The B2B Revenue Executive Experience

Episode 229: Don’t Be the Seller Who Scares Away Buyers w/ Kerry Cunningham

Nov 2, 2021

29:50

You try shopping out in the real world again for the first time since before the pandemic made the whole world play a game of The Outside Is Lava. You’re about to head into a store to finally treat yourself to that fancy air fryer that your friends’ and family’s screams assure you you can’t live without. Then, you see the salesman at the door salivating and rubbing his hands together like some cartoon villain, so you leave. You’ve just experienced buyer resistance. How can you make sure that your reps aren’t the salesmen in the doorway, chasing off your buyers?

Today I’m speaking with Kerry Cunningham, Senior Principal, Product Marketing at 6sense, who says the key to overcoming buyer resistance is understanding buyer behavior — and he shares a ton of behavioral insights in this episode.

Kerry covers:

Why the buyer is more in control than ever (and can smell BS a mile away)
How to find the right buyer at the right time
The trouble with traditional website metrics for analyzing buyer behavior

Check out the full list of episodes: The B2B Revenue Executive Experience.

The B2B Revenue Executive Experience is handcrafted by our friends over at: fame.so

Previous guests include: Eric Shaver, Managing Partner at Kensei Partners, Harry Spaight, Founder of the Selling with Dignity, Jeroen Corthout, Co-Founder at Salesfare

Check out our three most downloaded episodes:

Ready to Join the Conversation? Click fame.so/vsa-guest to apply. Tell us about your expertise, experience, and why you’d make an exceptional guest on the B2B Revenue Executive Experience podcast. We can’t wait to explore the insights and strategies that make you a leader in the revenue space.