Inspired by a McKinsey perspective, this article connects global trade shifts to modern buying behavior—and explains what sales leaders must change if they want their teams to stay relevant.
Modern buyers don’t need more meetings.They need better conversations.If I were a buyer, here’s who I would politely decline meetings with salespeople who… 1. Come half-prepared to meetingsBecause preparation means you respect my time.If you haven’t invested time to understand …
Jason walked into our coaching session with that familiar look. Not frustration.Not panic.More… confusion. “The meeting was fine,” he said.“Discovery went well.” Jason is not a beginner.He’s a seasoned key account manager.Trusted by customers.Quick to build rapport.The kind of salesperson …
The Big Misconception: Buyers Want a Smooth Sales Pitch For decades, sales success meant polished pitches and perfect closes.But here’s the hard truth: modern buyers don’t need your pitch.They already have data, peer reviews, and market insights.What they lack isn’t …
Using traditional selling skills, salespeople often asked their customers: If you had a magic wand, what would you change? We know now that Buyers are not keen to answer this question anymore. They expect salespeople to think with them about …
When I was selling as a Field Sales rep, life was easy. Traffic jams were rare (yes, that does exist). Appointments were relatively easy to get. Prospects were curious about what you had to sell. Without exaggerating, they welcomed you …
Often misunderstood, modern selling is not a straightforward, closing-deals-in-one-meeting thing. Selling with the Buyer’s Perspective requires you to create value for multiple levels of an organization; hence, this needs a well-thought-through plan. Despite having the right intentions, some salespeople struggle …
In his book Jolt, Matt Dixon wrote that 40-60% of opportunities salespeople pursue go dark, meaning they are waiting endlessly for a buyer’s decision. It’s not that these buyers cannot decide on the details or price of your proposal or …