215: "How salespeople can avoid becoming obsolete"

TALKING SALES 215: "How salespeople can avoid becoming obsolete"

John Smibert

"Contribute experience and insight and you will have a long sales career" - Joanne Black with John Smibert.What do we need to do to future proof our sales career? Who will survive the change that is being driven by big data, technology, artificial...

Read More
TALKING SALES 214: "Case study in personal branding"

TALKING SALES 214: "Case study in personal branding"

John Smibert

"Personal Branding is not about tools - it's about strategy" - A John Smibert discussion with Tony Hughes.In a very short number of years Tony Hughes has established an outstanding global award winning personal brand. Recently he was recognised by...

Read More
TALKING SALES 211: How successful salespeople embrace Purpose

TALKING SALES 211: How successful salespeople embrace Purpose

John Smibert

"How 'Purpose' amplifies the way we sell" - interview by John Smibert.In my last few discussions with  Ian Lowe he has convinced me that salespeople who have an authentic  purpose (beyond money or recognition) significantly outperform those who do...

Read More
TALKING SALES 210: "Effective Social Selling takes little time"

TALKING SALES 210: "Effective Social Selling takes little time"

John Smibert

"You can get higher, faster with Social Selling than cold calling" - Interview by John SmibertIn my view Social Selling is still a developing discipline. Every social selling specialist seems to have a different perspective of what 'Social Selling...

Read More
TALKING SALES 200: Combo Prospecting

TALKING SALES 200: Combo Prospecting

John Smibert

"Salespeople have to be good at creating their own personal pipeline" - A John Smibert discussion with Tony Hughes.According to many research organisations the biggest challenge facing selling organisations and their salespeople is an inadequate p...

Read More
TALKING SALES 213: "Few companies have the data they need to build trusted relationships"

TALKING SALES 213: "Few companies have the data they need to build trusted relationships"

John Smibert

"Does your organisation have the data you need to build trusted relationships?"A 'Talking Sales' discussion, John Bedwany with John SmibertAccording to one of the world's leading authorities on authentic relationship management, John Bedwany, we a...

Read More
TALKING SALES 212: Case study on how to open an executive's door

TALKING SALES 212: Case study on how to open an executive's door

John Smibert

 "How do we get to an executive with a message that makes them interested enough to want to give us an audience" -  Interview by John SmibertIn sales, when we target a market, what are the things we should strategically think about, and plan for, ...

Read More
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 Smibert

 "Language is key to achieving a high performance culture 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 performance cult...

Read More
TALKING SALES 208:    "Applying Social Selling in the Buying Journey"

TALKING SALES 208: "Applying Social Selling in the Buying Journey"

John Smibert

"Leverage social to deliver value to the buyer when and where it's needed" -   interview of Loic Simon by John Smibert. Buyers find that they have too much information and not enough insight as they progress through their buying journey.  The last...

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 Smibert

"Beware of the customer revolution"  - A discussion between Cian McLoughlin and  John Smibert.Have you noticed that customers are behaving differently? Customer behaviour guru, Cian McLoughlin, tells us to "Beware of the customer revolution".And h...

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.

ENQUIRE ABOUT MEMBERSHIP

LATEST ARTICLES

LATEST FROM TWITTER

ARCHIVED ARTICLES

CATEGORIES

© 2018 Sales Leader Forums. All Rights Reserved.