Lessons from LinkedIn: How to sell with a buyer-first mentality

Sellers often think they are putting their buyer first. However, only 23% of buyers agree. In this episode, Jonathan Lister, VP of Global Sales at LinkedIn, dives into what buyer-first selling really is and why it’s essential today. You’ll learn how to use buyer-first behavior to build strong relationships that drive value across every stage of the buying process. This new mentality will be a win for you and your buyer.

Key Takeaways:

05:49 - Gong's Celebrate Together is Almost Here

14:41 - How the increase in job postings on LinkedIn has affected Jonathan's business

25:08 - Solving the trust gap between buyers and sellers

26:16 - Data Breakout: Adapting how you sell to the way buyers want to be sold to

27:49 - Examples of what buyers may consider deal killers

32:20 - How to use data to measure how you're putting buyers first

36:44 - Pieces of data that Jonathan leverages which might surprise sales leaders

39:20 - Sales is value

40:47 - Micro action: How can you put your buyers first

Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/

Connect with Devin Reed: https://www.linkedin.com/in/devinreed/

Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/

Connect with Jonathan Lister: https://www.linkedin.com/in/jonathanlister/