A Talk on the Buyer Side

Adam Freeman - Embracing Buyer Enablement for growth

Adam is the Buyer Enablement Director for The Access Group, a role which combines Pre-Sales, Sales Enablement, Bid Management and their internal Sales Academy. How often do you see business titles including buyer enablement? Not often, because sales is still a very seller centric industry. Thankfully, Adam is working with his team and colleagues to drive more buyer-centric engagements and a better buying experience for their customers. And it's working by contributing towards their aggressive scale and growth plans. Adam talks us through why and how they've made some changes and the importance of a buyer first strategy.

Matt Dixon - Customer Inaction and Indecision, The JOLT Effect

Matt Dixon is a Founding Partner at DCM Insights, if his name rings a bell it’s because Matt co-authored The Challenger Sale and The Challenger Customer. Both books are globally renown and have had a big impact and influence on the sales industry for the past decade. And now for the good news, Matt has got together with Ted McKenna to write a new one - The JOLT Effect. It focuses on one the biggest obstacles that sales teams need to overcome, the dreaded do-nothing customer, the no-decision retain the status quo outcome. They researched over 2.5 million sales calls to uncover the reasons for customer inaction and indecision, and the results are different to conventional thinking. You'll have to be patient as the book isn't out until September, but thankfully Matt shares some tasty snippets that you'll want to hear.

David Brock - Buyers need to be digitally led and sales supported

David Brock is the Founder and CEO of Partners in EXCELLENCE (a global business consulting company), an author, renown expert in complex and enterprise sales, and writer of one of the best sales blogs. In this episode David gives us the heads up on the how tables have turned and that because of the way that companies now decide and buy the interactions must be optimised for a digitally led and sales supported experience. But, there's much more to it than that. David shares his thoughts on what sellers need to do to support online buyer research, including some specialisations  to support your customers buying journey.

Jerich Beason - An exec buyer who engages with salespeople

Jerich is a Chief Information Security Officer in what he calls a 6,000 person start-up, two years ago he was working for a 100,000 employee Fortune 500 company. In his exec decision making roles he chooses to engage with salespeople on a weekly basis. Listen and learn why he does this, what he hopes to get from these conversations and what frustrtes him about some salespeople. The best way to learn how to improve in sales is to understand the buyers we try to sell to. Enjoy.

David Priemer - Sell the way you buy

David [https://www.linkedin.com/in/dpriemer/] is my new favourite Canadian and we hit it off immediately, but you don’t care about a couple of sales geeks having fun chewing the fat, you want to know why you should listen. The simple answer is I read his book ‘Sell the way you buy’ [https://www.amazon.com/Sell-Way-You-Buy-Approach/dp/1989603203/ref=sr_1_1?crid=1SKLRFK4XF7AA&dchild=1&keywords=sell+the+way+you+buy&qid=1594396267&s=books&sprefix=sell+the+way+you+buy%2Caps%2C219&sr=1-1] that came out a few months back, and I loved it. It takes a lot for a book to get that level of praise from me, so fab job David. David is the Founder and Chief Sales Scientist for Cerebral Selling [https://cerebralselling.com/], he’s an expert sales trainer and compelling keynote speaker. So what you say! The world is full of sales trainers. I know, but David’s different. He’s an engineer and scientist turned sales professional and he’s used his background and experience (including nearly 5 years with tech giant Salesforce) to write a sales book with a difference, it puts you in the buyer’s shoes. The science of selling is now as important as the art and the book is about learning how to ask questions, how to listen, how to tell a compelling brand story, and how to talk to customers in a human way that truly connects. This will be 41 minutes of time well spent, and then you’ll go and buy the book.