Biasing Buyers
The oddest request I ever received from the head of a sales organization was “Can you stop promoting the product for a couple of months?” It was an old company with a new product that had gone nowhere before I took the reigns of their marketing department. I established a strategy that relied on precise market segmentation, focusing on the top two segments, then making buyers and strategic partners believe we were the only serious product in the market. Sales jumped 26% in the first year, we chased two competitors completely out of our target segments, and had a sales close rate above 80%. The poor sales folks couldn’t keep up with incoming calls. The strategy was to bias the opinions of buyers. This required them believing that we not only cured the generic problem (which our competitors did too) but we also cured the buyers personal job-related problem (in … Continue reading →