Tonya Bjurstrom and I had a fun chat about surveys because I love Tonya's latest newsletter, where she said, "When's the last time you took an online survey and thought, Wow! This is great! I feel so valued!"?
At the end of the day, nobody cares about your product. What they care about is what your product can do for them. During my last #BuyerFirst Ask Me Anything, Brent Keltner shared a few sales playbook tactics anyone could test out for themselves...
Janice asked, “The research shows that buyers now have a preference for self-service. Is #buyerfirst giving them what they want?” Love this question.
You know, accountability is kind of a dirty word sometimes and it's often associated with micromanaging.
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Well, for first-time sales managers, this applies to whether you're adjusting to the pandemic. Because now, you might feel like a first-time sales manager. Again, like, a lot of sellers are feeling like first-time sellers, because everything's...
Trying to keep up with competitive differentiation is becoming far more extremely complex in today's market.
Who doesn’t have excellent customer service? Or an all-in-one solution? Or an AI-enabled widget?
One of the things that I love about my work is that I get to work with every level of the sales organization- from the frontline BDR to the president of the company. And not only sales organizations, but also self-employed and small business owners...
Can you really afford to not be buyer first in your sales process? Not anymore, you can't. Technology must enhance the human experience to further advance your buyer toward deciding whether they will buy your product.
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Okay, super quick coaching tip for y'all. Have you ever wondered why our buyers recoil from us? Perhaps it is because we are so often told in sales that it is our job to dig for, discover, and uncover the pain. Then we become so laser-focused on the...
We have to make sure that we're focused on sounding more like a human than our email sequences do. This kind of goes along with the thinking that you have to be able to add more value to the conversation than Google or your website does.
