Publisher's Synopsis
Today's buyers are inundated with sales pitches coming at them from websites, peer reviews, social media, and email blasts. Is it any wonder they're overloaded, overwhelmed, and tuned out? The fact is, product-centred pitching simply doesn't cut it anymore. Buyers don't want to hear about your product's features - they want to hear about how it can solve their problems or help them reach their goals. In this book Brent Keltner introduces a proven, go-to-market framework to increase personalisation and authenticity across every step of the buyer journey - from initial buyer engagement and prospecting, to closing new deals and expanding customer relationships, to growing target market segments.
