Steven Wright says, “It’s that magical time of year for many companies when year-end closing and Q1 sales kick-off planning are in full, folie a deux swing.

For this analyst, 2016 will be the first time in over 20 years when I haven’t been involved in planning and delivering a sales kick-off event. My sigh of relief far outweighs any twinges of nostalgia. After all those kickoffs some things are clear:

  • The more marketing and product management talk about products the less sellers will remember – This is a sales event, not a marketing one – the focus should be on how to sell to, engage with and be obsessed by buyer’s, not about product.
  • One good customer story is worth more than almost any expensive motivational speaker – Inspiring stories of overcoming obstacles and achieving awesome success are all well and good when it comes to climbing mountains, sailing boats or winning races. but one good presentation from a customer on why they bought and how the solution has helped them succeed is even better and teaches something that all your seller’s can use. Much better than sailing knots”.

Is Your Kick-Off Killing Sales?

The Forrester Blog

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