January 5, 2010
Buyers Aren't Easily Tipped Over These Days
The new game is one of helping a buyer intelligently piece together the right information for the right step of the sales cycle that will give them ammunition to sell up the chain of command - the company that can educate and illuminate valuable outcomes best wins.
I have to admit that thinking a bit about this stirred up my juices and reminded me of the time I wasted with bad sales guys when I was on the buy side and time wasted on bad sales collaterals when I was on the sell side. Today companies must lead their prospects as a cooperative partner who is keen on being the best informed or prepare to be dismissed as a hack…buyers are a whole lot smarter these days and really expect some class and information from sales people not a pitch. Have you produced the right materials for the buyer...for your sales people?
Image Credit: Eric Lafforgue