Shifting from Traditional Selling to Modern Selling: Our 5-Part Series; Plus, Tips for Self-Solutioning and Personalized Content

The sales “game” has changed, and those clinging to traditional methods are falling behind. “Shifting from Traditional Selling to Modern Selling,” our new 5-part series, will take a deep dive into this evolution, revealing the secrets of modern, buyer-centric strategies.?

Selling the Traditional Way

In the past, sales approaches were predominantly product-focused, emphasizing aggressive techniques to close deals, including:

• Sales First: The primary focus was on pushing the product rather than understanding the customer’s needs.
• Product Pitching: Sales conversations revolved around the features and benefits of the product.
• Fixed Mindset: Salespeople often adopted a “one-size-fits-all” mentality, assuming they had all the answers.
• Cold, Interrupting Outreach: Cold calling and hard selling were the tools of the trade, often disrupting potential buyers with unsolicited pitches.

Selling the Modern Way

Modern selling prioritizes the buyer journey leveraging technology and personalized strategies to create meaningful connections, such as:

• Buyer Journey First: Developing sales strategies that begin with understanding your buyers' needs and their journey to getting to your product or service.
• Buyer Personalization: Tailoring every interaction to the specific needs and interests of the buyer.
• Growth Mindset: Focusing on continuous learning and deep industry expertise.
• Intent-Based Outreach: Embracing emerging technologies and data to reach out with relevant and timely messages.

Here’s a sneak peek into what we’ll be diving into:

Post 1: Transforming Sales: From Product Pitching to Buyer Personalization

This post dives into the shift from traditional product pitching to personalized sales conversations. It emphasizes the importance of understanding the buyer journey and tailoring discussions to build trust and strong relationships.

Post 2: Continuous Value Discovery & Recapping Value

We’ll be focusing on deeper and continuous value discovery, and explore the importance of asking the right questions and onboarding new stakeholders to ensure alignment and successful outcomes.

Post 3: Personalized Storytelling

Learn how to craft compelling narratives that place the buyer as the hero, using real-life examples and success studies to demonstrate the value of your product.

Post 4: Next Commitments & Multi-threading

We will look at strategies for confirming next steps and involving multiple stakeholders to ensure commitment and drive the sales process forward.

Post 5: Building a Culture of Continuous Learning

The final post will highlight the importance of fostering a culture of continuous learning and adaptation to stay ahead in the modern sales landscape.

Follow along as we explore the evolution of sales strategies and provide insights into mastering the art of modern selling.

Revenue Leader Story

Self-solutioning Content Drives Marketing Contribution to Sales Revenue with Michael Passanante at Capital Rx

If your marketing team grapples with demonstrated impact on sales opportunities and Closed Won deals or your sales team gets ghosted after call one, consider self-solutioning content. “It’s our goal to speak to each individual on our buying committee in terms understandable and important to them. They all have something different they’re looking for and self-solutioning helps them to see themselves individually in our solution,” explains Michael Passanante, SVP of Marketing & Communications at Capital Rx.

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Featured Articles

Transforming Sales: From Product Pitching to Buyer Personalization

by Kevin Holland?

Forget your pitch. The most successful sales teams personalize in every sales conversation.?

It’s not about what we’re selling—it’s about how we tailor our conversation to understand our buyer’s personal win and connect our products and services to this win through storytelling.?

This shift from product pitching to buyer personalization earns the trust of your prospects, builds strong relationships and ultimately is the key to winning more deals.

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5 Key Practices of the Modern Marketer

by Brent Keltner

The buyer journey has fundamentally changed. And, many buyers feel overwhelmed.

Today’s buyers have access to nearly unlimited information about you and your competitors from websites, peer and product review sites, social media, and email outreach.

It is information overload. Only those B2B vendors that cut through the noise to personalize value really capture any mindshare.??

That’s why top marketing teams have shifted from a “marketing-first” to a “buyer-journey-first” lens on all marketing strategies and activities.?

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Personalization is Key for a Compelling Brand Experience

by Brent Keltner

Your brand isn’t just about your company’s identity anymore. It’s about your buyer’s journey.

Marketers get excited about building brands – and for good reason. Your brand in many ways is your company’s heart and soul.?

But a powerful brand identity alone won’t guarantee success in today’s market. Today’s buyers crave personalization. And, if you’re not personalizing your brand experience in every buyer interaction, any initial engagement will quickly fade.

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Is a Lack of Thought Leadership Holding Your Company Back? Growth Blocker #6 in Scaling from $1M to $10M

by Brent Keltner?

You don’t have a clear thought leader in your organization, but no big deal, right? Think again. ? It may be holding you back.?

The lack of a thought leadership strategy – this is growth blocker #6 that my colleague Eric Rudolf and I identified in our conversation on the 10 most common blockers preventing tech businesses from scaling from $1M to $10M in revenue.??

Thought leadership is not merely about promoting your business or its products; it’s about helping to shape the industry you’re in, as well as leading the conversation within your industry.

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