Overcoming Buyer Overwhelm
April Dunford discusses the challenges faced by buyers in the B to B software market and the lack of support they receive from vendors. She highlights the importance of providing perspectives on the market and helping buyers weigh their options, as research shows that this is what buyers truly want in a sales interaction. The chapter explores the consequences of buyer overwhelm and the high percentage of purchase processes that end in no decision due to the inability to make a confident choice.In this clip
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Lenny's Podcast
A step-by-step guide to crafting a sales pitch that wins | April Dunford (author of Obviously Awesome and Sales Pitch)
Related Questions
What drives purchasing decisions in the episode The Positioning Expert: These Marketing Secrets Will Help You Sell ANYTHING to ANYONE and the clip Overcoming Decision Paralysis of the episode Value in B2B?
What are common pitfalls in B2B presales?
What drives purchasing decisions in the episode The Positioning Expert: These Marketing Secrets Will Help You Sell ANYTHING to ANYONE and the clip Value in B2B?