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Article Category: Company Sales Strategy

TALKING SALES 173:   "Strategy vs Metrics for high performance"

TALKING SALES 173: "Strategy vs Metrics for high performance"

John Smibert

 "To achieve high performance first focus on strategy before metrics" - Interview by John SmibertMost sales organisations focus very heavily on managing metrics.  We set a metrics based plan. Then we monitor how are we doing this month and this qu read more...

TALKING SALES 172:   "Why sales and marketing need to unite"

TALKING SALES 172: "Why sales and marketing need to unite"

John Smibert

              "Sales & Marketing must team together to drive a shared outcome" - Interview by John SmibertMost selling organisations that I come across struggle with the relationship between sales and marketing. They find that the two organisation read more...

TALKING SALES 161: "Four sales predictions that will impact you"

TALKING SALES 161: "Four sales predictions that will impact you"

John Smibert

"4 sales trends impacting our need to change in order to sell more effectively"  - Discussion with  John Smibert.How is the world of sales changing?  What are the trends that we need to be aware of?   How should be preparing ourselves for change i 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 Smibert

"A poor sales company culture and lack of sales strategy makes it tough for salespeople to sell" - Interview by John SmibertAs Sue Barrett said in our last interview "Nothing happens until somebody sell something".  And unless our company has a cu read more...

TALKING SALES 154:  "Five key steps to building trusted relationships"

TALKING SALES 154: "Five key steps to building trusted relationships"

John Smibert

"The Future of Selling - five key steps to building trusted relationships" - A 'Talking Sales' discussion with John SmibertWhen we first approach a new customers we have no relationship.  If we identify an opportunity we start the selling process read more...

TALKING SALES 137: Sales Challenge 3 - Poor win rates

TALKING SALES 137: Sales Challenge 3 - Poor win rates

John Smibert

      "Low win rates cost us dearly - why do we accept it?" - A 'Talking Sales' discussion with John SmibertJohn Bedwany claims the sales world is failing  and we need a radical change. In this hard hitting discussion he raises his sales productiv read more...

TALKING SALES 129: "What is a high performance sales culture?"

TALKING SALES 129: "What is a high performance sales culture?"

John Smibert

              "A high performing sales culture will generate sustainable growth" - Interview by John SmibertMany organisations are striving to achieve a high performance sales culture in order to achieve sustainable growth. Yet what is a high perf read more...

TALKING SALES 128: "Sales is everybody's business"

TALKING SALES 128: "Sales is everybody's business"

John Smibert

          "Selling is a life skill not just a business skill" - Interview by John SmibertIn this discussion Sue Barrett states all employees have a role to play in sales.."I think for far too long businesses have sent the sales team out, and said, read more...

TALKING SALES 124:  "Are you ready to ride the tsunami of change?"

TALKING SALES 124: "Are you ready to ride the tsunami of change?"

John Smibert

   "Sales organisations need to transform radically to survive a tsunami of change" - Interview by John SmibertAuthor Graham Hawkins claims he's never seen the amount of change that we're witnessing right now.We are being hit by things like the ne read more...

TALKING SALES 113:  "3 key principles for a quantum leap in sales productivity"

TALKING SALES 113: "3 key principles for a quantum leap in sales productivity"

John Smibert

              "How to achieve a dramatic increase in sales productivity" - Interview by John SmibertIt's not very often I come across somebody who is driving disruptive change in the B2B sales world. Recently I have come across a couple.  John Bed read more...

TALKING SALES 112:  "Vendor Stack: Are you in danger of being culled?"

TALKING SALES 112: "Vendor Stack: Are you in danger of being culled?"

John Smibert

              "Large enterprises want less suppliers - are you in danger?" - Interview by John SmibertAuthor Graham Hawkins recently stated that most technology providers will never sell to large enterprises again. So in this discussion I challeng read more...

TALKING SALES 111:   "Are your sales managers generating sustainable revenue growth"

TALKING SALES 111: "Are your sales managers generating sustainable revenue growth"

John Smibert

            "How highly effective sales coaches drive sustainable growth" - an interview by John Smibert.One of the biggest impacts an organisation can have on driving a sustainable increase in revenue is to invest in developing their sales manage read more...

TALKING SALES 107: "Top sales managers are top sales planners"

TALKING SALES 107: "Top sales managers are top sales planners"

John Smibert

 "Sales planning is an essential skill for sales managers" - Interview by John SmibertA team of any sort need a clear and simple plan that lays out the path to success.  Sales teams are no different - they need a plan that ensures all team members read more...

TALKING SALES 99:   "Is Artificial Intelligence really disrupting B2B sales?"

TALKING SALES 99: "Is Artificial Intelligence really disrupting B2B sales?"

John Smibert

                      "How and when will AI disrupt the way we sell?" - discussion with John Smibert.Artificial intelligence (AI) - and robotics -  has been around for a long time but it has not yet disrupted white collar work very much yet - or h read more...

TALKING SALES 83: "Don't be a sales warrior in 2016"

TALKING SALES 83: "Don't be a sales warrior in 2016"

John Smibert

                "It's not about being a warrior of persuasion in selling, we need to be engineers of value"The world of sales is tough and it seems it's getting tougher.  Most sales teams I have spoken with have launching into the new year with ex read more...

TALKING SALES 71: "Adapting to change in our sales world"

TALKING SALES 71: "Adapting to change in our sales world"

John Smibert

"The measure of intelligence is the ability to change." - Albert Einstein - interview by John SmibertIn this interview John (JD) Dean outlines some of the significant changes that have occurred in our B2B sales world over recent years. In particul read more...

TALKING SALES 28: "Avoid Point Solutions to Improve Sales" - Sue Barrett

TALKING SALES 28: "Avoid Point Solutions to Improve Sales" - Sue Barrett

John Smibert

Sales ecosystem can be unbalanced by a new 'point solution'[/caption]In this 3 minute interview Sue Barrett talks to John Smibert about the need to avoid implementing 'point solutions' in your sales operation.Sue emphasises how important it is fo read more...

TALKING SALES 15: "Sales Strategy: Where the rubber hits the road" - Sue Barrett

TALKING SALES 15: "Sales Strategy: Where the rubber hits the road" - Sue Barrett

John Smibert

In this interview Sue Barrett talks to John Smibert about the need for an effective organisational sales strategy.The company sales strategy is often overlooked, incomplete or not updated regularly enough in many selling organisations.Sue also out read more...

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