August 18th, 2018 - In today’s sales world, the sellers and buyers play a cat and mouse game. The sellers push online ads, users block them. Sellers place TV ads, viewers skip them. Sellers send marketing emails, receivers move them to junk folders. Sellers make sales phone calls, receivers hang up on them. You get the point. But the important question is WHY? 

Do Buyers Hate Sellers? 

As a former large corporate buyer, I know that in a buyer-seller relationship, the buyer is in full control, yet even today, most corporate sales programs are developed by sellers for sellers, are unimaginative, interruptive, and frankly unwelcome by buyers. 

It is increasingly difficult to secure face to face corporate sales meetings these days. And when you meet your prospect with much difficulty, 9 out of 10 sales calls will be a total waste of time. According to Forrester, anywhere from 66-90% of a customer’s journey is self-directed. Which means mostly the buyers find you the seller! Selling as we know is dying. Are you ready for what is ahead? 

What Do Buyers Want?

Buyers want sellers to stop constantly nagging, harassing, and interrupting them. Instead, they want sellers to focus on delivering “value” even before selling! They want to learn about new innovations, transformations, and business models in their industry and marketplace. They want this knowledge in a non-sales format, 24X7, on-demand, and free. These are not cheap webinars designed to capture email addresses to spam the buyers later, nor are these the typical two minutes sales pitches on sellers’ websites. There is a lot of free “sales” information available on the internet. But what about quality knowledge for free through an independent third-party channel? That is completely missing for the buyers. 

What Do Sellers Want? 

Sellers want to sell more with reduced sales cost to make more revenues and profits! What the seller really needs is increasing the capacity, capability, efficiency, and effectiveness of their sales ecosystem. While many have managed to automate marketing with CRM and other systems, making sales calls, the most important sales function is still a manual activity. This is a major bottleneck. Today’s products and services are complex, requiring qualified technical sales teams. These don’t come cheap nor are they readily available. This leads to a shortage of salespersons, territory coverage, and lowering of quality and consistency of sales pitches - which the buyers, anyway hate as they are sales focused. So, what is the solution? 

The Win-Win Solution:

The only way to achieve what both buyers and sellers want is to ensure that the buyers take the initiative on their own to learn about the seller and contact them — because the buyers want to and not because they are forced to! It is time to embrace permission based microlearning technology and automation and digitize the entire sales pitch process and to deliver it in a way that corporate buyers actually want to actively engage with. We have developed such a program which includes proven methodology, tools, techniques and a technology platform to do this. Together, we will precision target and educate your corporate buyers digitally, on your new business models, innovations, and disruptions happening as a result of your transformative products, platforms, and services, free of charge to the buyers.

Our Proposal to You:

We will help you create awareness, trust, influence, champions, and a community of interest for your target corporate buyers, 24 x 7, at scale, affordably to help you win the hearts and minds of your business buyer ecosystem to win more business through our microlearning program. Join our free Buyer-Centric Marketing microlearning program (below) to learn more. 

Also, if you like what we are doing, please share this page on your social media accounts and invite your business colleagues to join our free program.

Thank you and all the best,