In this digital era, Buyer 2.0 no longer needs us to walk them through the ins and outs of our products. With the click of a mouse, they can find all the information they require on our company, products, and services, not to mention our competitors. They can view demos, download white papers, read reviews, and even research our competition.
Has technology has made us irrelevant? Of course not.
Today, I’m setting the record straight. Buyer 2.0 doesn’t want to talk to salespeople that are unprepared and lack skills, but they are happy to partner with salespeople who are smart and position themselves as industry experts.