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...
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...
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.
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.
Doug asked, "Can you elaborate more on improving the inbound marketing experience to make it easier for buyers to purchase –social proof"? Love this question, Doug. So, Inbound is an interesting sort of dynamic that happened over a decade ago.
How do I meet the activity levels that my manager is demanding and not turn my buyers off with spam? It is a question that comes up for me every week with sellers. And it's also a question that managers are struggling with as well, the competing...
I've heard from a lot of people and from some of those that I coach is that this fear that if they do this buyer first approach and their buyer is wrong about how they're seeing their problem or categorizing the solution:
So it's interesting that many people talk about: “it's either, or”. As if life was black and white and that we make decisions based completely on one or the other.
