{"id":2034,"date":"2019-02-14T13:22:38","date_gmt":"2019-02-14T07:52:38","guid":{"rendered":"https:\/\/pitch.link\/blog\/?p=2034"},"modified":"2019-06-03T13:27:16","modified_gmt":"2019-06-03T07:57:16","slug":"what-sellers-think","status":"publish","type":"post","link":"https:\/\/pitch.link\/blog\/what-sellers-think\/","title":{"rendered":"What sellers think?"},"content":{"rendered":"\n<p class=\"has-drop-cap\">In the Microsoft paper on \u2018The Open Secrets of Buyer Seller Alignment\u2019 the chapter on buyers journey opens with the above comparison : <\/p>\n\n\n\n<!--more-->\n\n\n\n<p>Sellers think that Buyers Want : <\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>to get most info from sales reps <\/li><li>reps to reach out to them <\/li><li>personal relationships  Actually Buyers <\/li><li>want information online <\/li><li>want to reach out to sales reps <\/li><li>prefer not to be contacted by phone. <\/li><\/ul>\n\n\n\n<div class=\"wp-block-image\"><figure class=\"aligncenter\"><img loading=\"lazy\" decoding=\"async\" width=\"810\" height=\"540\" src=\"https:\/\/i0.wp.com\/cdn.pitch.link\/blog\/wp-content\/uploads\/2019\/06\/03132332\/0-1-1-1024x683.jpg?resize=810%2C540&#038;ssl=1\" alt=\"What sellers think?\" class=\"wp-image-2036\" srcset=\"https:\/\/cdn.pitch.link\/blog\/wp-content\/uploads\/2019\/06\/03132332\/0-1-1.jpg 1024w, https:\/\/cdn.pitch.link\/blog\/wp-content\/uploads\/2019\/06\/03132332\/0-1-1.jpg 300w, https:\/\/cdn.pitch.link\/blog\/wp-content\/uploads\/2019\/06\/03132332\/0-1-1.jpg 768w, https:\/\/cdn.pitch.link\/blog\/wp-content\/uploads\/2019\/06\/03132332\/0-1-1.jpg 1620w, https:\/\/cdn.pitch.link\/blog\/wp-content\/uploads\/2019\/06\/03132332\/0-1-1.jpg 2430w\" sizes=\"(max-width: 810px) 100vw, 810px\" data-recalc-dims=\"1\" \/><\/figure><\/div>\n\n\n\n<p>An in-depth study of B2B Buyers by Steve W.Martin outlines two primary reasons customers dislike meeting sales people : <\/p>\n\n\n\n<p>1. Sellers have their own agenda and pressure buyers to help them achieve it (44%) <\/p>\n\n\n\n<p>2. Sellers only care about themselves and making the sale (25%) <\/p>\n\n\n\n<p>In &#8216;What Sales should know about Modern B2B buyers&#8217; report form Gartner points out that \u2018customer improvement\u2019 tend to be more effective at driving both retention and growth. Account managers should : <\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>Provide customer with unique perspectives <\/li><li>Offer customers vision of improvement for their business <\/li><li>Explain potential ROI of taking action on an improvement opportunity. <\/li><\/ul>\n\n\n\n<p>B2B Buyer Research Reveals Key Mistakes Salespeople Make\u00a0 <a rel=\"noreferrer noopener\" target=\"_blank\" href=\"https:\/\/stevewmartin.com\/buyers-report-whats-wrong-with-salespeople\/\">https:\/\/stevewmartin.com\/buyers-report-whats-wrong-with-salespeople\/<\/a> <\/p>\n\n\n\n<p>What Sales Should Know About Modern B2B Buyers <a rel=\"noreferrer noopener\" target=\"_blank\" href=\"https:\/\/www.gartner.com\/smarterwithgartner\/what-sales-should-know-about-modern-b2b-buyers\/\">https:\/\/www.gartner.com\/smarterwithgartner\/what-sales-should-know-about-modern-b2b-buyers\/<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>In the Microsoft paper on \u2018The Open Secrets of Buyer Seller Alignment\u2019 the chapter on buyers journey opens with the above comparison :<\/p>\n<\/p><div class=\"more-link\"><a href=\"https:\/\/pitch.link\/blog\/what-sellers-think\/\" class=\"btn btn-small btn--dark btn-hover-shadow\"><span class=\"text\">Continue Reading<\/span><i class=\"seoicon-right-arrow\"><\/i><\/a><\/div>","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"om_disable_all_campaigns":false,"inline_featured_image":false,"ub_ctt_via":"","_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[69,74],"tags":[70,77,100],"class_list":["post-2034","post","type-post","status-publish","format-standard","hentry","category-what-i-learnt-today","category-sales","tag-alwayslearning","tag-sales","tag-buyer"],"aioseo_notices":[],"featured_image_src":null,"author_info":{"display_name":"Subhanjan Sarkar","author_link":"https:\/\/pitch.link\/blog\/author\/subhanjan\/"},"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/paX7jg-wO","_links":{"self":[{"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/posts\/2034"}],"collection":[{"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/comments?post=2034"}],"version-history":[{"count":0,"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/posts\/2034\/revisions"}],"wp:attachment":[{"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/media?parent=2034"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/categories?post=2034"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/tags?post=2034"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}