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Article Category: Challenger

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...

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TALKING SALES 185: "Seven words that will enhance your sales conversation"

TALKING SALES 185: "Seven words that will enhance your sales conversation"

John Smibert

"Teach and challenge your buyer by using these seven words" -   interview by John Smibert. In our most recent video Dean Kelly and I discussed "How salespeople can do change up the conversation" by using open questions and being situationally agil...

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TALKING SALES 162: Identifying the Mobilizer"

TALKING SALES 162: Identifying the Mobilizer"

John Smibert

"How salespeople can avoid the dreaded 'no decision'" - A discussion by John Smibert.How often has your proposal gone nowhere?  You have invested weeks into an opportunity that seems like it should be a sure thing - the customer value proposition ...

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TALKING SALES 136: "Change the conversation"

TALKING SALES 136: "Change the conversation"

John Smibert

          "Lead the customer to a realization" -   interview by John Smibert. According to Dean Kelly salespeople need to change the conversion.  In this discussion I asked him what he meant.He said "traditionally salespeople turn up and talk abou...

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TALKING SALES 108: "Is lack of innovation killing your sales?"

TALKING SALES 108: "Is lack of innovation killing your sales?"

John Smibert

        "Value through innovation is your key to sales success" - interview by John Smibert.To succeed in sales we need to ensure that the customer is convinced and trusts that we can deliver value for them and their business. And to do that we ne...

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TALKING SALES 59: How to conduct your internal conversation (Sales Manager - Salesperson)

TALKING SALES 59: How to conduct your internal conversation (Sales Manager - Salesperson)

John Smibert

.                          Image © Ljupco Smokovski via Deamstime[/caption]"How to coach salespeople to have the correct customer conversation" -   interview by John Smibert. In our past discussions Dean Kelly has talked about how salespeople sho...

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Why is The Challenger Sale different?

Why is The Challenger Sale different?

Wayne Moloney

By Wayne MoloneyIn today's B2B sales environment, more informed, connected buyers are driving a very worthwhile change to a more professional and principled, smart and mutually valuable way of engaging in the buying and selling process.  Through t...

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TALKING SALES 54: "How to challenge your customer"

TALKING SALES 54: "How to challenge your customer"

John Smibert

"How to have the challenger conversation" -   interview by John Smibert. In this discussion Dean Kelly provides us with advice on how to conduct the conversation with your customer where you challenge them without sounding arrogant or aggressive.T...

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TALKING SALES 45: "What great salespeople do differently" - Cian McLoughlin

TALKING SALES 45: "What great salespeople do differently" - Cian McLoughlin

John Smibert

Photo by Meridican from FlickrIn this Interview Cian McLoughlin shares feedback from customers as to what the best salespeople do differently.John Smibert asked Cian "What do customers see as the key reasons salespeople win or lose business". In r...

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