Buyer confidence is cited as the #1 issue facing sales reps in B2B deals(new Gartner report) But it is not what you think. It is not the Buyer's confidence in the sales rep, but it is the buyer's confidence in themselves! Confidence to make the right decision. Buyer enablement and the sales rep's ability to help the Buyer navigate through the massive amounts of information that they are wrestling with is paramount to sales success. Dan details 5 steps to successfully engage with Buyers and show them the most prudent way to tackle the decision making process.
Garter article: http://ow.ly/vFbj101NWfn
Episode 98: The Digital Cold Call
Episode 97: In the Spotlight: The UnAmerican Dream with Carlos Hidalgo
Episode 96: Hey Sales Leaders, WTF?!
Episode 95: In the Spotlight: The Empathy Effect with Dr. Helen Riess, MD
Episode 94: Enough Already!
Episode 93: 5 Proven Ways To Differentiate
Episode 92: COLD CALLING LIVES!!
Episode 91: Destroy The Competition
Episode 88: Dude, Why Did You Give Up?
Episode 87: Proactive Closer or Passive Facilitator?
Episode 86: NEVER ACCEPT GHOSTING
Episode 85: STOP Caring If People Like You!
Episode 84: Lights, Camera...The Power Of ACTION!
Episode 83: The More You LEARN, The More You EARN
Episode 82: Are You Playing To WIN?
Episode 81: Mastering Multi-Channel Connections
Episode 80: Admiration + Appreciation + Inspiration = 💰
Episode 79: Magnetic Storyteller Or Pushy Sales Rep?
Episode 78: Stop Bitching About Leads And Learn How To Sell
Episode 77: Selling In A Constant State Of Flux
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