Adapt How You Sell With How Buyers Want to Buy with Maria Boulden

Episode notes

This episode of the Revenue Harvest Podcast with Nigel Green features Maria Boulden, Vice President and Executive Partner at Gartner. A majority of people now want a digital and seller-free experience during their buying process. This does not mean that sellers are obsolete, rather it indicates that sellers must adapt and meet buyers where they are to sell successfully. This could mean providing information to buyers and knowing the points when buyers would actually prefer to engage a human. Maria emphasizes buyers' behavior of researching on their own to reach a decision and leading them to a decision rather than selling to them. HIGHLIGHTS A trend of preferring no engagement with sellers in a buying process Know how your targets want to buy Forecasting with machine learning and using verifiers Offer freemium and demos that don’t involve phone calls QUOTES 06:46 Maria : "The primary trend I would point to is well before the pandemic, we saw massive increases in online learning. Well before the pandemic, we saw a growing preference for a rep-free sale.

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