How to Evolve Sellers Into the Problem Solvers That Buyers Want

One of the key findings in our 2018 Buyer Preferences Study was the fact that executive buyers don’t perceive salespeople as problem solvers. When asked to name the top three resources they turn to when they have to solve a business problem, salespeople were not included. They also didn’t come in fourth or fifth; believe it or not, they came in ninth!
Only 23% of buyers named sellers as one of their top three resources to solve business problems. (Click to tweet)
Looking at root causes as to why sales performance is not really getting better, one of the core problems is that salespeople too often act as sellers rather than problem solvers. Why is this important? Because buyers prefer to engage with problem solvers.
The buyers’ preferences speak a clear language: Buyers want salespeople to help them solve business problems. They don’t want anybody to pitch products to them. (click to tweet)
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