EP. 243 Truth #6 Customers Trust Partners, Not Reps

Episode notes

In the latest episode of Sales with ASLAN , Tom Stanfill and Tab Norris unpack new research from nearly 500 buyers and 500 sellers. New buyer-seller research shows buyers are less dependent on sales reps for information. Learn why sellers need to become trusted partners, not product representatives. The headline is simple, but uncomfortable: buyers don’t need sellers for information the way they used to. AI, digital research, peer networks, and internal buying committees have changed the role of the rep. But that doesn’t mean sellers matter less. It means the standard for earning trust has gone way up They dive into why ... - Buyers don't want representatives but partners - Unique Insight and custom solutions create movement - Lack of prep loses trust - Business discovery has to replace product pushing Tune in to learn what this research means for you and how you can help shift your team in the direction buyers want.