CRO Fireside Chat: The Future of Selling in the Digital Era.
Hear from Marcus Jewell, CSO, and CRO at Juniper Networks speak to the significance of value-selling.
Watch On-Demand
Watch the Recording Here: Relationship Sellers Will Fail. Value Sellers are the Future.
Relationship selling is dead. Now, salespeople must provide value, pure and simple. This value comes in the form of data.
Sellers must demonstrate the benefits that will be delivered, the improvements gained, and the positive results provided by a decision to purchase.
As Marcus Jewell says, “What buyers are looking for today is an outcome. They are interested in how you can help their business on THEIR terms. Achieving that requires meticulous, personalized research and an ability to analyze data.”
Now that information is widely available; sellers are no longer a trusted source of advice. More and more often, buyers research and make decisions without any involvement from salespeople.
So if relationship selling will no longer work, what will? No longer can salespeople succeed just by making their buyers feel good; they need to build trust based on credibility, not likeability, and have a strong, well-informed case of action.
