I've just interviewed, Antonia Wade, for my podcast, she has just written a book called "transforming the B2B buyer journey". 

You can watch the 20 minute interview on my Youtube channel here.

Buyers debt of obligation to the salesperson

In the interview she talked about the "debt of obligation" we have as buyers to salespeople.

As a buyer, as soon as you talk to a salesperson, we become a line in a CRM and the salesperson, calls us and emails us.  And we know we are being "qualified" etc, etc.

My partner and I recently purchased a vacation and when we spoke to the sales person, we outlined all the things that we though the salesperson would want to know and that salesperson's boss would want to know, so they would qualify us in.

If I explain that buying process in more detail, we had already researched what we wanted and qualified a short list of companies. 

As buyers we all avoid talking to salespeople, that's why the internet is so wonderful we can do our research in stealth mode. 

As sellers, we have to understand a business will do this to us and understand what strategies and tactic we need to deploy. So we are asked in by companies for our point of view, to present maybe to the Board, but more importantly you get into the deal early. 

That's why business deploy social selling strategies so they can create conversations, leads, meetings and close deals all by using social media. 

Want to know more about social selling, check out my new book

"social selling techniques to influence buyers and changemakers - 2nd edition".

In this brand new edition, I have updated all the text, I have also got 15 practitioners, so people who are doing this already to explain how they are get (practical) business benefit. From the CEO that has been running a digital business for over 18 months to sales leaders who use social selling every day.  

Articles on how these business have and are implementing digital, from Mercer, Telstra Purple, Ring Central, Cyberhawk, Namos, Ericsson, Crux Consulting, DLA Ignite and more.

What does Mark Schaefer, Marketing guru think of the book "social selling - techniques to influence buyers and changemakers - 2nd edition"? watch the video here

It's available on Amazon worldwide.  Link to Amazon.com here and Amazon.co.uk here.