The Revenue Formula Sellers don't sell
Feb 4, 2025
Explore why sellers aren't just selling anymore as they navigate the shifting dynamics of today's market. Discover how the knowledge gap has reversed, making buyers more informed than ever. The role of sellers is evolving, especially in an AI-driven world, where customer feedback plays a crucial part. Learn about the importance of guiding clients through complex decisions and addressing their indecision. It's a brave new world where traditional selling techniques can't keep up, and adaptability is the name of the game.
AI Snips
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Transcript
Episode notes
Child's Play
- Tony Holbein's son played soccer with no understanding of the rules, even scoring an own goal.
- He just wanted to get the ball, demonstrating a simple, primal motivation.
Sellers Don't Sell
- Sellers don't just sell anymore; the role has evolved due to changing buyer dynamics.
- Buyers now have more knowledge and control over the sales process.
Shifting Power Dynamics
- The traditional sales process involved limited buyer information and control, with sellers holding demos 'hostage'.
- Now, buyers have more access to information, impacting sellers' power.