Failing to plan is planning to fail.....
We've all heard that before. It's undoubted.
But - will any old plan do? Absolutely not!
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Topics: Sales Methodology, New Marketing, Buyers Journey
Having left Microsoft some years ago, I've kept myself occupied by offering industry best practice sales advisory services to ICT SMEs.
I've always been a typical "sales guy" - Sales did all the heavy lifting, Marketing MAY provide us with some leads, but you can't rely on them.
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Topics: Disruptive Selling, Sales Methodology, Buyers Journey
2017 has been a big year in sales and marketing. We've seen massive interest in our live events around Disruptive Selling™, buyer engagement, and aligning the sales and marketing processes.
We thought you might like to check out our list of the 5 most popular posts from the last year, in order of popularity:
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Topics: B2B Sales, Buyers Journey, Disruptive Selling, Sales, Sales Methodology, B2B Buyer Engagement, B2B Buyers
Would you be shocked to know that, if you're anything like most organisations, then around 10% of registered users that can access your business computer network no longer work for your company!!!
Would hearing that insight make your prospects sit up and take notice!?
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Topics: B2B Sales, Buyers Journey, Disruptive Selling, Sales, Sales Methodology, B2B Buyer Engagement, B2B Buyers
As buyers continue to change how they buy, sales people need to keep evolving.
But how - and why?
In short - the salesperson of the future will be the one that adapts his/her selling processes to match the new way in which buyers buy.
There's lots of disrupting influences in the B2B marketplace at the moment - the move to the cloud, social media, globalisation etc. These issues are disrupting commerce - but the accompanying change in how buyers buy in particular is disrupting and making irrelevant the "old ways of selling".
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Topics: B2B Sales, B2B Buyers, Digital Marketing, Sales, New Marketing, Marketing, Buyers Journey
