Ed Calnan
Chief Revenue Officer, Seismic
How sales organizations can put buyers first
A buyer-first approach has been gaining traction since the Internet put more information in the hands of buyers.
State of Sales Spotlight - Trend #2
“The selling process has changed to the buying process, is the best way I can put it.”
Sellers fall short
Most people involved in the buying and selling process say that putting the buyer first is the right thing to do. But buyers think sellers fall short according to LinkedIn’s Fifth annual State of Sales report, global edition.
of sellers say they “always” put the buyer first.
But, only 24% of buyers agree.
Embrace the Buyer First philosophy
At LinkedIn, we define the Buyer First approach to selling with these five principles.
Learn, then define
Active listening is a critical foundation for the buyer-seller relationship.
Share readily
Buyer-first selling is about transparency and always empowering buyers with information.
Solve, don’t sell
A buyer-first seller measures success in problems solved, as well as products sold.
Deliver value
It’s critical to see the relationship through, long after a deal is signed.
Earn trust
A buyer-first seller develops long-term trusted relationships by always acting in the buyer’s best interest.
Percentage of buyers and sellers surveyed who say the following seller behaviors are “important” or “very important.”
Dive deeper into the stats that are shaping the future of sales.
Why the Buyer First disconnect exists
Why aren’t sellers delivering on buyer expectations even though they see the value? The reason may lie in their sales organization’s failure to always practice Buyer First behaviors.
“What buyer first means is that the entirety of the sales organization is focused on delivering value to the customer. Sales’ job is to take interest and turn it into results. That is the job of the sales function. It is to say, ‘Hey, if you have a problem, you know, your shirt is dirty. Give it to me, I’ll wash it for you and return a clean shirt to you.’ That’s the job of sales. It’s a service-based department. We serve our clients. That’s what it means to be buyer first.”
Sahil Mansuri
CEO, Bravado
Overcome these 6 barriers to Buyer First
Adopting a Buyer First approach takes more than lip service and awareness that being Buyer First is the right thing to do. It requires a genuine change in mindset and action — at the sales organization level.
Namely, it requires sales organizations to overcome these roadblocks.
Ready to dive into the report to explore how LinkedIn can help you ahead with these industry trends?
Discover the other trends that are shaping the future of sales
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Trend #1
Sales Technology is key to building trust and closing deals
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Trend #3
Overcome 6 sales behaviours blocking deals
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Trend #4
Virtual selling is good for sellers and even better for buyers
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Trend #5
Data is more crucial than ever for sales organizations
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