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.
Being remote, the pandemic: In all honesty, I took for granted, how big of a shift this was going to be for people because I've been working remotely and virtually for over a decade. It's second nature to me. So I had to kind of go back to those...
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....
Do you get nervous when you have to talk to your boss or anyone who has authority over you?I mean, most of us do right at least a little bit, but can you guess what's even more nerve-wracking than that? Having your boss talk to someone you introduce...
