Today’s buyers are more informed than ever. With the internet and social media, buyers are better equipped to conduct their own research. In fact, according to some estimates, buyers do not reach out and engage with sales professionals until as much as 60 percent of the sales process has elapsed. This places salespeople at a disadvantage. In this episode of the Sales High Five Show, Janek Managing Partner Justin Zappulla discusses five actionable tips for how to sell to today’s informed buyers. These include leveraging social proof, sharing thought leadership, clearly communicating value and ROI, being an expert in the customer’s industry, and understanding the buying process. Be sure to check it out for important insights from one of today’s top sales leaders.
The Sales High Five Show airs live on the Sales Experts Channel the second Thursday of each month, and all episodes are available on demand.