You Don’t Understand Me: 4 Ways to Know Your Buyers
Houston, we have a problem! According to a Forrester report, a whopping 73% of buyers don’t think that salespeople understand their company’s needs.
When you couple that finding with the major paradigm shift sales professionals find themselves in—where their role has evolved from product expert to advisor, who can help clients solve real business challenges, things get sticky.
We’ve all received emails from various sales reps intent on pitching their solution to us. More often than not, they fall flat. The sad part of this problem? It doesn’t have to be this way. It is absolutely possible for sales reps to know their buyers, but it takes initiative and a culture that supports it.
So why are sales messages falling flat? There are many reasons, but here are the top 4 that ConnectWise has identified.