Any time you make assumptions about a buyer, ask yourself if that assumption is true about you and the way you buy. If you were your buyer, how would you want a salesperson to approach you? Would you want a spam email in your LinkedIn inbox? Would you find that less offensive than a phone call?
If you were challenged to create better business results at your own company, would you want the person who could help you to wait for you to find them? If you were buying a serious, large, complex set of outcomes, would you do a ton of research before you ever engaged with a salesperson?
If you were working hard to move your business forward, would you want a salesperson to spend her first meeting with you trying to establish some common ground on which to build a relationship? Or would the value of your relationship depend entirely on her ability to create value for you?
Complete your profile to continue reading and get FREE access to BenefitsPRO, part of your ALM digital membership.
Your access to unlimited BenefitsPRO content isn’t changing.
Once you are an ALM digital member, you’ll receive:
- Breaking benefits news and analysis, on-site and via our newsletters and custom alerts
- Educational webcasts, white papers, and ebooks from industry thought leaders
- Critical converage of the property casualty insurance and financial advisory markets on our other ALM sites, PropertyCasualty360 and ThinkAdvisor
Already have an account? Sign In Now
© 2024 ALM Global, LLC, All Rights Reserved. Request academic re-use from www.copyright.com. All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.
