Sales Tips | The Portfolio Partnership

New Book – The Jolt Effect (Best sales book I’ve read in years)

by Ian Smith | Feb 16, 2023 | Sales Tips

In 2001 Matt Dixon and Brent Adamson authored the best-selling book, “The Challenger Sale”. This time Matt has teamed up with Ted McKenna to publish the remarkable book “The Jolt Effect.” We are all in sales! From single entrepreneurs to multi-nationals. Closing deals...

12 Questions Sales Teams Should Ask Marketing

by Ian Smith | Dec 17, 2018 | Sales Tips

Marketing teams have the skills and knowledge to add great value to their sales teams but often don’t. Whether a sales role is business development, focused on opening up markets, or myopically trained on a few strategic accounts, there is great insight to be...

The Curious Mind of Brian Grazer

by Ian Smith | Jul 20, 2015 | Book Reviews, Sales Tips

Apollo 13, Splash, 8 Mile, A Beautiful Mind, Friday Night Lights, Arrested Development, 24 were all produced by Brian Grazer. Brian’s new book A Curious Mind (co-written with Charles Fishman) sets out a brilliant case for being curious throughout your life. Is there...

25 Essential Tips To Improve Sales Close Rates

by Ian Smith | Sep 11, 2011 | Sales Tips

Fine tune your messaging on all marketing content wherever it resides, to ensure you attract the most valuable sales leads. Poor sales leads kill attractive close rates. Ensure the collateral emphasizes the business results you achieve for clients. Prioritize your...

My Experience with the Prime Process and Diagnostic Selling

by Ian Smith | Jun 30, 2011 | Sales Process, Sales Tips, Selling

It was in 2005 as our software business was posting solid results that I pulled together our senior sales team for a review. We had successfully implemented the Sandler Sales System with help from a local Massachusetts training company who helped really sharpen the...