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Article Category: Sales Leadership

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...

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TALKING SALES 207:   "Why your sales methods are tired and outdated"

TALKING SALES 207: "Why your sales methods are tired and outdated"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 204: "How to transform the way we sell"

TALKING SALES 204: "How to transform the way we sell"

John Smibert

              "Buyers have transformed the way they buy - so how should sellers transform the way they sell" - Interview by John SmibertWe need to transform the way we sell so that we successfully ride the wave of change in the B2B world. The ques...

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TALKING SALES 199: "A Sales Manager is a Change Agent"

TALKING SALES 199: "A Sales Manager is a Change Agent"

John Smibert

       "Sales leaders need to be ahead of the game, proactively riding the change wave" - Interview by John SmibertEverywhere we turn people are talking about how change is accelerating the world of B2B sales. I wanted to get a feel about what thi...

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TALKING SALES 193: "Super sales person vs super sales leader" - Maria Nordstrom

TALKING SALES 193: "Super sales person vs super sales leader" - Maria Nordstrom

John Smibert

          "Sales managers need to be skilled leaders more than skilled salespeople" - Interview by John SmibertSales managers are the engine room of any sales organisation. The quality of the sales leadership team, and their ability to lead the or...

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TALKING SALES 191: "Obtaining peer support for the sales leader"

TALKING SALES 191: "Obtaining peer support for the sales leader"

John Smibert

            "Sales is not an island; yet support from peers can be difficult to obtain" - Interview by John SmibertMany sales leaders do not get the support they need from their peers.Sales can be very foreign to other disciplines such as finance...

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TALKING SALES 184: "A good sales manager is a great communicator"

TALKING SALES 184: "A good sales manager is a great communicator"

John Smibert

       "Good sales managers communicate effectively up, down and across" - Interview by John SmibertHave you ever experienced a sales manager who is not a good communicator?Most of us have. It's not fun.  They just seem to expect their sales team ...

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TALKING SALES 170:  "Aligning Sales and Marketing on the buyer journey" - Graham Hawkins

TALKING SALES 170: "Aligning Sales and Marketing on the buyer journey" - Graham Hawkins

John Smibert

              " The right message at the right trigger point along the buying journey" - Interview by John SmibertMarketing and sales in a B2B environment are different beasts who typically don't understand each other.  Both have similar objective...

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TALKING SALES 168: "A sales manager is a Team Selector"

TALKING SALES 168: "A sales manager is a Team Selector"

John Smibert

       "Select a champion team - not a team of champions" - Interview by John SmibertThe role of a Sales Manager has a lot of similarities to the manager or coach of a sports team. As an example one key task of a sports team manager is to select t...

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"Why are 60% of your salespeople failing?" discussion with Tony J. Hughes

"Why are 60% of your salespeople failing?" discussion with Tony J. Hughes

John Smibert

About 60% of B2B salespeople are not achieving their numbers.There are a number of reasons for this yet one of the key ones is the challenge of growing and maintaining a quality pipeline in a changing sales world.This issue is addressed In this in...

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TALKING SALES 167:   "What the better sales managers do"

TALKING SALES 167: "What the better sales managers do"

John Smibert

         "Good sales managers lead and coach their people to success" - Interview by John SmibertI recently had the pleasure of talking with international sales expert Dylis Guyan about sales management.Before I share that discussion with you firs...

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TALKING SALES 160:   "How Role Charters help create a High Performance Sales Culture"

TALKING SALES 160: "How Role Charters help create a High Performance Sales Culture"

John Smibert

 "Clarity on how our job roles interact will help sales teams achieve success" - Interview by John SmibertMore than ever before, successful B2B selling requires collaborative teamwork. The sales role is only one role in the team - granted an impor...

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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...

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TALKING SALES 151: "A sales manager is a delegator"

TALKING SALES 151: "A sales manager is a delegator"

John Smibert

       "How good sales managers delegate effectively - up and down" - Interview by John SmibertSales Management is a tough gig - probably one of the most difficult management jobs around.  All sorts of responsibilities and tasks are loaded onto th...

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TALKING SALES 150: "Start with why"

TALKING SALES 150: "Start with why"

John Smibert

The brilliant Simon Sinek did a TED talk that I love titled "How great leaders inspire action". The essence of his message was "Start with why". It is one of the most insightful and powerful lessons for leaders and salespeople to learn. If you hav...

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TALKING SALES 148: "Business strategy before social media strategy"

TALKING SALES 148: "Business strategy before social media strategy"

John Smibert

               "Let's try social media - we'll worry about strategy later!!!!" - Interview with John SmibertIt drives me mad to see so called social media gurus teaching people how to implement social media solutions, but never ask; "What is your ...

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TALKING SALES 147:   "Authentic Leadership for high performance"

TALKING SALES 147: "Authentic Leadership for high performance"

John Smibert

             "Authentic leadership is required to achieve a high performance culture" - Interview by John SmibertHigh performance cultures are what all enterprises - small, medium or large - need to strive for in order to survive and grow in this ...

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TALKING SALES 142:  "Five facets of effective coaching"

TALKING SALES 142: "Five facets of effective coaching"

John Smibert

            "Effective and consistent coaching sustainably boosts sales" - Interview by John Smibert.One of the most effective ways to grow sales productivity is to implement sound sales coaching practices. To do this we need to develop a coaching...

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TALKING SALES 141: "That's how we do things around here"

TALKING SALES 141: "That's how we do things around here"

John Smibert

         "Our old ways needs to change to ensure we survive and grow - but how?" - Interview by John SmibertIt is a massive challenge to change organisational culture - particularly when old practices are entrenched. Yet to survive and sustainably...

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TALKING SALES 139: "Sales coaching for behavioural change" - John Dougan

TALKING SALES 139: "Sales coaching for behavioural change" - John Dougan

John Smibert

Can Stock Photo Inc. / photography33[/caption]"Coaching for behavioural change provides a better return than skills coaching" - an interview by John Smibert.I recently published a great discussion with John Dougan about how to apply sales coachin...

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