Remember, Buyers are People Too

This may sound simplistic, but too often we think of buyers as prospects, leads, champions, future customers instead of thinking about them as people. People like you and me. It’s sometimes as if we think they are just playing a role in the theatrical play called “My...
The Power of Buyer Empathy in B2B Sales

The Power of Buyer Empathy in B2B Sales

In Celeste Headlee’s now famous TED talk “10 Ways to Have a Better Conversation” she says, “Most of us don’t listen with the intent to understand. We listen with the intent to reply.” Doesn’t this epitomize an ineffective salesperson or sales engineer? How many demos...
But What About the Buyer?

But What About the Buyer?

Most sales-related mentoring focuses on improving the performance of the seller. The other half of the sales equation, however, is the buyer, and there’s nowhere near as much guidance about engaging that half of the equation. “Today’s B2B buying...
3 Things B2B Sales Can Learn from Relationship Marketing

3 Things B2B Sales Can Learn from Relationship Marketing

While the job of a B2B sales rep is focused on closing a deal, taking a prospect to becoming a customer, it’s good to keep relationships ongoing even after they reach customer status. Like a good relationship marketer, just pinging clients every now and then is...