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How to prospect in a #Buyerfirst way

How do you prospect in a #BuyerFirst way? Well, the first thing I'll tell you is you've got to do the research beyond the industry they're in or their current role.

Tips for salespeople: straight from my garden

This post is Part lI of a two-week series about garden tips that can help salespeople, leaders, and business owners. 

What's really happening inside your buyer's mind?

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?

Do surveys help your buyer feel valued?

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!"? 

Top three skills a #BuyerFirst Seller needs

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. 

What happens when you collaborate with buyers?

What are the essential skills for us to have to be a #buyerfirst seller? If I can only list one fundamental skill as the most important. It's the ability to collaborate. My mom and Napoleon would say, “if you want something done right, you have to...

Buying process essentials you need to know

Tonya Bjurstrom from Dirby Solutions joined me for my July  #BuyerFirst Ask Me Anything. Tonya and I have gotten into many conversations (both on the phone and on social media) about being #BuyerFirst.

Do buyers really wanna talk with sellers?

Janice asked, “The research shows that buyers now have a preference for self-service. Is #buyerfirst giving them what they want?” Love this question. 

When blocking time doesn't work for you

I was talking with one of my coaching clients earlier today. And he said: “You know, I blocked my time to do these things on my calendars. But for whatever reason, it doesn't seem like I actually do those activities in the time that I blocked for”.

Not booking meetings? Try doing better research.

It takes too long for me to personalize my messages myself. How am I supposed to meet my activity levels and book enough meetings if I'm researching every person that I reach out to? 

Great question! I hear this actually a lot from SDRs that I work...