B2B Marketing Community
Topic: Buyer Aligned Selling Strategies: How Understanding Your Buyer’s Mindset Drives Greater B2B Success
Facilitator: Steve McCullough, Founder & CEO of Buyer Aligned Selling
Today’s buyer is more informed and empowered than ever before. While marketing strategies are beginning to catch up to the changing buyer expectations, the sales function has unfortunately been slow to evolve. In this session we will discuss a practical method for a more buyer-focused approach to sales that delivers reliable results without coercion or manipulation.
During the session, you will learn:
- The four mindsets that every buyer goes through in making a purchase decision
- How to identify your buyer’s true mindset
- The specific sales strategies to adopt for each of these unique decision stages
Steve McCullough is a 30+ year veteran of sales leadership in small to medium sized, high growth companies. He began his sales career while a student at Georgia State University and has since had the opportunity to lead B2B sales teams on both sides of the Atlantic for technology and professional services firms.
Steve believes that sales is a noble pursuit and has a passion for coaching and developing selling skills. He has learned that anyone can be successful if they learn and internalize practical selling strategies aligned to proven principles and believes there is no such thing as a “born salesperson”.
Today Steve is the Founder & CEO of Buyer Aligned Selling, a B2B sales training and advisory firm.
About this Community: Provides relevant and timely B2B resources, insights, and interaction to an ever-expanding group of attendees in a collegial, real-world, problem-solving environment. Meetings are held on the 3rd Thursday of the month.
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