This is what buyers are saying about us as sellers.
Unfair? Of course.
But this reputation didn’t materialize out of thin air.
THERE IS A BETTER WAY.
humans are irreplaceable in B2B selling.
Sales is a human business and we must become much better at selling to humans.
buyers still want and need the assistance of sellers.
What they are rejecting are self-centered, salesy sellers that are solely focused on what the buyer can do for them; sellers that don’t add value and waste their time.
pushy, salesy behaviors are learned, not innate.
They’re behaviors that sellers acquire from sales training and sales leaders. It’s time to stop telling sellers that it’s okay to act this way.
reject negative sales behaviors that don’t serve the best interests of buyers or sellers.
Buyers resist them. Sellers hate doing them. They don’t enable sellers to become the best version of themselves. They don’t help sellers help their buyers.
redefine the job of sellers to align with the goals of buyers.
The job of sellers is not to persuade a prospect to buy their product. The job of a seller is to use connection, curiosity, understanding and generosity to determine what is most important to a buyer and then help them get it.
replace outdated rewards systems that incentivize salesy and limit growth.
Sales-centric, quota-based incentive systems are ineffective relics of a past era. Incentives should be based on how well sellers are helping buyers achieve the outcomes that are most important to them.
It’s time to sell without selling out.
When you start #SellingIn YOU become the reason your buyers decide to buy from your company.
Not your product.
Not your company.
And your moment is now.
SIGN THE MANIFESTO
Join the hundreds of people who have committed to abandon ineffective salesy behaviors and stop Selling Out.