What are some of the most common things salespeople say and do that turn off their buyers? And what's really happening inside your buyer's mind when you do and say them?
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!"?
I measure for several attributes and look for how to test, measure, coach, and train. It starts with mindsets. Then goes into attitudes and beliefs I know are necessary for you to be an authentic #buyerfirst seller.
How do you start a #buyerfirst relationship with my current customers if they've already gone through a traditional sales process? Is it too late?
Rather than a linear process, I see the collaborative selling model as more layered and cyclical. Like, an onion. You peel back the layers of an onion.
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.
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?
I became even more of a fan of Andy Paul’s work when I read his latest book, Sell Without Selling Out. And I became a fan of this book from the very first quote by Ralph Waldo Emerson, "Insist on yourself, never imitate”.
There are very few people in the world who don't have “Call Reluctance”. I mean who really likes to get hung up on?
I've coached and worked with BDRs and SDRs who have been called every explicit word, hung up on and been called a horrible person....
