Refining the Outside Seller Experience

A talk by Andrew Ng. Selling is an ever changing art. Back in 2000, the usual way for buyers to engage in a buying process was to engage 2-3 competing sellers, discover, quote, objection handle and close.

We transitioned through the internet age and now the internet takes care of the “Discovery” and possibly the quote stage. In fact, CEB suggested that B2B buyers are 57% through the purchase process before reaching out to sales. But that’s old news - now, B2B buyers are transitioning into a different model and we still don’t really know how that looks like. But this is for sure; our outside sellers are still in denial and they believe that the old way of doing sales is going to come back. People are hesitant to engage in technology and 42% of the leaders admit that they need to change their mindset. How? Feed them with a firehose?

How can you be more consultative and bring data fast to your sellers so they can help grow the business?