Over the past few years there has been a significant change in buyer mentality. I touched on this in a recent blog about driving more value through discovery calls but the issue is much deeper than that. Here’s a summary of the vast majority of sales calls that I’ve experienced (from both sides of the table)...
Over the recent bank holiday weekend, I was reminded about my startup, Sorted, when RatedPeople.com started TV advertising using ‘sorted’ as a strap line for their very similar product. When my delicately stacked house of cards fell down, I wrote a blog post penning all the reasons why I thought it had failed. Since then,...
I believe that the way the vast majority of sales people sell their product is wrong. I say this having had experience sitting on both sides of the table, muting sales people and swearing at my phone, as well as falling asleep whilst personally reciting the same thing over and over again. I read a lot, but...
