Blog Articles

Article Category: Sales Process

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to me that most B2B sales thought leaders are telling us that all our tried and proven sales methods and processes are outdated - tha...

Read More
TALKING SALES 140: "Why measuring your pipeline is erroneous"

TALKING SALES 140: "Why measuring your pipeline is erroneous"

John Smibert

       "Are you misleading yourself when you measure your pipeline" - Interview by John SmibertFor years we have emphasised that it is vital that we measure our sales pipeline or sales funnel.  We know must be putting enough leads in one end, meas...

Read More
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 ...

Read More
TALKING SALES 89:  "The first 2 things to do as a new sales manager"

TALKING SALES 89: "The first 2 things to do as a new sales manager"

John Smibert

                "New managers should not assume they know the answers" - discussion with John Smibert.A friend of mine, Tom,  was a successful salesperson and had recently been promoted into a sales management role. He knew this was a high risk ti...

Read More
TALKING SALES 88: "Three brain congruency for sales effectiveness"

TALKING SALES 88: "Three brain congruency for sales effectiveness"

John Smibert

                "Why is it vital that we develop a more customer aligned mindset?" - interview by John Smibert.In previous discussions with  Ian J Lowe  he has claimed salespeople can change the world by truly putting the customer at the centre of...

Read More
TALKING SALES 87: Three classic sales mistakes

TALKING SALES 87: Three classic sales mistakes

John Smibert

                      "Common mistakes when attracting, converting and retaining customers" - Interview by John SmibertIn this interview international sales and marketing expert Dylis Guyan makes selling sound easy. We just have to know the A to Z...

Read More
TALKING SALES 35: "Reducing Waste in the Sales Process"

TALKING SALES 35: "Reducing Waste in the Sales Process"

John Smibert

In this 3 minute video John Smibert talks with Wayne Moloney about the meaning of the word 'Waste' as it applies the 'Lean Selling' model.Wayne explains that there is significant waste in most sales organisation.  Recent research indicates that sa...

Read More
TALKING SALES 21: "Creating value through lean selling" - Wayne Moloney

TALKING SALES 21: "Creating value through lean selling" - Wayne Moloney

John Smibert

In this 3 minute video John Smibert talks with Wayne Moloney about the meaning of the word 'Value' in the 'Lean Selling' model.Wayne explains that 'value' is by definition is "anything the customer is willing to pay for". He goes on to say that it...

Read More
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...

Read More
TALKING SALES 5: "Choosing the right sales methodology" with John Dougan

TALKING SALES 5: "Choosing the right sales methodology" with John Dougan

John Smibert

Choosing a sales methodology.  Interview by John SmibertI was delighted to talk with John Dougan on this subject.In this 3 minute video John provides us with a great insight into how a selling organisation should choose a sales methodology that is...

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.