2016 was a big year in sales and marketing. In order of popularity, here's a collection of our most-read posts from the last 12 months:
Why talking about your company, products and services won’t get you the sale
OK – hands up – how many of you have proudly invested in your “company presentation”, insisting your sales team includes it at the start of every customer meeting?
Typically, it will go something like, “Here’s how we started – here’s our staff – here’s our locations – here’s our products and services…” and so on. What a great way to bore a customer to death!
It's that time of year again - doesn't matter how successful you were last FY, you're about to go back to zero again!
What is disruptive selling?
Left to their own devices, buyers will engage with sellers well after the buyer has figured out what they want to buy, and from whom. We need to engage with them before they reach that point - "disrupting" their thinking, to "move the goalposts" more in a direction that leads to our unique strengths.