1135: Creating the Human Touch in Tech Sales, with Maria Bross
Sales Strategy & Enablement by Revenue.io
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How to Motivate a Buyer to Progress
The tension piece again is, Marie, I do so well with all of these clients out there with the performance consulting and things like that. And when you look at those three buckets, which one do you think would be the highest impact? Distortion confidence. The other two don't even register statistically in change and buyer behavior. So they showed intent and they're motivated. Or remember, we're talking for the context of a seller here. What's a seller is engaged? Or is it the seller that drives decision confidence with the buyer? You are exactly right. When you were building the wrong aspects of your pipeline, you're absolutely setting your company up for a race to the bottom of
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