Six Steps to Boost Sales with Buyer-Centricity

Buyer-Centric Sales: A Winning Approach

A buyer-centric sales approach focuses on understanding and addressing customer needs to achieve better outcomes. Many companies claim to adopt this approach, but it isn’t always reflected in their sales processes and training methods. To develop a more buyer-centric sales methodology, organizations should consider these six strategies:

1. Establish a common enterprise language: This helps create a customer-focused culture and enhances engagement, understanding, and loyalty. A common language facilitates your ability to engage with customers to better understand their needs, improve the customer experience (CX), and drive customer loyalty.
2. Create feedback loops: Engaging in dialogues with clients helps identify problems and additional needs. Revenue teams need to harness feedback to forge a dialogue with prospects and clients and help identify problems and additional needs.
3. Address contextual challenges: Integrate sales technology into workflows and enhance buyer-centric behaviors while offering continuous skill development for salespeople. Sales organizations often struggle with underlying issues related to sales tech and sales skills. The right tech can greatly impact seller behavior, but its impact depends on how it is integrated into their workflow and used to support and enhance buyer-centric behaviors.
4. Measure and reward buyer-centric behaviors: Encourage and reward customer-focused actions to foster growth in customer relationships. By encouraging and rewarding customer-centric behavior, sales organizations can ensure that their sales teams remain focused on the tasks that meet the needs of their customers. This also lets customer-facing roles uncover additional needs and grow the relationship.
5. Leverage data and analytics: Use metrics like customer satisfaction, lead conversion rates, and customer lifetime value to make data-driven decisions. Tracking these metrics means sales organizations can adjust their sales approach to better meet the needs of buyers.
6. Provide ongoing sales training and support: Lasting behavioral change requires consistent training, while technology can streamline processes and help monitor buyer-centric behaviors. Training is often the crucial component in creating lasting behavioral change. Once you’ve successfully identified and developed the right sales behaviors, support can come through technology. This enables sales managers to streamline processes and focus on monitoring and cultivating buyer-centric behaviors.

Working with prospects to uncover ideas for ideal solutions and mapping solutions to their vision is vital. Ensuring salespeople have industry expertise and/or experience can help create a tangible selling behavior. Our study revealed that 61% of sales leaders believe that even though a buyer-centric approach takes longer, it makes sense to use it because it is more effective. Meanwhile, 59% of sales reps said that it makes sense to choose a buyer-centric approach instead of any other, even if it requires more effort. In today’s competitive landscape, the buyer-centric approach can be a crucial competitive advantage to any company’s sales processes.

The GLOBAL Sales Tech Festival will assemble the largest gathering of sales leaders to share the experiences and challenges that arise when driving successful interactions across the customer journey. We are the 1st hybrid and bilingual GLOBAL Sales Tech Festival in Spain.

-Newest sales tech to grow your business
-Latest sales strategies
-Amazing jobs opportunities
-Boost your network

The event to meet the sales tech community. A platform empowering integration and growth.

The GLOBAL Sales Tech Festival will assemble the largest gathering of sales leaders to share the experiences and challenges that arise when driving successful interactions across the customer journey. We are the 1st hybrid and bilingual GLOBAL Sales Tech Festival in Spain.

-Newest sales tech to grow your business
-Latest sales strategies
-Amazing jobs opportunities
-Boost your network

The event to meet the sales tech community. A platform empowering integration and growth.

GLOBAL Sales Tech Festival

Club GLOBALS proudly announces the GLOBAL Sales Tech Festival, a conference that will take place in Barcelona on 2 March 2023 for sales leaders to gain irreplaceable knowledge, discover the latest trends and have the opportunity to build a solid network.

The GSTF will be the first bilingual sales event to be held in Spain and will give attendees from across the world a chance to share the experiences and challenges that arise when driving successful interactions across the customer journey.

Join us on November 17, 2022 for the Kick- off event will take place in Aticco MED  starting at 5 PM, where you’ll be able to enjoy masterclasses and network with an amazing view of the sea, drinks and empanadas!

Get your tickets at GSTFestival.com

GLOBAL Sales Tech Festival

Club GLOBALS proudly announces the GLOBAL Sales Tech Festival, a conference that will take place in Barcelona on 2 March 2023 for sales leaders to gain irreplaceable knowledge, discover the latest trends and have the opportunity to build a solid network.

