Sales Intelligence Weekly Primary Intelligence

Episode 68: Using Customer Feedback to Develop your Messaging Strategy

Authenticity is key when selling. As a seller, it’s your job to build trust and communicate effectively with your buyers. 

But what does it mean for someone to be perceived as authentic? Authenticity can be affected by the way we speak, the way we dress, and our sales presentations. 

In this episode, we explore the latest research on how buyers perceive sellers’ authenticity in virtual contexts, specifically when it comes to language. Tune in to find out how your language impacts your buyer's perception.

Sales enablement is a crucial function for any B2B organization, but on today’s show, we’re going to talk about something a little uncomfortable: The elephant in the room.  

The reality is, many people who work in sales enablement have never experienced front-line, quota-carrying selling!  

If you want to eliminate disconnect and align your enablement strategy to make more impact for your reps, you must first understand their world. We’ve heard the frustrations from sales enablement teams: “My reps don’t use the enablement I provide them!”. But we also hear the frustrations from sellers: “How can enablement tell me what to do when they’ve never even sold a deal?”. These are difficult waters to navigate.  

So today, we’re going to address this massive elephant that might be hanging out on your sales floor.  

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In B2B selling, your buyer’s mind will wander during your presentation. Ideally, they will not wander so far that they forget they’re attending your Zoom call. 

While mind-wandering can have a positive impact on leisure or creative activities, it has negative consequences in communication because it is linked to less comprehension and more reliance on automatic behaviors. This means that changing your buyer’s status quo is harder. 

On today’s show, we’re going to explore the latest research on what to do (and what not to do) when the person's brain, you’re trying to sell to, takes a break. 

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The use of artificial intelligence in sales is revolutionizing the way businesses approach customer engagement, lead generation, and sales forecasting. This revolution brings with it a lot of questions, and even worry from reps and leaders on what this means for the future. In an ever-changing sales landscape, it’s important to understand how AI can impact your sales motions. On today’s show, we’re going to explore how AI has transformed B2B selling so far. We’ll dive into how your sellers can leverage AI to increase win rates. And, we’ll look into the future to see how AI might continue to transform B2B selling.

In this global economy, conducting business across borders is inescapable, especially with the convenience of virtual platforms. 

But do people from different cultures process information differently? When presenting to a culturally diverse audience, do you need to simplify complexity, or include additional details? 

As sellers, we must understand how our buyers process our presentations and other assets we share with them during the buyer’s journey.