- December 16, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I reviewed the 88 articles I wrote in 2016 (nearly 1,600 articles on the Blog) and was surprised to discover what I wrote about the most. It wasn’t about sales force evaluations, sales candidate assessments or attacks on the Harvard Business Review. It wasn’t about sales recruiting and selection, sales pipeline or Baseline Selling. It wasn’t any of things I expected to write about most often. Because my topics are driven by the conversations I have with clients and prospective clients, my articles are a reflection of what CEO’s and Sales Leaders care about. I really think you’ll be surprised to find out what they cared most about this year.
I listed the top 5 topics sorted by how frequently I wrote about them. Then I listed and linked to the 3 most read, most shared and most commented articles. I listed the reader favorite and finally, my 4 favorite articles of 2016. You’ll notice that they are different from all of the articles that were most read, shared and commented. Why 4? Why not? Here we go!
Topics
- Sales Strategy/Tactics (20)
- Sales Success (10)
- Sales Process (6)
- Sales Data (6)
- Sales Management – Coaching and Accountability (6)
What were the most popular articles of 2016? As I do each year in December, I’ll break it down this way:
Most Read
Breaking News – More Salespeople Suck Than Ever Before
Must Read – This Email Proves How Poorly the Bottom 74% of Salespeople Perform
The 5 Questions That Get People to Buy So That You don’t Have to Sell
Most Shared
Breaking News – More Salespeople Suck Than Ever Before
Tech Buyer Explains Why He Has No Use for Salespeople
Must Read – This Email Proves How Poorly the Bottom 74% of Salespeople Perform
Most Comments
Tech Buyer Explains Why He Has No Use for Salespeople
The Biggest Secret to My Sales Success
The Crucial Selling Skill Nobody Talks About
Reader Favorite
Breaking News – More Salespeople Suck Than Ever Before
My Favorites
Remembering the Most Powerful Lesson of My Sales Career
Most Salespeople are Wrong about the Concept of Being Willing to Walk
Why a Customized Sales Process is Like Buying Shoes
Why Uncovering Pain Doesn’t Close the Sale with the CEO
Are these popular articles trends for 2017? While they could be, they probably aren’t. Most of these articles are timeless. Thanks for being a loyal reader this year. Have a great holiday and a Happy New Year and I’ll be back with more new articles in 2017.