The GSTF will be the first bilingual sales event to be held in Spain and will give attendees from across the world a chance to share the experiences and challenges that arise when driving successful interactions across the customer journey.

Club GLOBALS has been organizing networking events around the world for over 10 years, having done so in cities such as Dubai, San Francisco, New York, Berlin, and of course, Barcelona and throughout the years has built an international online sales community with over 44.000 active members.

Please join us on 27 October 2022 for the media event that will take place in the Argentinian Consulate at 11 am, where we’ll be sharing more details on whats to come.

Club GLOBALS se enorgullece de anunciar el GLOBAL Sales Tech Festival, una conferencia que tendrá lugar en Barcelona el 2 de marzo de 2023 para que líderes de ventas adquieran conocimientos insustituibles, descubran las últimas tendencias y tengan la oportunidad de construir una sólida red de contactos.

El GSTF será el primer evento de ventas bilingüe de España y ofrecerá a los asistentes de todo el mundo la oportunidad de compartir las experiencias y los retos que surgen a la hora de impulsar interacciones exitosas a lo largo del customer journey. 

Club GLOBALS lleva más de 10 años organizando exitosos eventos de networking en todo el mundo, en ciudades como Dubai, San Francisco, Nueva York, Berlín y, por supuesto, Barcelona y a lo largo de estos años a construido una comunidad online de ventas con más de 44.000 miembros activos.

Acompáñenos este 27 de octubre a las 11 AM en el Consulado de Argentina donde realizaremos una presentación del festival y compartiremos más detalles.

Agenda:

• 11:15 AM Bienvenida Cónsul General y directora del Centro de Promoción, Embajadora Rossana Surballe 
• 11:30 AM Presentación de Barcelona – Xavier Mayo, Consejero Económico del Ayuntamiento de Barcelona
• 11:45 AM Presentaciones de programas promoción económica por parte de cónsules/cámaras
• Presentación del HUB Tecnológico – Carolina Bustos, Cónsul General Adjunto en Consulado Argentino en Barcelona
• Presentación ACCIO –  Joan Comas – Head of Business R&D
• Presentación Consulado de México en Barcelona – Cónsul General Claudia Pavlovich
• 12:00 PM Presentación del “GLOBAL Sales Tech Festival” – Mario Paladini, Founder & CEO Club GLOBALS
• 12:15 PM Q&A
• 12:30 PM Recepción y networking con empanadas y vino.

Perfil de Invitados Exclusivo: Cónsules, Medios, CXOs y Directores

Networking Reinvented: GLOBALS Event @Sky Lounge & Live RECAP

This past Thursday marked a night of innovation and inspiration as entrepreneurs from around the globe gathered virtually to discuss an exciting concept: Networking Reinvented. The opening event of the hybrid GLOBALS events series did not disappoint as experts in their respective fields launched into discussions centering around the changing landscape of networking and the trends of modern selling. Playing host and chair to the heated discussions was our very own founder and CEO, Mario Paladini, with moderator Louisa Madders giving warm welcomes to all those attending.

WEBSITE LAUNCH

As if there wasn’t already enough excitement leading up to the conference, our founder, Mario Paladini, decided to unveil the launching of his brand-new website: mariopaladini.com. In doing so, he exemplified and foreshadowed an extremely relevant practicality on the notion of Networking Reinvented, shifting his very own networking methods to a business boot service. 

The website launch and introduction worked to set the tone and to open the door into engaging discussions as the first panel of the night began.

THE FIRST PANEL: NETWORKING

Who better to kick off the first panel centering around Networking Reinvented than Niko Woischnik (Founder, Tech Open Air) and Octavio Pitaluga (Chief Networking Officer, TaqTaq/TEN Clube) joining virtually from the U.S. and Brazil respectively. In house, at the Club GLOBALS Skylounge, were Cem Ergün-Müller (Head of Digital Open Space/Founder, Startupnight), Michael Chaffe (VP, Wolves Summit) and of course, Mario Paladini. Together, the varying ranges of expertise provoked meaningful, stimulating discussion that outlined the prospective new shape that Networking could form. 

It is without question that having an internet presence and the role of technology in networking has been a significant aspect of networking for a long time now. However, the ensuing of the COVID-19 pandemic has only propelled what was already a shift towards a techno-centered approach in the field. This left conference members to discuss the ever-fading role of in-person communication when faced with the pandemic, analyze its role as we move forward, and in essence, evaluate the hybrid-method that they themselves took part in during the evening.

