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CROs: Understanding Buyer’s Dysfunction
Manage episode 435842866 series 3526193
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💡 Mike Slater, CMO and Executive Board Member at Serrala, offers an in-depth analysis of buyer dysfunction and sales process management. He also provides a thorough examination of how sales professionals can effectively navigate the complexities of today’s buying environments, offering valuable insights and practical guidance. 💡
"The salesperson should act as a trusted advisor and a coach that can guide the customer through the process. This approach differentiates you from a typical vendor by showcasing your expertise and proactive support, rather than just being reactive." -Mike Slater
Mike Slater's insights reveal how sales professionals often overlook the difficulties buyers face with intricate purchasing processes, particularly for software solutions. He also advices salespeople to position themselves as trusted advisors, guiding clients through the decision-making process. This approach not only strengthens client relationships but also enhances the likelihood of closing deals.
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