Why the 'Techies'?
Our 'Techies' - technical, consulting and customer-facing staff - are more trusted than our Sales people! They're the problem-solvers and solution providers.
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Topics: B2B Buyer Engagement, Buyers Journey, Disruptive Selling, Sales for Techies™
A new way of successfully selling....
An internal Telstra telephone sales team signed up $350k of Telstra revenue over 3 weeks - from a standing start - using our Disruptive Selling™ methodology!
I'm very pleased to be sharing the stage at Telstra Vantage™ with Peter "Willow" Williamson from Aria Technologies to talk about our Disruptive Selling™ methodologies, and how both Aria and Telstra have benefited. Our presentation is at 12noon on Wednesday, 19th September.
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Topics: B2B Sales, Sales Methodology, Disruptive Selling
For all the talk about so called SMarketing – sales and marketing alignment – there’s a dearth of easily implementable programs where the two teams can successfully work together, generating warm leads in the short term.
“Content marketing”, HubSpot, the “inbound methodology” and all the other latest approaches are great – but they usually come with a disclaimer: “WARNING – it will take 6-12 months before you see the results of your inbound efforts!”
It doesn’t have to be that way.
Here’s an example of a real world content effort that sales teams followed up – literally leading to instant success.
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Topics: B2B Buyer Engagement, B2B Sales, Sales, New Marketing, Marketing, content marketing, Disruptive Selling
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 Buyer Engagement, B2B Sales, B2B Buyers, Sales, Buyers Journey, Sales Methodology, Disruptive Selling
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 Buyer Engagement, B2B Sales, B2B Buyers, Sales, Buyers Journey, Sales Methodology, Disruptive Selling
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:
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Topics: B2B Sales, Sales, Disruptive Selling
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!
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Topics: B2B Sales, Sales, Disruptive Selling
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!
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Topics: Social Selling, Sales Methodology, Disruptive Selling
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.
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Topics: Sales Methodology, Disruptive Selling