When asked about the hybrid version of Networking, both Chaffe and Ergün-Müller mentioned the two-sided nature of each method. Chaffe acknowledged the importance of “the digital aspects of value creation” while also seeing “small personal gatherings” as integral to the process. Agreeing with his counterpart on the wide range of advantages and disadvantages between the two methods, Ergün-Müller concluded with what he believed as the critical foundation of networking regardless of platform: “(the willingness) to leave your comfort zone and try things out”. 

Our own founder was passionate in highlighting technology as a tool to “fast-forward relationships” with Woischnik supporting this notion as he recognized the usefulness of the internet in combating what would have been even more drastic consequences during the pandemic if not for the internet. 

Despite the conversation taking various, insightful turns, the speakers seemed to find common ground in highlighting the core of a hybrid format of networking:

 1). Technology as a powerful and efficient tool 2). The necessity to maintain a personal facet of connecting.

THE SECOND PANEL: MODERN SELLING

As the conversation shifted towards its second leg of Modern Selling, we welcomed with it a new panel joining us globally. Comprising this panel was Ramzi Musa (Head of GB Digital Demand SAP) and Olimpia Hordynski (Founder/CEO, Women in Sales Network) and Mario Paladini. 

The interconnectedness of the topics of the first and second panel was immediately highlighted by Musa as she remarked that ”even online, people buy from people and therefore the networking aspect is very important”. She then went on to expertly highlight the distinction between what is usually believed to be synonymous terms in Sales and Business Development.

Insightfully, she acknowledges sales as a short-term reaching consequence, whereas the latter is more of a long-term effect. By doing so, Musa sparks the connection between networking and the longevity of a company’s success, bringing with it questions of how reinventing one’s networking during the new age can prove to be vital. 

Moving forward in the discussions towards the problems being faced in the world of sales, Hordynski clearly outlined the numbers of a long-lasting issue: Gender Equality within Sales. Hordynski acknowledges progress, noting that while females are only comprising 35-40% of the industry, that is much more to show than in years past. However, there is still progress to be made, with a bright spot being that 70% of people asked by Hordynski have stated that there needs to be more women in Sales.

Mario Paladini soon after expertly connected how the current situation of today’s pandemic could actually prove advantageous in the progression of gender equality. Paladini indicates the business world’s shift towards the virtual office as a movement providing leeway for women to enter the workforce – a promising thought. 

Regardless, the second panel complemented the first in an extremely insightful way, highlighting further the segways into progress being offered in what is a changing Networking landscape. 

MIGIC OF Y

It can be said that there is little better of a way to wrap up a conference on the theory of reinventing networking than to carve some time for networking ourselves! We brought in some real fun in the form of famous Polish magician Y Dzięgielewski. His phenomenal and lighthearted acts of magic provided the perfect bridge as attendees of the conference transitioned into a time of personal conversation filled with drinks and relaxation.

INTERVIEWS

Also, we had the opportunity to interview three of the speakers at the event. Check the talks at GLOBALS TV on the YouTube channel.

Michael Chaffe Interview for

GLOBALS TV

Olimpia Hordynski Interview for

GLOBALS TV

Ramzi Musa Interview for

GLOBALS TV

With another lovely, thought-provoking night concluded at our Club GLOBALS Skylounge, we would like to thank all those who made it possible. From our sponsors and our speakers, to our virtual and in-person teams, and to the fantastic magician  Dzięgielewski, we have taken one step further in our goal of Networking Reinvention! 

The hybrid series continues to move forward, and quickly too! As soon as November 5th, we at Club GLOBALS will be hosting another event centering on a different contemporary topic with new speakers taking part. Subscribe to our newsletter to know all the details. 

Stay tuned! 

 

and… What are your networking tips???

The coronavirus pandemic has changed how we interact and network with each other. A selected number of experts will come together to answer burning questions as to what extent networking has been impacted since the pandemic hit the world earlier this year, and the perspective of networking in a post-corona climate.

 

The speakers (TBC) will set the scene at the Sky Lounge as well as online, whereas there will be limited seating for participants physically attending the event, and unlimited online registrations. So get your ticket now and enjoy an early bird fee!

Mario Paladini & GLOBALS Team 8)