Colleen’s Blog

I want to highlight three important questions that buyers are asking themselves right now. Knowing how to deal with these three questions will help you attract and retain more customers.

Building trust with clients should be at the forefront of every organization's thinking and planning.

As you may know, I like to keep up on the state of the current buyer: what's going through their minds, how are they behaving, and how are they rewarding or not rewarding sellers like us?

In earlier times—let’s call it 2018—it was common for sellers to be exclusively in control of their sales pipeline. They built it and moved prospects through it based only on inputs that mattered to their organization. However, just because those seller-focused pipelines were popular didn’t mean they were effective!

Your customer today is in a tough spot when making decisions. If you’re a seller trying to convert new prospects into buyers, you’re feeling the effect.

Recently, Gartner shared intriguing research to a group of us sales experts. Their research, in particular, reveals that when it comes to highly complex solutions and products in the B2B buying world—we're talking six-figure purchases or more—33 percent of buyers say they prefer to engage in a seller-less transaction.

I want you to throw out the concept of an ideal buyer. They just don't exist anymore.

Time-based branding makes it as easy as possible for your customer to find you and buy from you. Get this right and you will unlock new growth in even the most competitive of marketplaces.

Every time your customer makes a buying decision, they deal with risk. They ask: “What if I make a mistake? What if things don’t work out? Can I be sure I’m making a good choice? What’s the cost of failure?”

We're finding that buyers are limiting contact with sellers to manage their time. In fact, Jill Konrath put it best when she said, "buyers are busy and long-term planning is sometimes only a few weeks."