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Article Category: Buying Process

TALKING SALES 207:   "Why your sales methods are tired and outdated"

TALKING SALES 207: "Why your sales methods are tired and outdated"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

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TALKING SALES 179: "Measuring Marketing"

TALKING SALES 179: "Measuring Marketing"

John Smibert

"Spend money building relationships, not pipeline" - A 'Talking Sales' discussion with John Bedwany and John SmibertHow do we measure the effectiveness and ROI in marketing?Should we measure  leads generated and converted? Should we measure the re...

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TALKING SALES 156:  "Sales process is killing sales"

TALKING SALES 156: "Sales process is killing sales"

John Smibert

              "Why your sales process may be negatively impacting your sales" - Interview by John SmibertIt seems to me that most B2B sales thought leaders are telling us that all our tried and proven sales methods and processes are outdated - tha...

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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 Smibert

       "The magic happens when the sales & buying processes interconnect"  - Discussion with  John Smibert.I asked  Cian McLoughlin, why it's important to marry up the sales process and the buying journey.  Cian responded by pointing out that "We ...

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Follow the Yellow Brick buyer's journey

Follow the Yellow Brick buyer's journey

Steve Hall

By Steve Hall               When Dorothy set off on her journey to Oz her goal was clear and her path was clearly marked by a Yellow Brick road.Along a journey of many stages she gathered allies, overcame obstacles, faced setbacks, showed determin...

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TALKING SALES 37: "Track the buying process"

TALKING SALES 37: "Track the buying process"

John Smibert

In this interview John (JD) Dean emphasises the importance of being aware of, and to track, the buying process that the customer is following.He explains that too often we focus too heavily on following our own sales process. This can result in us...

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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 Smibert

In this 3 minute interview by John Smibert, John Dougan, provides insight into the need to change how we engage with the customer subject to where they are in their buyer journey.John explains how our sales process needs to be cognisant of where t...

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