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 55: Marketing + Sales Alignment : A Non Traditional Approach
Episode 54: Science and The B2B Sales Revolution
Episode 53: Key Attributes Of the 21st Century B2B Seller
Episode 52: CIOs Sound Off On Sales Reps
Episode 51: Cure For The "DO NOTHING" Virus
Episode 50: What Are You Doing About JOB SECURITY?
Episode 49: [Interview] Stop Dreaming And Start DOING! with Michael Alden
Episode 48: Finesse + Grit = π°
RANT: HEY BUYERS, GET OVER YOURSELVES! π‘
Episode 47: A Closing Primer For The Modern Seller πβοΈ
Episode 46: DIFFERENTIATE! ππ₯
Episode 45: [Interview] Modern Selling With LinkedIn's Samantha McKenna
Episode 44: [Interview] Lessons From World's Top Networkers
Episode 43 : Selling To MILLENNIALS
Episode 42: Stop BITCHING and Start Selling With SOCIAL
Acing C-Suite Selling: Interview with James Muir
The Top 4 Difference Makers in B2B Group Decision Making
WHAT YOU KNOW Or WHO YOU KNOW?
βI Need To Think About Itβ
Strike Early And Persevere ππ»
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